Senior Solutions Engineer

Kantata is a company that provides clarity and control to professional services organizations through its cloud software. They are seeking a Senior Solutions Engineer who will support the pre-sales process by articulating the value of their product offering to prospective customers and shaping deal strategies in collaboration with Account Executives.

Responsibilities:

• Shape deal strategy in partnership with Account Executives, including: Business problem framing, Success criteria definition, Executive messaging and narrative
• Partner on RFP/RFI responses to uniquely position Kantata as the best vendor to solve customers challenges and provide improved business outcomes
• Deliver high-impact, consultative demonstrations that connect customer objectives to differentiated value
• Influence buying teams across technical, operational, and executive stakeholders
• Conduct discovery that uncovers: Organizational structure and decision dynamics, Revenue models and growth strategies, Operational challenges, constraints, and KPIs, Apply strong industry and customer understanding to anticipate objections and guide solution design
• Translate customer complexity into clear, compelling solution narratives
• Drive quality discovery and improve deal execution
• Deliver exceptional customer experiences
• Shorten sales cycles through clarity and alignment
• Increase win rates on opportunities

Requirements:

• 4+ years of experience as a Solution Engineer or other technical role
• Proven track record of successfully leading complex, consultative sales cycles to Enterprise organizations
• Strong knowledge of Salesforce and the Force.com platform
• Powerful executive presence leading value-driven presentations to executives and senior leaders
• Deep understanding of Software as a Service as well as common enterprise IT requirements
• Demonstrated ability to: Lead discovery independently, Shape deal strategy, Influence outcomes beyond direct authority
• Experience demonstrating AI powered solutions and their architecture
• Ability to travel up to 15% is required
• Proven familiarity with the professional services industry; PSA; or ERP is a plus
• Multilingual is a plus