Senior Solutions Engineer

Summary

Join Smarsh as a primary point of contact for the technical aspects of enterprise B2B sales. Partner with the sales team, product teams, success management, and professional services to identify and solve quantifiable problems using Smarsh's solutions. You will support multiple account executives across various product lines, focusing on revenue-generating deals while dedicating time to continuous learning. Lead the scoping and execution of validation events, technical responses to RFPs/RFQs, and maintain updated sales records. Contribute best practices and present professional services offerings as part of a comprehensive solution. Regularly participate in demo/pitch certifications and travel as needed.

Requirements

• Product knowledge across multiple product lines
• Software demonstration skills aligned with industry best practices
• Domain knowledge (compliance and IT)
• Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use-cases
• Industry knowledge (Financial Services and other highly regulated industries)
• Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience
• Strategic Thinking
• Validation event (POV) scoping/execution
• AI and LLM familiarity
• Bachelor’s degree or equivalent educational experience
• 5+ years of enterprise SaaS

Responsibilities

• Spend 70% of time working on revenue generating deals (30% on learning)
• Assist sales with discovery process to identify quantifiable problems our solutions can solve
• Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes
• Lead the scoping and execution of validation events
• Take the lead on the technical responses associated with an RFI/RFP/RFQ etc
• Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc
• Contribute best practices and content/collateral to broader presales and sales teams
• Present professional services and success management offerings as part of a comprehensive solution
• Participate in regular demo/pitch certifications
• Travel as needed for internal/external meetings

Preferred Qualifications

Curiosity, effective time management, collaborative, attention to detail, urgency, self-starter and mentorship

Benefits

• $140,000 - $190,000 a year
• Incentive Pay based on % of Annual Recurring Revenue
• Accelerators and Kickers for Incentive Pay based on quota achievement