Key skills
Pre-sales experienceTechnical salesWeb technologiesMEDDICC frameworkPresentation skillsCustomer-facing roleBachelor's degreeCollaboration skillsJavaScriptAnalyticsChange ManagementProduct ManagementCustomer SuccessSales
About this role
Pendo.io is a fast-growing startup focused on improving society's experience with software. The Enterprise Sales Engineer will act as a technical expert on the sales team, aligning Pendo’s solutions to customer challenges and guiding the evaluation process to ensure customer success.
Responsibilities:
- Collaborate with Account Executives to identify pain and challenges in a customers’ business related to software adoption and analytics
- Craft and deliver sales presentations & demonstrations that show how Pendo can uniquely addresses a customers’ needs and deliver value
- Scope and execute proof of concept evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainings
- Address prospects technical questions on Pendo’s technology, installation, security and data privacy
- Gather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for success
- Collaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issues
- Respond to RFI/RFP/Security documentation requests
Requirements:
- 5+ years in a customer facing role selling to large enterprises and Fortune 500 accounts, of which 3+ years specific to pre-sales experience
- Experience / familiarity working on teams using the MEDDICC (or similar) framework
- Hands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developer
- Excellent presentation and product demonstration skills adaptable to both executives and technical buyers
- Willingness to travel
- Bachelor's degree in a related field
- Experience in the analytics, product experience or digital adoption space, selling to product, digital transformation and similar roles
- Experience as our target buyer in product management, digital transformation or change management