Senior Solutions Engineer

Who are we: 
 

We’re Eptura™ — a global worktech company that provides software solutions for workplaces, people, and assets that enable everyone to reach their full potential. Our people are at the heart of everything we do, spanning 11 global offices with 1,000+ employees. Together, we’re dedicated to making workplaces and assets work harder for people everywhere, giving them the opportunity to thrive.   

Role Overview:  

The Solutions Engineering (SE) team at Eptura are the most knowledgeable product resources in the company acting as trusted advisors to Account Executives and Channel Partners. In this role, the Solutions Engineer drives the functional and technical sales process by positioning our value to the needs of prospects through a structured process of discovery, requirements gathering, validation, product presentations and demonstrations. The successful candidate must be able to articulate the company and product value propositions and dynamically position it to both business and technical users.   

The ideal Senior Solutions Engineer is an energetic, self-motivated storyteller with a proven track record in consulting or pre-sales solution planning in a SaaS environment. An ideal candidate will leverage the knowledge gained during discovery to craft a tailored demo to meet the specific business needs of the client. This individual will lead deal strategy and discover whitespace within new business an existing accounts. Additionally, an ideal candidate does in-depth research and discovery on the company and prospect’s needs, preparing a value-based narrative that references existing customer success stories. The Senior Solutions Engineer must demonstrate a positive “can do” approach combined with the ability to eliminate sales obstacles through creative and adaptive approaches. 

Outside of directly supporting Sales, the Senior SE will serve as a thought leader both internal to the SE team and for the broader organization. This individual will innovate on the narratives and infrastructure we have built into our demo environments to tell better stores to convey the value of our solutions to prospects. Additionally, this person will integrate the latest industry/market trends and competitive insights/objection handling into our demo paths, training the rest of the team on these best practices. External to our team, the Senior SE will develop insights, presentation, and thought leadership for broader marketing and internal training purposes. 

This role is a fit for someone with a strong technical background, a sense of curiosity and experience with solution selling.  Corporate Real Estate, Facility Management or Service Provider industry experience is desired with a proven track record of successful sales outcomes.  

Responsibilities: 

• Partner with Account Executives,  Partner Account Managers, and Account Managers to position the Eptura product suite to specific customer/prospect requirements and pain points. 
• Participate in discovery and qualification calls and meetings to activate and identify the key business issues and validate the prospective customer needs align to our value. 
• Prepare and lead the development of a successful solution presentation and demonstration plan that uses our technology to solve critical business issues our prospects are facing. 
• Customize the SE team’s demo environment and narratives based on market and industry trends as well as real customer success stories. 
• Deliver functional and technical product demonstrations to perspective clients that directly address pains and highlight Eptura’s unique business value. 
• Set and pre-empt competitive traps and eliminate sales obstacles during product presentations and demonstrations.
• Contribute to functional and technical components of RFIs, RFPs, and written proposals. 

• Collaborate with Product Management to help drive future product functionality based on market needs. 
• Conduct research and use knowledge of competitive solutions to effectively address and dispel customer objections. 
• Develop and maintain expertise in the use and demonstration of all assigned product areas – self guided learning and curiosity is a must. 
• Function as an enablement partner for the broader Eptura organization and our partner ecosystem on product, discovery, and industry best practices. 
• Can succinctly articulate a technical understanding of our software for subjects such as data architecture, APIs, data ingestion, and InfoSec policies. 
• Goes beyond the pre-sales aspect of the sales cycle to ensure our Professional Services team has the appropriate knowledge for a successful implementation and know when to bring them in for additional project scoping where required. 
• Build and deliver thought leadership content for sales and lead generating motions, marketing events (conferences and webinars), and other prospect and customer facing activities.  
• Attend marketing events as a representative of Eptura and our suite of world class solutions. 
• Capture solution requirements for handoff to the implementation services team to ensure smooth transition from the sales process to the implementation stage. 

About you: 

• 5+ years of consulting or pre-sales engineering for software/SaaS solutions 
• 5+ years experience leveraging or selling an Eptura solution or other similar IWMS/CAFM products 
• Independent, self-motivated, positive attitude with a competitive desire to win. 
• Strong written and verbal communications skills 
• Experienced, persuasive presenter, comfortable presenting to large and small audiences in person and remotely. 
• Willingness and desire to lead the technical solution selling process by collaborating other parts of the organization to prepare effective demonstrations and presentations. 
• Effective business analysis skills able to identify and document client current and future solution requirements. 

Benefits:  

• Health, Dental, & Vision with flexible PTO 
• Dependent, Spousal and Domestic Partner coverage available
• Up to $1000 Company HSA Contribution
• Medical, Dependent Care and Limited FSA Accounts
• Income Protection and Replacement - 100% Company Paid
• Short Term Disability
• Long Term Disability
• Life Insurance
• Employee Assistance Program
• Be a part of a company that is changing the workplace
• Be a part of a fast-paced global team
• Stimulating and fulfilling work.
• Close interaction with product stakeholders and our development teams.
• Great benefits such as work flexibility.
• Global online celebration, recognition, and communication platform
• Growth and Development Opportunities
• All equipment provided to succeed in your role.   

Eptura Information: 

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• Eptura is an Equal Opportunity Employer. At Eptura we promote our flexible workspace environment, free from discrimination. We believe that diversity of experience, perspective, and background leads to a better environment for all our people and a better product for our customers. Everyone is welcome at Eptura, no matter where you are from, and the more diverse we are, the more unified we will be in ensuring respectful connections all around the world