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About the Role

In this role, you will own the technical and functional win in a B2B sales cycle, partnering closely with sales, product, success management, and professional services teams to support account executives across multiple product lines.

Responsibilities

• Spend 50-70% of your time working on revenue generating deals.
• Assist sales with discovery process to identify quantifiable problems our solutions can solve.
• Demonstrate/Workshop/Solution how our products/platform can help prospects/customers achieve desired business outcomes.
• Lead the scoping and execution of validation events.
• Take the lead on technical responses for RFIs/RFPs/RFQs/Infosec.
• Regularly update systems of record with presales notes/collateral.
• 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.
• Support cross-departmental projects like lead generation, event marketing, partner enablement, and sales enablement.
• Travel as needed for internal/external meetings.

Requirements

• Familiarity with or hands-on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience.
• Ability to demonstrate products in a way that sells the value of solutions aligned to client business objectives and pain points.
• Domain knowledge of the Compliance or IT space.
• Strong presentation skills to both executives and practitioners.
• Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use-cases.
• Industry knowledge (Financial Services and/or FED SLED highly desired).
• Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience.
• Strategic Thinking and a problem-solving mindset.
• Operates with a high degree of independence and accountability, taking initiative to address gaps before escalating for support.
• Curiosity, effective time management, strong collaborative spirit, detail oriented, work with a sense of urgency, strong work ethic and an empathetic attitude.
• Experience in SaaS a plus.

Skills

• Solution Selling
• Demo2Win
• MEDDIC/MEDDPICC
• Strategic Thinking
• Problem-solving
• Presentation Skills
• Compliance
• IT
• SaaS

Location

• Remote

Work Type

• Full-time

Experience Level

• 1-2 years of solution engineering experience

Education Level

• Bachelor’s degree or equivalent educational experience

Salary/Compensations

• $115,000 - $135,000 a year

Benefits

• Incentive Pay based on % of Annual Recurring Revenue
• Accelerators and Kickers for Incentive Pay based on Quota achievement

About the Company

• Smarsh empowers customers to manage risk and unleash intelligence in their digital communications.
• Over 6500 organizations in regulated industries count on Smarsh daily.
• Smarsh helps spot compliance, legal or reputational risks in 80+ communication channels.
• Relentless innovation has fueled leadership recognition from Gartner and Forrester.
• Sustained, aggressive growth has landed Smarsh in the Inc. 5000 list of fastest-growing American companies since 2008.
• 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 world’s leading cloud infrastructure platforms.
• We use the latest in AI/ML technology to help customers break new ground at scale.
• We are a global organization that values diversity.
• Providing opportunities for everyone to be their authentic self is key to our success.
• Smarsh leadership, culture, and commitment to developing people have garnered Comparably.com Best Places to Work Awards.

Equal Opportunity

• We value diverse candidates and encourage applications, even if you don't perfectly match the job description.
• We encourage an inclusive, high-performing environment.