The Role

As a Sales Solution Engineer you are responsible for managing the preparation and delivery of superior demonstrations, proofs of concept and RF(x)’s while acting as the key technical advisor and product advocate of ELM (Enterprise Legal Management) Solutions’ products. Successful Sales Solution Engineers are able to articulate both the industry and technology, to business and technical users using storytelling as the primary vehicle for differentiated sales.  

 Responsibilities:

• As a key member of the sales team, analyze and determine our ability to credibly differentiate a solution for an opportunity.
• Offer mitigating strategies for weaknesses and or present arguments for non-pursuit of an opportunity.  
• Work with product and sales teams to interpret customer requirements and demonstrate solutions that win net new logos and increase the share of wallet for our current clients.  
• Responsible for development and delivery of superior product demonstrations, both functional and technical across the entire ELM Solution product line.  
• Responsible for demonstrating products to clients, and prospects, at field events such as trade shows, conferences and partner seminars, via web-casts and onsite presence.  
• Develop and deliver product demonstrations and sales presentations that explain key technical aspects of solutions that will benefit customers and prospects. 
• Management and response of the functional and technical elements of RFI, RFP and RFQs. RF(x). 
• Be able to think critically and suggest improvements that may lead to cost savings or other client benefits, such as better outcomes for our clients.  
• Specify the technical approach and solution design and be able to defend position with client.  
• Provide business consulting regarding the proposed solution. 
• Manage and deliver customized technical proofs of concept to align product features and outcomes with client objectives. 
• Contributes to Sales Engineering effectiveness by identifying short term and long-term issues that must be addressed, providing dialogue and recommending options for courses of action. 
• Creates and updates virtual machines with instances of the product(s). 
• Must exhibit exemplary time and task management skills with experience working with small and large multidisciplinary teams. 
• Contributes to company success by accomplishing related business goals and quotas.  

Requirements:

• Bachelor’s Degree or equivalent preferred, though will consider substantial demonstrated evidence in the role in lieu of relevant degree.
• 4+ years minimum experience in a pre-sales and or professional services background, with demonstrable experience with enterprise software sales.
• Experience selling into Financial Services, Insurance, Manufacturing, Energy, Tech, or Life Sciences highly desired.
• Demonstrable experience with building and maintaining Virtual Machines, Operating Systems, SQL Server, installing and configuring enterprise software.
• Successful experience in developing and delivering persuasive presentations to audiences ranging from small groups to large audiences.
• Knowledge of Corporate Legal & Claims Industry desired but not required.
• Certifications in DMS, ERP, IP, AP, Legal Discovery systems and their equivalents strongly desired but may be offset with demonstrable experience selling and or supporting such tools.
• Flexibility for travel, between 40%- 50% maximum.