Senior Solutions Engineer

Role Overview

• Lead enterprise discovery by running in-depth conversations that uncover true business problems, clarify goals and challenges, and build a clear understanding of the prospect’s technology landscape and decision-making structure.
• Prepare and deliver compelling, outcome-focused demonstrations of Eptura’s platform, using storytelling to connect technical capabilities to the prospect’s specific business goals and KPIs—ensuring stakeholders clearly see measurable value, not just features.
• Engage with diverse stakeholders across the prospect's organisation, from end-users to C-level executives.
• Serve as the prospect’s trusted technical advisor throughout the sales cycle, confidently addressing objections across architecture, integration, security, and compliance while providing strategic guidance grounded in industry best practices and workplace technology trends to position Eptura as the best-fit solution.
• Design fit-for-purpose solutions in collaboration with prospects, translating requirements into proposed configurations or architectures and, where possible, quantifying the business impact through ROI and efficiency metrics to strengthen the case for change.
• Collaborate with Sales to influence decision criteria, shape deal strategy, and solve deal-level challenges.
• Lead proof-of-value engagements for high-potential opportunities, configuring trial environments, guiding hands-on evaluations, and measuring outcomes against agreed success criteria to build confidence in a full platform rollout.
• Leverage AI and modern presales tools to streamline account research, draft first-pass RFP responses, and automate post-call summaries, while using interactive demo platforms and sandbox environments to enable buyer-led evaluation and focus live engagements on deeper technical discussions.
• Contribute cross-functionally by relaying complex customer requirements and integration needs to Product and Engineering, advocating for prospect priorities in roadmap discussions, and partnering with Customer Success to ensure a smooth post-sale handoff of context and technical details.
• Participate in deal review meetings, clearly articulating recommendations and technical insights.
• Serve as a thought leader across industries, sharing expertise on workplace transformation, asset management, and relevant technology trends.

Requirements

• Experience in a SaaS pre‑sales or solution engineering environment, preferably supporting enterprise‑level deals.
• Technical acumen in enterprise software, with a strong understanding of solution architecture, integrations (APIs, webhooks, SSO/SAML), and security and compliance concepts, and the ability to confidently guide the technical evaluation process across procurement, IT, and security stakeholders.
• Conversational discovery skills, with a demonstrated ability to ask insightful questions, interpret underlying customer needs, and probe beyond surface requirements to identify the true business drivers.
• Storytelling and outcome‑selling capability, with the ability to craft compelling narratives that connect product capabilities to concrete business outcomes—using relevant use cases and success scenarios that resonate with the client’s industry and strategic objectives rather than simply listing features.
• AI‑capable workflow, with the ability to leverage generative AI and modern tools to enhance presales productivity—supporting tasks such as account research, brainstorming demo approaches, drafting initial technical responses, and accelerating materials like security questionnaires—embracing AI as a daily productivity multiplier.
• Can‑do ownership mindset, with a proactive, self‑starting approach to owning problems end‑to‑end, quickly acquiring new knowledge as needed, and operating confidently amid ambiguity while adapting to evolving market conditions and organisational needs.
• Communication and presentation skills, with the ability to clearly explain complex concepts to diverse audiences, from technical end users to executive sponsors, supported by strong written communication for RFP responses, follow‑up correspondence, and internal documentation.
• Organisational discipline, with the ability to manage multiple concurrent deals and stakeholders, maintain strong attention to detail, and consistently follow through using CRM and project‑tracking tools without dropping critical items.
• Bachelor's degree in a relevant field (Computer Science, Engineering, Information Systems, or similar), or equivalent practical experience.
• Willingness to travel up to ~25% for client meetings, workshops, and team events (UK and European travel as required for major accounts or conferences).
• Proficiency in European languages beyond English, given Eptura's global client base and the London office's proximity to EMEA markets. French or German is a plus.

Benefits

• 25 Days Holiday
• Contributory Pension
• Life Insuarance (DIS)
• Eye care vouchers
• Flexible working