Solutions Engineer

We continue to enjoy phenomenal growth globally and is on a path to becoming the new industry leader in the Master Data Management (MDM) software market. We have been recognized in the Gartner Magic Quadrant report for MDM Solutions - not only as the fastest growing Master Data Management solutions provider in the industry but as the number one global provider of Master Data Management software solutions on the Microsoft platform (we are a long standing Gold level ISV partner with Microsoft). Hundreds of companies leverage our platform as their MDM technology of choice to solve enterprise data management challenges and enable new opportunities.

We are seeking an individual who thrives in a fast-paced, high growth organization, and brings creative thinking and problem solving, software application and sales skills to lead a team to help win software deals. Impact is key. This is a unique opportunity for an entrepreneurial minded individual to collaborate with Senior Executives to develop and demonstrate customer focused solutions and contribute to our continued top line revenue growth.

Position Summary

The Director of Solutions Engineering will be responsible for leading the sales solution engineering team who help drive new and installed base revenue. The leader and this team possess consultative sales skills to uncover business needs, impact and use cases; understand how our platform can solve the prospects' business issues, create a competitive strategy and demonstration strategy and deliver a differentiating and winning demonstration. They will work closely with our Account Executives to close software deals. Our Solution Engineers absorb prospect requests and tailor specific sales material to address those needs. They are responsible for POC's and improving our team's demo ability and adding creative demoware to our demo capabilities. Day in the life responsibilities include discovery of customer needs, mapping those needs to a solution based on our platform, preparing standard or custom demonstrations of the solution, and answering technical questions about the product. All Solution Engineers are expected to have a strong business acumen across several industries and be able to understand and articulate the value of MDM within those industries. They must exhibit strong business analyst and consultative skills as well as possess a technical background. They must have excellent presentation and sales skills to communicate our solution and win business. Training in Demo to Win or like methodologies is a plus.

Duties and Responsibilities

The Director of Solutions Engineering will successfully attain annual quota by leading their team to win business and achieve their number. The Director will oversee and improve the team's delivery of: discovery meetings, articulating MDM solution vision and building winning, differentiated, demonstrable solutions, collaborating and assisting colleagues, and expanding reusable IP. The director will work closely with Account Executives and the VP of Sales.

After one month, you will have invested in gaining key foundational knowledge

• Complete Academy (on-line training) courses

Within two months, you will gain a deeper understanding of foundational knowledge and leverage that knowledge to assist colleagues:

• Shadow Presales colleagues

• Shadow Services

• Deploy Standard Demos on either Windows Server or Azure

• Present one or more Standard Demos to VP Sales using storytelling to demonstrate your knowledge of selling to various audiences such as business and technical.

• Assist with RFPs

• Engage in initial discovery meetings

Within three months, you will be an active Solutions Engineering team leader and will be able to manage and improve your team's delivery of the following:

• Leading discovery calls from a Presales perspective

• Selling and educating prospects on the concept and business impact of MDM

• Building a vision or reengineering a vision that is compelling to our prospects and configuring a demonstrable solution to support it. Solution may include:

• Overview of security and leveraging Active Directory

• API and Web Services integration discussions

• Data modeling

• Golden Record Management

• Data cleansing and enrichment

• Workflow

• Application build

• Reference Data Management

• Data Governance

• Metadata Management

What Success Looks Like

Attain annual revenue targets by leading and guiding a team to and sometimes conducting the following:

• Discovery -- Lead discovery calls that probe a customer's current pain and situation. Discovery includes active listening, developing relationships and “planting the seeds” for our solution; learning about a customer's technology ecosystem; finding the reasons that our solution works for the customer, using the “consultant” role to gain trust and information that will help us win the opportunity.

• Create and Demonstrate-- Creatively map what's been learned in discovery to a proposed solution for the customer and demonstrate key aspects of the proposed solution through standard and customized demonstrations. You will strategize with the Account Executives to create a “win theme” for your demonstration. You must “own the room” by garnering respect as an authority on our platform, Master Data Management and a dynamic presenter.

• Learn and Know -- Leverage known technologies and learn new, related technologies within the span of a sales cycle. Technologies include the customer's technologies; our itself; Microsoft technologies (SQL Server, Purview, Azure Data Factory, Dynamics CRM, C#/.net, Active Directory, etc.)

• Evangelize – Assist in demand generation by presenting the software in various seminar or webinar or tradeshow and workshop settings and enabling partners. You will be responsible for having an in-depth knowledge of industry trends and technology.

• Communicate -- Collaborate effectively with R&D, Services, Partner Alliances, Marketing, and primarily Account Executives to continue to improve our solutions and processes and grow revenue.

• Attitude -- Possess a positive, can do, make it happen attitude and focus on delivering outstanding solutions through technical knowledge, problem solving skills, presentation skills, and business acumen.

• Excellent written and verbal communication skills; effective listening skills; able to consolidate and succinctly translate and relate market/client feedback; able to represent and discuss complex concepts to executive audiences. Able to communicate and sell our solutions to technical as well as business audiences adjusting the complexity as appropriate for the audience.

• Ability to manage multiple priorities concurrently. Comfort with and track record of success in a fast-paced, high-ambition company environment.

• Ability to travel up to 70% if business travel resumes.

Candidate Value Proposition

Key Drivers For Considering us

• You will be a key contributor to our growth strategy to become THE dominant MDM player in selling a next generation solution with a broad future roadmap.

• You will excel in an agile, sales driven, performance-based and growth mindset culture, working alongside industry all-stars, who possess a heightened sense of urgency, accountability and team success and love to win!

• Leverage a growth company environment, with BIG company resources, while enjoying referenceable, blue-chip customers and a vibrant Partner ecosystem.

• Entire leadership C-Suite comes from sales backgrounds. You will enjoy the sales focused mindset and culture, while benefiting from continued personal growth by working alongside a “sales focused” leadership team.