Overview:
The Solutions Engineer will fill a key role in ensuring our most important prospects and customers have a high-quality experience. This role supports pre-sales activities across multiple product lines for our Sales team members. This isn’t just a demo role. This role should be able to translate functionality and services across our product lines to support customer needs. This means that our Solutions Engineers are experts on how our products technically work and deeply understand commercial real estate, our customers’ jobs to be done, and sustainability regulations.
Our SEs are strategic resources deployed to solve complex use cases when no one else can. They’re also experts at working inside Measurabl to communicate and influence product enhancements based on market demands. Our SEs will work cross-departmentally providing critical feedback from prospects to the product and marketing teams on newly uncovered use cases and trends in the industry. Desired outcomes include increased revenue from net-new business and expansion opportunities, a shortened average sales cycle, decreased customer acquisition costs, as well as improved customer onboarding and implementation, and reducing churn downstream.
Essential Functions & Responsibilities:
The essential functions and responsibilities for this position include, but are not limited to, the following. Other duties may be assigned as needed.
- This role is not a demo jockey. Our Account Executives and Account Managers conduct the majority of early-stage demonstrations but when we encounter a prospect with complex requirements we call in Solutions Engineers. Our Solution Engineers can comprehend our real estate customers’ needs and clearly articulate how Measurabl aligns with the prospects’ vision as their business partner in ESG.
- Work alongside Sales and Customer Success as the ultimate product expert
- Thoroughly understand all aspects of Measurabl’s product lines to explain the technology and services to all types of users
- Solution complex use cases and explain them in layman’s terms to prospects
- Be the prospect’s trusted advisor, exhibiting a depth of knowledge of the real estate industry and sustainability, to ensure they get the correct value out of Measurabl
- Work with prospects and support teams globally
- Help eliminate bottlenecks by working cross-functionally (Sales, Customer Success, Product Management, Engineering) to get deals across the line
- Work closely with our most strategic prospects’ technical and security teams
- Work closely with our most strategic prospects on Integrations using flat files or APIs
- Complete business cases, RFPs, proposals, SOWs, and questionnaires in the context of sales and account management cycles when applicable
- Contribute reusable assets to the Solutions Engineering team and the company at large
- Coordinate with Customer Success, Professional Services Delivery, and Field Technology and Operations teams to ensure a smooth handoff from sales or account management to the respective teams, ensuring we exceed customer expectations in deliverables and communications
- Collaborate closely with Product Marketing, Product Management, and Engineering to learn how to sell our solutions and give feedback from the field
- Maintain accurate CRM (Salesforce) accounts, contacts, notes, and activities
- Participates in regular pipeline reviews with Growth Leadership to explain the technicalities of deals and how they might affect sales cycle time
- Supports GTM projects when needed, which may include the creation of pre-sales content to support GTM activities, participation during internal GTM training with internal teams
- Assist with the continuous improvement of Measurabl’s GTM and sales strategy, exploring ways to shorten sales cycles through process improvements and marketing efforts, and leveraging customer feedback data to identify trends that can inform new and existing product development
- Continuously grow your knowledge of products, industry, and competition
- Attend Industry Events and Tradeshows to assist with prospect conversations. Publically speak on relevant topics as requested.
- Travel (up to 30%) at times.
- Effective use of Google Suite products, Zoom, HubSpot, Slack, Gong, PandaDocs and other applications. Proficiency with Mac iOS
- Learns and practices deep demonstrations daily
- Returns all voicemail messages, Slack messages, and emails promptly
- Timely completes all internal training, retains information, and passes required quizzes
- Regularly reviews completed calls and looks for areas of improvement
- Consistent error-free typing throughout the entire workday
- Attends mandatory meetings as required
- Provide coaching and professional development to sales team personnel in order to enhance their product knowledge, technical acumen, and technical sales skills.
- Perform other duties as assigned.
Education & Experience:
We have identified the following programs, experience, and knowledge that have helped others find success in this role at Measurabl. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.
- BA/BS degree in business, computer science or related technical field or equivalent work experience
- 5+ years of sales or solution engineering in PropTech or other relevant work experience, including other Saas, sustainability or real estate roles.
- Proven sales experience as a Solution or Pre-Sales Engineer, or Technical Role in a PropTech SaaS organization
- Understanding of API, FTP, SSO, and webhooks.
- PropTech, B2B, Sustainability and Commercial Real Estate Sales experience preferred
- Excellent verbal and written communication skills.
- Excellent presentation skills required
- This role will interact with C-Suite prospects and must have gravitas and presence to inspire confidence in our products
- Strong learning agility and desire to grow with the Company
- Excellent computer and business software skills required
- Able to make the complex sound simple!
- Experience using HubSpot desired but experience with Salesforce.com or other CRM applications strongly considered
- Strong computer skills: Proficient in Google Suite, Slack, Salesforce, Zoom and Microsoft Office products preferred
- Experience monitoring and successfully achieving team objectives and key results
- A combination of professional or educational experience (whether formal or informal) that affords you with the knowledge, skills, and abilities above
Supervisory Responsibility:
This job has no supervisory responsibilities
Perks and Benefits:
- Unlimited PTO
- Health and Dental Insurance + HSA options
- Pet Insurance
- Holiday Paid Time Off (Black Friday and Christmas Week Included)
- Matching 401k
- Amazing, Inclusive, Diverse, Relaxed Culture
- 100% Fully Remote
- Flexible Work Hours
- £670 office set up fund for new employees
- Monthly phone & internet reimbursement
- Stock options
- Bonus potential
Compensation Range:
Equal Employment Opportunity:
We aim to be an equal opportunities employer and we are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.
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