Sr. Solutions Engineer

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

How will you contribute?

• Assist partner account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services.
• Lead the sales team response to customer RFPs and RFIs, and any required due diligence assessments, e.g., cloud, architecture, product, infosec.
• Work with sales account executives in pursuing all opportunities (renewals, add-ons, upsells, and new logos).
• Lead customer meetings to “discover” and document the detailed business requirements necessary for product selection, solution design, and drafting an early-stage commercial quote if required.
• Collaborate with Product teams for customer RFPs.
• Collaborate with InfoSec teams for Security Assessments and RFPs.
• Collaborate with solution architects to design and finalize a solution and later manage any required proof of value engagement, e.g. POC.
• Collaborate with partner account executives on deal strategy, tasks, deliverables, and milestones across the sales lifecycle.
• Exhibit the highest level of knowledge and competence on Smarsh products, the underlying technology stack, the AWS cloud environment, and our target market.
• Prepare sales presentations and bespoke product demonstrations that address customer-specific requirements and pain points while highlighting Smarsh product differentiators and ROI.
• Learn the capabilities and positioning of other vendor solutions to assist in selling against the competition.
• Obtain the “technical win” during the solution validation stage of the sales process.

What will you bring?

• Ability to maintain a positive attitude and handle the high-pressure pace of work in an enterprise-class sales environment.
• Desire to continuously learn, improve, and win.
• Ability to “read between the lines” in customer conversations to spot deal risk and opportunity.
• Skilled problem solver, project planner, and communicator
• Agile multi-tasker within, and across multiple sales deals, at different stages in the sales lifecycle while maintaining quality of service
• Ability to quickly learn and over time gain expertise in Presales competencies including:
• Product - Able to understand the underlying technology that Smarsh products rely on, thus being able to communicate their inherent value and limitations.
• Positioning - Able to understand the specific attributes of multiple markets, buying personas (Compliance, Legal, IT) and competitive landscapes (ex Mid-Market, Enterprise), and able to place the Smarsh solution in the best possible light across varied opportunities.
• Process - Able to collaborate with adjacent stakeholders in Sales, Product and Professional Services within assigned processes to keep sales opportunities moving through the solution validation portion of the sales funnel. Also able to properly identify and influence 'out of process' behaviour back in line, and to provide constructive feedback and new ideas to improve these processes.
• Bachelor's degree or equivalent educational experience
• 7+ or more years of technical presales experience in a B2B SaaS company
• 5 or more years selling to large Enterprises, preferably in regulated financial services
• Project management skills

What do we offer?

• Healthcare insurance
• We provide medical, dental, and vision insurance, and a flexible spending account that allows you to set aside pre-tax dollars to pay for eligible out-of-pocket expenses.
• Personal time off
• A healthy work-life balance is critical to your success at the office. Smarsh offers a “take-what-you-need” time off policy as well as flexible work arrangements
• 401K Match
• Smarsh provides a 4% 401K match for which employees are fully vested on day one.
• Sabbatical: The Smarsh sabbatical programme provides a time to recharge, study or simply do something you are passionate about away from the workplace. Employees are eligible after six years of service.
• Recognition: We’re big on kudos for a job well done. Our employee-recognition programme enables co-workers to nominate their peers who best embody our core values for recognition

$140,000 - $170,000 a year

The salary for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, location, specialty, and training. Local cost of living assessments are done for each new hire at the time of offer.

Smarsh is an equal opportunity and affirmative action employer. Qualified applicants will receive consideration without regard to their race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Smarsh invites all qualified and interested applicants to apply for career opportunities. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. including the frequency of functions.

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.