Who are we?
Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.
Summary
We are seeking an experienced Sr. Solutions Engineer to partner with Sales Executives to pursue all opportunities including renewals, upsells, and new logos. The ideal candidate will possess exceptional technical expertise in B2B Enterprise SaaS sales. The Sr Solution Engineer will play a pivotal role in positioning all Smarsh products in the field and progressing sales cycles to a technical win.
How will you contribute?
Assist account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services.
Lead the sales team response to customer RFPs and RFPs, and any required due diligence assessments, e.g., cloud, architecture, product, infosec.
Lead customer meetings to “discover” and document the detailed business requirements necessary for product selection, solution design, and drafting an early-stage commercial quote if required.
Collaborate with solution architects to design and finalize a solution and later manage any required proof of value engagement, e.g. POC.
Collaborate with account executives on deal strategy, tasks, deliverables, and milestones across the sales lifecycle.
Exhibit the highest level of knowledge and competence on Smarsh products, the underlying technology stack, the AWS cloud environment, and our target market.
Prepare sales presentations and bespoke product demonstrations that address customer-specific requirements and pain points while highlighting Smarsh product differentiators and ROI.
Learn the capabilities and positioning of other vendor solutions to assist in selling against the competition. · Obtain the “technical win” during the solution validation stage of the sales process. What will you bring?
Ability to maintain a positive attitude and handle the high-pressure pace of work in an enterprise-class sales environment.
Desire to continuously learn, improve, and win.
Ability to “read between the lines” in customer conversations to spot deal risk and opportunity. · Skilled problem solver, project planner, and communicator
Agile multi-tasker within, and across multiple sales deals, at different stages in the sales lifecycle while maintaining quality of service
Ability to quickly learn and over time gain expertise in Presales competencies including:
Product - Able to understand the underlying technology that Smarsh products rely on, thus being able to communicate their inherent value and limitations.
Positioning - Able to understand the specific attributes of multiple markets, buying personas (Compliance, Legal, IT) and competitive landscapes (ex Mid-Market, Enterprise), and able to place the Smarsh solution in the best possible light across varied opportunities.
Process - Able to collaborate with adjacent stakeholders in Sales, Product and Professional Services within assigned processes to keep sales opportunities moving through the solution validation portion of the sales funnel. Also able to properly identify and influence 'out of process' behavior back in line, and to provide constructive feedback and new ideas to improve these processes.
Bachelor's degree or equivalent educational experience
7+ or more years of technical presales experience in a B2B SaaS company, preferably leveraging public cloud (AWS preferred)
5 or more years selling to large Enterprises, preferably in regulated financial services
Familiarity with AI/ML technologies, especially Natural Language Processing, is ideal
Demo 2 Win certification desirable
Foundational project management skills Job Level Expectations
Knowledge and Application: Exhibits advanced wide-ranging experience, using in-depth professional knowledge, acumen, concepts and company objectives to develop, resolve complex models and procedures. Provides solutions to issues in creative and effective ways. Understands the interrelationships of different disciplines. Directs the application of existing principles and guides development of new policies.
Complexity & Problem Solving: Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Determines methods and procedures on new assignments. Exercises judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results.
Collaboration & Interaction: Networks with key contacts outside own area of expertise. Adapts style and uses persuasion in delivering messages that relate to the wider firm business. Frequently advises others on complex matters.
The above salary range represents Smarsh's good faith and reasonable estimate of the range of possible base compensation at the time of posting.
Any applicable bonus programs will be discussed during the recruiting process.
The salary for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, location, specialty and training. Local cost of living assessments are done for each new hire at the time of offer.
Additional Information
About our culture
Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.
