Senior Presales Engineer


Are you a technology evangelist who can thrive in a fast-paced, entrepreneurial environment? Learn more about our Senior Presales Engineer role.

Senior Presales Engineer

$ 200k/Year   Flexible   Long-term
Good fit for: Senior Presales Engineer

Do you enjoy being a key contributor to complex sales processes, using your technical expertise to demonstrate solutions value" and making an essential impact to win? Are you a technology expert in either kind of enterprise applications software? Can you gain confidence and dig into customer ’s or prospect's organizations assessing their needs and providing specific answers to enhance their knowledge on solution matter subjects? If so come and join us.

As Senior Presales Engineer, you will encounter many situations to be a technology evangelist who can thrive in a fast-paced, entrepreneurial environment and hold your own with top information architects and executives. In this role, you can demonstrate technical proficiency by providing solutions for customers with high IT knowledge, or prospects with ambitious business goals.

“A highly talented pre-sales engineer is able to make the difference delivering high performance and exceeding expectations when working with our customers, allowing the firm to maintain customer retention”
-Michael O, Aurea Software
, we have  full time partners from your country,   Let’s make it !


 
 
 
 
WHY CROSSOVER?
Crossover recruits and builds world class high performing teams to power the fastest growing portfolio of software products in the world. No other company provides the training and the opportunities to test yourself on the depth and diversity of projects that we do. All roles are location independent so you are guaranteed to work with the best in the world. Challenge yourself. Be part of the change.
 
 
 
WHAT YOU'LL BE DOING

The Senior Presales Engineer is a technical expert capable of adapting our products and solutions to complex customer environments to facilitate and shorten the sales cycle.

To differentiate our products effectively, you need to demonstrate experience and competency for delivering a compelling customer-focused narrative in front of customers and prospects.

Our fast-paced business models mean that as a sales practitioner you must be able to rapidly identify customers’ technical and business needs, by investigating the existing architecture and making new recommendations that extract more value from their technology investments.

You will have experience working with Chief Software Architects, CTOs, CIOs Technical Management and CxOs at different sizes of organizations and be able to build trust with them, by engaging in intelligent discussions about developing new technology solutions.

Since we operate in a very competitive high-tech marketplace, as Senior Presales Engineer, you are a fast learner, capable of picking up new technologies. You are not a single category/domain leader but have learned software through roles in engineering presales and project management. Substantial software solutions experience is mandatory.

 
ONLINE HIRING EVENT

A hiring event is a scheduled online event where all our relevant testing relating to a role is conducted on the same day. Submissions received during the event are graded the following week, and successful candidates notified if they have progressed to the next round which is an online interview with a Hiring Manager.

 
 
KEY RESPONSIBILITIES

Work with inside and field sales account managers (100-500k ARR) on shorter sales cycles or on larger accounts (1mm+ ARR) to contribute to and/or develop account solution strategy to develop long term customer solution roadmaps, expansion of our solution footprint, and converting loyal customers towards our unlimited software library platform

Drive product adoption within our customers by partnering with field organizations, Vendors stakeholders, sponsors to map customer initiatives to our solution portfolio. Conduct discovery calls, technical product demonstrations with high quality across the vendor’s extensive enterprise software portofolio, lead sales discussions, create and document specific solutions for a final vision.

Act as evangelist to help customers understand how to get the most value out of their solutions also by speaking/presenting on webinars, public events, roadshows.

Identify, develop and maintain strong partnering relationships with stakeholders operating at all necessary levels (management and functional) within the customer organization to understand and influence their project strategies Help define new business and technical content, white papers, technical concept presentations and notes that facilitate marketing, Sales, Presales work or help conclude delivery of existing services

Achieve an expert level understanding of our customers’ environments and their evolving needs vis-a-vis our solutions and products so that you can: facilitate the creation of new opportunities; lead customer business value identification; unlock business value and effect process change

As part of pre-sales cycles or POC delivery, create solution architectures, heuristics, prepare the technical responses to RFPs and other documents as required, design new solution approaches that meet/exceed customer's requirements

Conduct analysis and maintain working knowledge of competitive offerings to our products, therefore providing input and playing a critical role for product evolution with the product management function

 
CANDIDATE REQUIREMENTS

To be a perfect match for this role you must have the following experience and titles:

Strong acumen understanding business economics to drive software sales in a direct business model targeting Enterprise Accounts (preferably F500 accounts)

5+ years supporting enterprise software sales cycles (e.g., ERP, CRM, BPM, email marketing, ESN-Enterprise Social Networks, ESB, CSN, API management).

5+ years of field technical sales with capability to dive into complex RFI and RFQs for Enterprise software solutions, facing technical roles including consulting, CxO business leaders/teams as well as IT. Team leadership and management is a plus

Technical Education, Bachelor’s degree or equivalent in Computer Science, Computer Engineering, or Electrical Engineering, or ideally 10 years customer facing technical leadership over a broad portfolio of SW products from marketing leading enterprise software vendors.

In order to fully succeed in the role, your personal skills and attitude include:

Ability to engage sophisticated global customers in detailed technical discussions, making them confident that you know their problem better than they do. Experience developing re-usable sales materials

A true “roll up the sleeves and get it done” working approach to fill the gaps to meet customer expectations and further the strategic relationship with our customers

Self-starter attitude with demonstrated success and will to learn, operate as problem solver and result-oriented Comfortable “working virtually” with teammates and customers around the world

Excellent interpersonal and organizational skills with the ability to facilitate dialog and collaborate effectively with cross-functional teams to create a consistent customer experience.

Located in the USA, or Europe with Advanced English skills. Other European language skill is a plus Availability to travel at least 50% time for customer-facing meetings

 
 
WHAT YOU WILL LEARN
 

In the multitude of sales supporting scenarios, as a Senior Presales Engineer, you will acquire more knowledge about key industry drivers and how to service clients and prospects projects to achieve business results.

By being part of a business with cost-effective and robust technology, you will master creating and delivering unique value propositions and solutions proof of concepts (POCs) tailored explicitly for given customer ’s technology architectures or channel distributor’s reseller needs. You will never be bored since you will learn to move fast, take risks and gain from failures.

Your actions will support aggressive sales targets, measured on a daily and weekly basis, therefore challenged by the management team to excel in performance optimization growing your sales and professional acumen faster than working for any other software companies in the industry. 

You will embrace our business philosophy which focuses on constant improvement by getting open and direct feedback from top executives through weekly performance reviews and immediate personal development strategies.

 
 
 
Relevant files and links
External resources
blog
Software Engineering Daily
Features daily interviews about technical software topics
http://www.softwareengineeringdaily.com/
S.E.D.
blog
Sales Engineering Blog - Flying Cars
Flying cars, and other Sales Engineering Tools.
https://sales-demo.com/f/we-were-promised-flying-cars-and-other-sales-engineering-tools
SalesDemo
blog
5 Things I've Learned as a Sales Engineer
https://smartbear.com/blog/life-at-sb/5-things-ive-learned-as-a-sales-engineer/
SmartBear
blog
Sales Engineers: How To Sleep Through The Demo And Still Win The Deal
https://www.vidyard.com/blog/sales-engineers-sleep-demo-still-win-deal/
Vidyard
 

Questions
and Answers

  • What does a typical day look like for the Senior Pre-sales Engineer?

    The ideal candidate will work on creating new technical content, white papers and other deliverables to support the sales process. The Senior Presales Engineer will have substantial experience in Enterprise software sales and will be a critical member of the sales organization. Therefore the candidate will be able to elaborate on the engineering pitch and drive positive technical differentiation for our enterprise products. In the face to face interaction with clients, the Senior Presales Engineer will be presenting the unique value proposition of our products and solutions. The candidate will maintain close communication with existing customers, to build technical confidence that positions the Senior Presales Engineer as a ‘customer advocate’ and ‘trusted advisor.’

  • Can you give some examples of the deliverables from the Senior Pre-sales Engineer?

    The Senior Presales Engineer will elaborate on the engineering pitch for customers, as well as drive a positive customer experience using demos and POCs of our portfolio of products. The candidate will be required to prepare the technical responses to RFPs and other documents as needed within the pre-sales cycle.

  • How will success be measured?

    The successful rep will be measured by:
    • New business acquisition in sales pipelines as successful POC/demo driven
    • The success rate of sales opportunities generated after RFP submissions
    • New sales opportunities secured as a result of your technical relationship with customers as trusted advisor suggesting new products/services to increase the footprint
    • Conversion rates of customers to unlimited software license model (team with channels sales)

  • Who does the Senior Pre-sales Engineer report to directly?

    This position reports directly to the Head of sales engineering or VP of Sales.

  • What types of products will we sell?

    You will be part of a company with a broad suite of enterprise SaaS technology with a unique value proposition that will position the Senior Presales Engineer as a tech leader within the customer base and in the marketplace. Product packages may include , ERP, CRM, BPM, email marketing, ESN-Enterprise Social Networks, ESB, CSN, API management among others

 
 
 
WHAT CROSSOVER MEMBERS SAY ABOUT THE ROLE

 
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