Director of Solutions Engineering

Summary

Join SpotMe, a leading B2B event platform, and become a Solutions Consultant/Sales Engineer (SC/SE). In this role, you will lead technical deep dives with prospects, handle technical objections, and create compelling demos showcasing SpotMe's platform value. You will work closely with sales teams, process customer intake documents, and contribute to product roadmap discussions. Success in this role requires technical expertise, solution design skills, strong communication, and execution capabilities. You will need to quickly grasp complex technical concepts and translate them into clear explanations for non-technical stakeholders. The role involves leading technical sessions, creating demo assets, and contributing to sales opportunities.

Requirements

• Technical expertise & adaptability: You quickly get complex technical concepts with event platforms, CRMs, MAPs and DXPs and translate them into clear explanations for non-technical stakeholders. You are comfortable diving into new technologies and platforms to understand integration points. You can anticipate technical challenges and proactively develop solutions before they become obstacles
• Solution design & consultative selling: You are skilled at guiding technical discussions to uncover the true requirements behind feature requests. You balance customer wishes against platform capabilities to set realistic expectations while maintaining excitement. You can play "business analyst" to go deep into customer workflows and show how this will work with our product
• Communication & relationship building: you adapt your communication style based on your audience. You transform complex technical concepts into clear value propositions aligned with business outcomes. You build rapport quickly and establish credibility with both technical and non-technical decision makers. You work well with sales
• Execution & resourcefulness: you are proactive and self-directed, requiring minimal supervision to deliver high-quality work, in details. You manage multiple concurrent opportunities without dropping details. You are comfortable with ambiguity and can make progress even when requirements are not fully defined. You are resilient under pressure and can handle objections professionally during live demos and presentations

Responsibilities

• Become fluent in our market by immersing yourself in our product ecosystem, spending time with our sales, product, implementation and services teams, and getting certified on our SpotMe Academy
• Get access and basic understanding of ecosystem platforms including Veeva CRM, Veeva Vault, Salesforce CRM, Salesforce Marketing Cloud and PowerBI
• Shadow 15+ sales calls to understand common customer pain points and objections
• Develop a strong understanding of our technical architecture, integration capabilities, and security model, to the point you can describe from scratch, without supporting documentation
• Create your first tailored demo showcasing our platform value for a specific use case including Backstage, CRM and MAP, and run it solo with our AE+customer
• Lead 15+ technical deep sessions with prospects, identifying their specific use cases and technical requirements with minimal support/direction during sessions
• Independently handle technical objections during sales calls with minimal support
• Process intake documents from customers, lead architecture calls and co-create objectives & specifications document with AEs for customer validation
• Create 3+ reusable demo assets that showcase our integration capabilities with common CRM and marketing automation platforms
• Build and run a complex demo scenario involving SpotMe Backstage, SpotMe Data Platform, CRM, MAP and DXP/portal
• Identify the 5 most common demo patterns and create a requirement list for each demo
• Participated to 3 onsite deep dive workshops with customers
• Contribute to product roadmap discussions with insights from customer technical requirements
• Contributed to $1.2 ARR of new/expansion opportunities win