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Senior Sales Engineer
2 months ago
The Sales Engineer plays a crucial role in assisting the Account Executive during the pre-sale discovery phase to analyze the secure document exchange needs of prospective customers and recommend potential solutions that align with the customer's business goals and objectives.
After contract execution, the Sales Engineer will be instrumental in determining necessary configuration details to build out the customer's Intralinks environment, discussing and confirming success metrics, and building an implementation and rollout plan. The Sales Engineer will also report back to Intralinks Product Management and/or Product Marketing teams with customer feedback for new use cases, features, functions, or supporting information to enhance the Intralinks product offering.
Key Responsibilities- Make technical presentations and demonstrate how solutions meet customer needs, differentiating products and services from other market options.
- Identify critical process and value opportunities within customer environments and develop long-term relationships through requirement management (pre-sales).
- Collaborate with Account Managers to identify new opportunities within existing accounts and serve as the primary solution architect for new use cases or net new opportunities.
- Influence customers on how products or services best satisfy their needs in terms of quality, price, and delivery.
- Develop presentations and online product demonstrations for customer meetings or marketing events.
- Understand industry security architectures and how Intralinks forms part of a customer's security solution.
- Lead cross-functional teams on RFI/RFP responses.
- Provide training and produce support materials for other sales team members.
- Support marketing activities by attending trade shows, conferences, and other marketing events.
- Measure success criteria against customer business goals and ensure adoption and renewal (post-sales).
- Lead initial Configuration Design Workshops with assistance from Customer Success Managers.
- Support Product Management/Marketing with field information such as feature requirements, product enhancements, and new use case scenarios.
- Be available for domestic and international travel up to 50% of the time if required.
The ideal candidate will possess a Bachelor's degree in Management Information Systems, Computer Science, or a relevant field, along with at least 2 years of experience in presales/sales engineering/solutions consulting. Fluency in verbal and written English communication is essential.
Desirable qualifications include:
- Proven knowledge of enterprise SaaS VDR solution markets and competitive technology landscapes.
- Proven experience with Document Collaboration technologies and understanding of how these address business problems for customers.
- Ability to work with technical teams and personnel to overcome service delivery obstacles, with a demonstrated ability to participate effectively as part of and within a team in large integration projects.
- Demonstrated experience of Enterprise Security Architectures.
- Demonstrated experience in creating training materials for internal and external use utilizing video, voice, and web-based technologies.
- Experience working with customers in financial markets for M&A, Alternative Investments, and Debt Capital Markets, with an understanding of business processes within those verticals.
