Associate Solution Consultant

Summary

Join Zuora's dynamic Collections team as a Solution Consultant and drive new business and install base conversion for prospects. Collaborate with sales teams to achieve business objectives, deliver compelling technical product demonstrations, and address customer queries. Leverage your technical expertise to showcase Zuora Collections' value to enterprise clients. This remote position offers flexibility with occasional office visits. You will become an expert on the quote-to-cash cycle and contribute to RFP responses. The ideal candidate possesses a strong blend of technical expertise and sales acumen.

Requirements

• Minimum of 3 years of professional experience in a similar technical pre-sales/Sales Engineering role, preferably within the SaaS or Fintech industries
• Strong understanding of accounts receivable processes, financial systems, and related technologies
• Prior experience in handling enterprise-level deals with a proven track record of managing complex technical negotiations
• Ability to articulate complex technical concepts in a simplified manner ("Tell me like I am five")
• Self-motivation and the desire to learn and become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel in The Subscription Economy
• Excellent presentation skills and the ability to drive discussions for both small and large groups within organizations

Responsibilities

• Drive new business and install base conversion for prospects into customers to purchase and adopt Zuora Collections in collaboration with regional sales teams
• Prepare and deliver customized technical product demonstrations at client meetings, webinars, and customer events, aligning value-based storylines that resonate with the target audience
• Deliver product messaging effectively through whiteboard and slide presentations, manage proof of concepts, and contribute to RFP response documents
• Address various functional and technical customer queries and requirements, performing comprehensive workflow analyses and deep examinations of the interaction between Zuora Collections and customers' infrastructures
• Collaborate with internal teams, including sales, product management, and client services, to execute sales strategy and achieve business objectives
• Collect, assess, and convey diverse customer requirements to central product management, acting as a liaison between clients and internal teams
• Advocate for the Zuora Collections brand, actively promoting product solutions and services to prospects, potential/existing customers, and partners
• Conduct training sessions for sales teams on Zuora Collections' product suite, covering technical aspects and new product features

Preferred Qualifications

• Experience with AI-driven platforms and integration with ERP systems is a plus
• Strong business value selling experience and familiarity with SaaS and Cloud technology
• Experience working with a diligent sales process methodology (MEDDIC, Value Selling, etc.)
• An understanding of subscription and recurring revenue business models

Benefits

• Competitive compensation, variable bonus and performance reward opportunities, and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off
• Paid holidays, “wellness” days and company wide end of year break
• 6 months fully paid parental leave
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing