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Senior Sales Engineer

3 months ago

London, UK, United Kingdom MicroStrategy Full time

Company Description


At MicroStrategy, our mission is to make every enterprise a more intelligent enterprise. MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the AI and BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.


As a global organization, MicroStrategy seeks to provide exceptional career opportunities for people with diverse backgrounds and experiences. We recognize that having a diverse workforce enables us to leverage the strengths and qualities that are unique to everyone. We believe that having a culture of inclusion encourages innovation and that this in turn drives agility and value for our employees, partners, and customers.


Values: Bold – Be courageous and Innovative; Agile – Act thoughtfully, move quickly. Engaged – Show up passionately committed. Impactful – Focus on the outcome. United – Work together to win.


Job Description


The Role:


MicroStrategy’s Sales Engineers (Pre-sales Consultants) have a key role in the EMEA Region. As Pre-sales experts, our Sales Engineers are accomplished at dealing directly with clients, along with international colleagues, to help secure results for a global, market leading listed company (NASDAQ: MSTR). Our Sales Engineers work closely with our Sales and Customer Success Management organizations to provide technical solutions for our prospective and existing customers, as well as with our Product and Consulting organizations to provide customer feedback and project handover. They are responsible for designing solutions that will address and resolve a customer's business issues, while evoking confidence in our technology platform and removing all technical objections in the sales cycle.


Our Sales Engineers work in tandem with our Account Executives to understand the customers’ goals and challenges to effectively position the value of the MicroStrategy platform. They will manage the technical aspects of the pre-sales engagement, customize demonstrations and respond to technical objections, RFIs and RFP all based on the goal to prove MicroStrategy can meet customers’ decision criteria.


Our Sales Engineers are one of the most interactive groups within the customer engagement lifecycle and help to drive pipelines by supporting marketing events, content, MicroStrategy days, etc. The successful candidate will have a consultative sales approach, and value the importance of teamwork. This position is critical to the success of our Sales organization in describing and showing how we provide cost-effective solutions that deliver business value to our customers.


You will work with our Regional Partner Managers to understand and grow the enablement level of MicroStrategy’s Partners, as well as make sure that the key MicroStrategy Partners are supported in building their business with MicroStrategy.


Your Focus


  • Understand a customer’s goals and challenges through successful discovery to effectively position the MicroStrategy platform in a way that differentiates us from the competition and brings clarity to where we can add value in a customer’s architecture
  • Scope, build, and present custom demos and presentations that address key business value for our prospects
  • Take technical ownership of the sales opportunity, responding to objections and can manage most aspects of the sales cycle with little assistance
  • Handle multiple customer engagements simultaneously
  • Research, scope, and respond to customer RFIs and RFPs and take initiative in sharing results with all team members
  • Supports Partners and engage with Partners of MicroStrategy to identify and define joint opportunities. The individual will provide functional and technical advice, sales training and other in-person support to Partners on an as-needed basis
  • Advance the product knowledge of MicroStrategy partners through education, training, skills transfer, and best practices
  • Stay up to date with our demo content and product positioning and be an early adopter of incorporating these changes into our product positioning
  • Confidently present and articulate the business value of the MicroStrategy platform at all levels of the customer’s organization
  • With a natural passion for new technology, our Sales Engineers are innovative, and create new solutions with out-of-the-box thinking
  • Support pipeline generation with marketing events, content, onsite MicroStrategy days, etc.
  • Constantly learn and develop expertise in MicroStrategy software through product training classes and unsupervised work assignments. Uses this experience and knowledge to develop expertise in MicroStrategy software including new releases


Required Experience and Skills


  • Strong experience in a comparable Sales Engineer (Pre-sales) position, supporting sales cycles selling Business Intelligence or other high-value business solutions (3-5 Years)
  • Experience with BI tools (e.g., MicroStrategy, Tableau, PowerBI, Qlik, SAP Analytics Cloud, Quicksight, Business Objects, Cognos, Looker)
  • General knowledge of AI and prompt engineering
  • General knowledge of the BI and analytics market
  • Specific experience with MicroStrategy a major plus
  • Experience with data modeling, data warehousing, data engineering, data integration
  • Proficient with SQL
  • Understanding of relational databases (e.g., Snowflake, Google Big Query, Databricks, Redshift, Synapse), data warehousing, ETL, web services, SaaS technologies, etc.
  • SaaS and Cloud based selling with the main Hyperscalers (AWS, GCP, Azure)
  • Ability to present a complete Data + Analytics Architecture to a technical customer representative
  • Training in value-based selling (MEDDICC, Force Management, Demo to Win, etc.)
  • Demonstrated sales success
  • Strong verbal and written communication skills with a focus on requirement gathering, positioning, and business value identification
  • Ability to work as part of a cross-functional team
  • Superior presentation and demonstration skills
  • Self-starter, flexible, and self-motivated
  • Highly driven individual with an execution focus, and a strong sense of urgency
  • Interested in new technology and staying on top of market trends
  • Enjoys the competition and winning new business
  • English PLUS Dutch OR Swedish language skills are essential


Desired Experience and Skills


  • Knowledge of other Analytics tools (e.g., Dataiku, DataRobot, Alteryx, Informatica, Talend)
  • Experience with Python scripting
  • Experience in Data Quality MDM (e.g., Informatica, Talend, Ab Initio, SSIS, Dell Boomi)
  • Experience accessing multiple data sources in an enterprise environment (e.g., ERP SAP, Salesforce, Marketo, Google Analytics, Infor, Hadoop or Big Data)
  • Knowledge of REST APIs
  • Degree educated or equivalent (Computer Science or Information Technology)


Additional Information

MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally protected basis.