Senior Solutions Engineer, Smarsh
$140-190k
3 days a week in office
Cloud-based archiving and compliance solutions
Open for applications
Cloud-based archiving and compliance solutions
1001+ employees
Open for applications
$140-190k
3 days a week in office
1001+ employees
Company mission
To enable customers to take advantage of the latest communication and collaboration tools, while staying ahead of compliance risk.
Role
Who you are
- Ability to maintain a positive attitude and handle the high-pressure pace of work in an enterprise-class sales environment.
- 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
- Desire to continuously learn, improve, and win
- Ability to “read between the lines” in customer conversations to spot deal risk and opportunity
What the job involves
- 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
- Assist account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services.
- Obtain the “technical win” during the solution validation stage of the sales process
- 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
- 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
Otta's take
Theo Margolius
COO of Otta
The emergence of new digital communication technologies provides businesses with a great opportunity for growth. But regulated businesses need to ensure they carry out communications monitoring, archiving, and compliance to stay on the right side of regulators. This can be difficult to do with new tech - to the extent that some businesses are hesitant to adopt it at all.
Of course, there’s a substantial appetite for ways to get around this obstacle and therefore reap the business benefits of modern comms. Smarsh provides just that, with its suite of archive, storage, and monitoring tools. In the two decades since its founding, the platform has netted over 6,500 clients including top worldwide banks, brokerage firms, insurers, registered investment advisors, and state and local government agencies in the US.
This puts Smarsh in a formidable position going forward. The issue the company addresses is only getting more acute as the volume of communications increases, more tech is brought to market, and the hybrid work model pushes more communications online. Smarsh’s extensive, top-tier global reach will help it field this growing market opportunity.
Insights
Company
Funding (2 rounds)
May 2015
$28m
LATE VC
Sep 2007
$15.6m
LATE VC
Total funding: $43.6m
Company benefits
- Healthcare insurance: We provide medical, dental and vision insurance and a flexible spending account that allows you to set aside pre-tax dollars to pay for eligible out-of-pocket expenses
- Personal time off: A healthy work-life balance is critical to your success at the office. Smarsh offers a "take-what-you-need" time off policy as well as flexible work arrangements
- Recognition: We're big on kudos for a job well done. Our employee recognition program enables co-workers to nominate their peers who best embody our core values for recognition
- Life and disability insurance: Fully paid life and disability insurance coverage is provided from the day you start your job
- Wellness program: You're happier when you're healthier. So we reimburse a portion of employees' monthly health club expenses
- Retirement savings: We match a percentage of your retirement savings contributions. Smarsh employer match invests immediately, so it's yours from day one
- Sabbatical: The Smarsh sabbatical program provides a time to recharge, study or simply a time to do something you are passionate about away from the workplace. Employees are eligible after six years of service
- Giving back: Through our community partnership program, Full Circle, employees make a positive difference and receive paid time off for Full Circle activities so they can support the organizations that matter most to them
- Employee assistance program: We offer free and confidential assessments, short-term counseling, referrals and follow-up services to employees for personal or work-related issues to support their mental and emotional well-being
- Cellphones: TO support our mobile and geographically dispersed workforce, we offer corporate cellular plan discounts with both AT&T and T-Mobile
- Getting here and home: Biking and taking public transit to work is not only cool but a smart and green thing to do. Smarsh proudly reimburses for monthly transit costs and biking expenses
- Parental leave: We want to support our colleagues who are starting a family. Smarsh offers paid leave to help you welcome your new bundle(s) of joy into the world
Company values
- People first
- Inspire confidence
- Embrace the impossible
Company HQ
Portland Downtown, Portland, OR
Articles
Founders
Stephen Marsh
(Founder)Previously worked on capital market systems at Fidelity Investments, and then moved to a senior product manager role at CCBN. Is also a board member at The Wild, Asset Compliance Inc., and ComplySci.
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