Solution Engineer (Pre Sales)
UK Remote
WHO WE ARE
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting.
The company's Professional Services Automation (PSA), Customer Success, and ERP solutions delivered on Salesforce's leading cloud platform provide the ability to run a connected services business, deliver with intelligence, and achieve business agility.
Headquartered in Austin Texas with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
Certinia is looking to hire a Solution Engineer (Pre Sales) who can add their own experience and knowledge to our group and the pre sales cycle.
We encourage creativity, love technology and strive to always make things better, whether that be our applications, customer experience or simply making Certinia the best place to work in the world.
Our business grew within EMEA last year, and now has further ambitious growth plans of which our Solution Engineering team is an integral part. As a group we have a strong team culture, reward innovation, expect proactivity and encourage autonomy and ownership throughout the pre sales cycle. An open and honest working environment means everybody has a voice and is encouraged to contribute to the continual development of the company.
Our Solution Engineers are trusted advisors for our prospects and customers, with an ability to operate independently of Account Executives, navigating through an account to influence key technical decision makers and grow our reach. Through world-class demonstrations and engaging customer stories, they paint a compelling, innovative and unique vision of transformation for our prospects.
WHAT YOU WILL DO IN THIS ROLE
Focussed on driving net new business, you will partner with multiple Account Executives on a broad range of accounts and ultimately be responsible for obtaining solution sign off during the pre sales cycle.
Own the end to end pre sales cycle for Certinia
Become a trusted advisor to our sales team to help drive forward key opportunities
Proactively build and manage relationships within prospects independently of the sales team
Uncover and understand customer business issues, problems and solutions to map back to the Certinia product suite through research, discovery, requirements analysis and workshops
Design and build innovative solutions to meet customer goals and challenges
Deliver engaging, value centric, story driven demonstrations that differentiate Certinia, painting a vision for prospects of how our solution can help their business overcome key challenges
Own and drive the creation of technical content for prospects (including technical RfX responses, proposals and value / benefits materials)
Build and maintain strong relationships with sales, services, partners and product teams
Support field events and pipeline generation activities as required
Contribute to Sales and Partner enablement initiatives as required
Provide real world feedback to product development and product strategy teams
Acquire and maintain expertise on the Certinia product suite, underlying platform, as well as complementary and competitive solutions
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
Creative problem solving and positive objection handling skills
Excellent listening skills as well as presentation and communication skills (both verbal and written)
Positive and collaborative attitude with a real dedication to customer success
Ability to influence thinking and shape discussion to gain solution acceptance
Ability to communicate complex concepts to a business or technical audience
Willingness and drive to work collaboratively across internal and external teams (technical, business and executive level)
Ability to translate features and functions into value and benefits
WHAT ELSE WOULD BE GREAT
A working knowledge of SaaS and PaaS delivery models
We would welcome candidates with backgrounds in professional services or project and resource management or with experience working with other PSA / PPM solutions such as Netsuite OpenAir, Kantata, Primavera, Precursive, Deltek, KeyedIn, Planview Changepoint
We would welcome candidates with backgrounds in Customer Success or Account Management or working with experience working with solutions such as Gainsight, Totango, Custify, Chrinzero
- Salesforce experience
We are committed to equality of opportunity for all; applications from individuals are encouraged regardless of age, disability, gender, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.
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