Solution Sales Engineer

Job Overview: The Technical Solutions Engineer is responsible for supporting the sales productivity and deal flow by securing the “technical close” across complexity levels of deals. Collaborates with sales, products team, service, engineering, and technical support resources to ensure proposed deals include technical solutions that are feasible, accurately address customer needs, and are appropriately supported by key customer technical decision-makers. Assists with technical questions or concerns during the sales process and frequently participates in the initial portion of the project specification process.

Job Description:

Sales Support

● Work closely with Sales in proactively scoping the technical solution required to address customer requirements.

● Assess customers’ met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.

● Collaborate with Business Development Managers in solution positioning for opportunities.

● Exhibit technical expertise in advising sales and clients during product/solutions presentations and demonstrations, and provides support in external and internal customer-facing events.

● Produces estimates of risk to inform sales proposals, detailed costs for customers, and ensures viability in terms of profit.

● Provides mentoring and enablement to team members and sales team to enhance their product knowledge, technical acumen, and technical sales skills.

● Work deals assigned to the sales team are supported, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by the BDD or ESG Cluster Head.

● Collaborates across departments, including engineering, design, and customer support, to ensure a seamless and successful product development lifecycle.

● Maintain a deep understanding of customer needs, pain points, and feedback, and incorporate this knowledge in devising technically sound and feasible solutions that will cater to the client’s business and technical requirements.

Technical Solutioning / Technical Expertise

● Follow agreed requirements gathering standards and apply appropriate techniques to accurately scope and document solution requirements. Reviews requirements to ensure accuracy prior approval of the TSM.

● Assess, analyze and understand opportunity requirements and identify gaps that may impact the solutioning.

● Produce Supports and leads large-scale enterprise transactions by using knowledge and understanding that is beyond the bounds of the products to move deals forward.

● Prepares and documents proposals based on the conceptualized solution and secures approval of all internal and external (client) stakeholders involved

● Translates and communicates business requirements to the technical SMEs (Subject Matter Experts) team to derive and finalize the cost and timeline estimates.

● Assess and streamline the scope of work to meet case-to-case win criteria.

● Serves as a technology consultant to the sales team and to the client.

● Contributes to the development of solution architectures to ensure successful productization of the solutions.

● Provide accurate solution/engagement risk assessment to stakeholders (IS, Sales, Clients and Tech Delivery Team)

● Researches new technologies and best practices that may improve the quality of solution proposals.

● Suggests process improvement through technology.

● Performs other job-related activities that may be assigned from time to time.

Requirements

● Education – At least graduate with a Bachelor’s or Master’s Degree in IT, Computer Science, Engineering, or any related course.

● Product certification, engineering credential, or equivalent technical credential.

● Related Work Experience – At least 5 years of sales or sales engineering experience in a business-to-business, large/strategic customer segment.

● At least 3 years of experience in architecting software solutions.

● At least 3 years of experience in mobile and/or web application development.

● At least 3 years experience in client-facing technical roles (Systems Analyst, Business Analyst, Project Manager, Pre-sales, etc.)

● Experience in roles with the responsibility to provide technical proposals or any equivalent documentation.

● A record of achievement and technical solution expertise in a comparable sales role.

● Proven Technical and IT Services pre-sales experience in custom software development projects

● Exposure to project management, implementation, managed services, application support, and systems integration is a plus

● Knowledge – In-depth Knowledge in the following:

● Solution architecture

● Requirements gathering and scoping

● Business Analysis

● System Analysis and Design

● Technical Documentation

● Familiarity with the Software Development Life Cycle (SDLC)

● Knowledgeable with different types of applications and latest technologies

● Client management

● Skills:

● Must have the ability to communicate technical information to non-technical staff in a way that is easy to understand.

● Must have good commercial acumen

● Must have above-average communication skills.

● Must have the ability to explain and present technical solutions

● Must have an excellent building rapport with colleagues and clients.

● Affinity to both sales and technology functions

● Must have strong interpersonal and organizational skills.

● Must have stress management and multi-tasking skill.

● Must have the ability to work with minimum supervision and able to guide new team members

● Must be adept to work in a fast-paced environment with tight SLAs.

Work Set-Up: Hybrid in BGC (1-2x a week RTO or as needed)