Measurabl Looking for Sr. Solutions Engineer, Strategic Accounts & Existing Business at Austin, TX Full Time

Overview:

The Senior (SR) Solution Engineer, Strategic Accounts & Existing Business (Fully Remote) supports acquisition of new strategic account logos and expansion/upsell of existing logos. This key role will partner with Account Executives and Account Managers to build and execute on custom demos and solution-design presentations, ensuring our strategic account and existing customers have a high quality experience. This role supports pre and post-sales activities across multiple product lines for members of our Sales and Account Management team. This role should be able to translate functionality and services across our product lines that will support customer needs. Solution Engineers will work cross departmentally providing critical feedback from prospects to the product and development teams on newly uncovered use cases and trends in the industry. Our SEs are strategic resources deployed to solve complex use cases when no one else can. They’re also experts at working inside Measurabl to communicate and influence product enhancements based on market demands.

Desired outcomes include increased revenue from net-new strategic account business and expansion/upsell opportunities, a shortened average sales cycle, decreased customer acquisition costs, as well as improved customer onboarding and implementation, reducing churn downstream. As a SR Solution Engineer, this role may have a direct report and expectations to perform coaching, training and accountability activities to ensure the SE division is performing to key metrics. This also includes working with leadership and cross-functional teams to develop new strategies, methods, and tools to enable the Sales and Account Management teams to meet and exceed their revenue goals.

Essential Functions & Responsibilities:

The essential functions and responsibilities for this position include, but are not limited to, the following. Other duties may be assigned as needed.

• Directly manage, train and coach JR Solutions Engineers within the Strategic Account and Existing Business division, which includes conducting performance reviews, one-on-one meetings, and related administrative manager responsibilities
• Contribute to sales scripts, participate in strategic customer (new or existing) discovery, share knowledge expertise, and guide solution development/deployment
• Develop internal reusable solutions (tools, demos, assets) to increase sales and account management efficiency and productivity
• Thoroughly understand all aspects of Measurabl’s product lines in order to explain the technology and services to all types of users
• Solution complex use cases and explain them in layman’s terms to Strategic Accounts and Existing Business (Measurabl customers)
• Be the prospect’s trusted advisor to ensure they get the correct value out of Measurabl
• Help eliminate bottlenecks by working cross functionally (Sales, Customer Success, Product Management, Field Operations, Engineering) in order to get deals across the line
• Work closely with our most strategic prospects’ and existing customers’ technical and security teams
• Work closely with our most strategic prospects’ and existing customers’ on Integrations using flat files or APIs
• Complete business cases, RFPs, proposals, SOWs, and questionnaires in the context of sales and account management cycles when applicable for Strategic Accounts and Existing Business (Measurabl customers)
• Coordinate with Customer Success, Professional Services Delivery and Field Technology and Operations teams to ensure a smooth handoff from sales or account management to the respective teams, ensuring we exceed customer expectations in deliverables and communications
• Collaborate closely with Product Marketing, Product Management and Engineering to learn how to sell our solutions and give feedback from the field
• Maintain accurate CRM (HubSpot, Salesforce) accounts, contacts, and activities
• Participates in regular pipeline reviews with Senior Management to explain technicalities of deals and how it might affect sales cycle time
• Supports GTM projects when needed, which may include creation of pre and post-sales content to support GTM activities, participation during internal GTM training with internal teams
• Assist with the continuous improvement of Measurabl’s GTM and sales strategy, exploring ways to shorten sales cycles through process improvements and marketing efforts, and leveraging customer feedback data to identify trends that can inform new and existing product development
• Potential travel to attend Industry Events and Tradeshows. Publically speak on relevant topics as requested.

Knowledge, Skills and Abilities:

• Our Account Executives and Account Managers conduct the majority of early stage demonstrations but when we encounter a prospect with complex requirements we call in Solutions Engineers. Our Solution Engineers can comprehend a customers’ needs and clearly articulate how Measurabl aligns with the prospects’ vision as their business partner in ESG.
• Keep current on product releases and product roadmap features in order to provide guidance and training to current reps and new hires

Education & Experience:

We have identified the following programs, experience, and knowledge that have helped others find success in this role at Measurabl. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.

• BA/BS degree in business, computer science or related technical field or equivalent work experience
• 5+ years of SaaS enterprise software sales engineering or other relevant work experience.
• Proven sales experience as a Solution or Pre-Sales Engineer, or Technical Role in a SaaS organization
• Experience with security and privacy pertaining to SaaS systems.
• Understanding of API, FTP, SSO, and webhooks.
• B2B and Commercial Real Estate Sales experience preferred
• Excellent verbal and written communication skills.
• Excellent presentation skills required
• Strong learning agility and desire to grow with the Company
• Excellent computer and business software skills required
• Able to make the complex sound simple!
• Experience using HubSpot desired but experience with Salesforce.com or other CRM applications strongly considered
• Strong computer skills: Proficient in Google Suite, Slack, HubSpot, Gong, PandaDocs, and Microsoft Office products preferred
• Experience monitoring and successfully achieving team objectives and key results
• A combination of professional or educational experience (whether formal or informal) that affords you with the knowledge, skills, and abilities above

Supervisory Responsibility:

• Minimum of 1 Direct Report

Perks and Benefits:

• Unlimited PTO
• Health and Dental Insurance + HSA options
• Pet Insurance
• Holiday Paid Time Off (Black Friday and Christmas Week Included)
• Matching 401k
• Amazing, Inclusive, Diverse, Relaxed Culture
• 100% Fully Remote
• Flexible Work Hours
• $800 office set up fund for new employees
• Monthly phone & internet reimbursement
• Stock options
• Bonus Potential

Compensation Range:

$146,918-161,610 + DOE

Equal Employment Opportunity:

Measurabl, Inc. provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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Measurabl