Solutions Engineer - Land Management

Position Overview

• Location Type: Remote
• Job Type: Full-time
• Salary: Not specified

This role is for a dynamic and technically proficient Solution Engineer to join our growing Sales team. The ideal candidate will bridge the gap between our technical solutions and the needs of our clients, providing pre-sales technical support and guidance. You will work closely with the sales team to understand customer requirements, demonstrate tailored software solutions, and drive successful sales outcomes.

Requirements

• Technical Sales Support:
  • Collaborate with the sales team to identify and qualify customer needs and technical requirements.
  • Provide technical expertise and support throughout the sales cycle, including presentations, product demonstrations, and proof-of-concept (PoC) activities.
  • Support the presales motion by providing product, domain, and demo support.
  • Develop and deliver compelling technical proposals and solution designs that address customer challenges.
  • Serve as a product and domain resource for completing RFP/RFI responses, proposals, and templates.
  • Participate as a reviewer of proposals for relevant bids.
• Solution Design and Customization:
  • Work with clients to understand their business processes and technical requirements, translating these into effective software solutions.
  • Customize and configure software solutions to meet specific client needs, ensuring alignment with industry best practices while minimizing custom development.
  • Collaborate with the product development team to provide customer feedback and suggest product enhancements to address essential gaps.
  • Gather requirements and scope of various implementation plans for estimates for the sales team, specific to ILM.
• Customer Engagement & Sales Enablement:
  • Address functional requirements, technical questions, and concerns throughout the sales process.
  • Conduct technical workshops, training sessions, and webinars for customers and partners.
  • Ensure a deep understanding of customer business needs and long-term objectives.
  • Perform client interviews to understand usage and pain points and translate common issues into product backlog.
  • Perform regular product and industry reviews with the Sales Team.
  • Schedule and conduct lunch and learn sessions on a regular cadence (initially biweekly, 30min, recorded), aligned with agreed topics, to educate the Sales Team.
  • Using domain expertise, educate the Sales Team on integrity-related elements to be leveraged when selling Land Management.
• Campaign and Commercial Support:
  • Play an active role in product campaigns; participate as a campaign team member during campaign periods.
  • Post-campaign, maintain regular promotion of campaign solutions with AEs to sustain momentum.
  • Become an expert in our pricing calculator; assist and support the AEs in calculating prices and completing order forms.
• Demo Ownership and Management:
  • Take ownership of the customer-facing demo environment.
  • Maintain a clean and controlled environment.
  • Work in conjunction with PDMs to ensure the demo supports all key modules and capabilities.
  • Ensure demo data highlights the value of various features and functionality.
  • Maintain and continually refine the demo script and flow to deliver higher-value demos.
  • Gather requirements and configure demo sites for ILM demonstrations.
  • Continue to refine OOTB (Out Of The Box) configuration to speed up implementation and adoption.
  • Maintain demo site data/features across updates.
• Proposal and Documentation:
  • Prepare detailed technical proposals, including cost estimates, implementation plans, and technical specifications.
  • Develop and maintain a library of sales support materials, including case studies, white papers, and technical guides.
  • Assist in the preparation of RFP/RFI responses, ensuring all technical requirements are thoroughly addressed.

Responsibilities

• Provide pre-sales technical support and guidance to clients.
• Work closely with the sales team to understand customer requirements.
• Demonstrate tailored software solutions.
• Drive successful sales outcomes.
• Collaborate with the sales team on technical aspects of the sales cycle.
• Develop and deliver technical proposals and solution designs.
• Customize and configure software solutions for clients.
• Provide customer feedback to the product development team.
• Address customer functional and technical questions.
• Conduct technical workshops and training sessions.
• Manage and maintain the customer-facing demo environment.
• Prepare technical proposals and sales support materials.
• Assist with RFP/RFI responses.

Company Information

We help companies transform how they manage land and resources so they can build a more resilient, sustainable future.