About the Role:The
Senior Solutions Engineer at Fieldguideis the primary solution lead with prospects and customers in the Internal Audit, SOX, and Compliance corporate market. Our customers are some of the largest companies in the world across all industries, including manufacturing, energy, technology, financial services, healthcare, and public sector. The solutions these organizations select will be rapidly adopted by practitioners and will have lasting impacts to their team by significantly increasing efficiencies across the full Audit Engagement (or testing) lifecycle. Fieldguide's business growth relies heavily on acquisition of new customers in the Corporate market, and hence this is a highly visible pre-sales role.
As a Fieldguide platform expert, you will facilitate product demonstrations, convey our value proposition, and advise customers on industry best practices. The Senior Solutions Engineer partners closely with Account Executives on all Corporate Internal Audit, SOX, or compliance customers/prospects. This role crafts impactful customer engagements that drive a high volume of adoption in a fast-paced environment.
What You'll Do:- Partner with Account Executives to understand prospects' challenges and articulate Fieldguide's value proposition, vision, and strategy to prospects
- Build credibility with the technical champion at the prospect company
- Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase
- Increase sales velocity and contribute to closing deals
- Contribute to the sales process, product, or best practices initiatives
- Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues
- Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively
- Successfully manage customer questions and objections
- Partner with Customer Success to enable complex onboarding of customers
- Partner with Sales and Marketing on deal strategies, and with Engineering, Product, and Design teams to work through challenging technical problems
- Engage with product management to provide insight into prospect and customer needs and industry trends, influencing the roadmap for market success
- Ensure that the roadmap is clear to customers as required to influence buying decisions
- Provide leadership by creating content and trainings for key areas
- Work with the extended team to ensure that they are successful and learn from your expertise
- Embody Fieldguide's core leadership principles and cultural values
About You:- 3+ years of hands-on Corporate Internal Audit, SOX, or Compliance customer facing solutions engineering experience
- Experience walking through product demonstrations with C-suite executives
- Intrinsically motivated to exceed goals, you don't get intimidated, but rather get excited by ambitious goals
- Executive presence with acute attention to what to say, and perhaps more importantly, how to say it.
- Excellent speaking and presentation skills with a unique savviness for networking in complex business situations
- Sales process and infrastructure experience, including knowledge of at least one leading CRM (Salesforce, Hubspot, etc)
- Team player and mission-first.
