Solutions Engineer, Advisory at Fieldguide in San Francisco, CA or Remote (USA)

Job description

• Application
• About Us
• The Fieldguide Solutions Engineer is the primary solution lead with customers and prospects in all markets. Our customers are some of the nation’s top enterprise firms and the product they select will be rapidly adopted by practitioners, and will have lasting impacts to their growing organization. Fieldguide’s business growth relies heavily on acquisition of new customers in all markets, and hence this is a highly visible pre-sales role.
• As a Fieldguide platform expert, you will facilitate product demonstrations, convey our value proposition, and advise customers on industry best practices. The Solutions Engineer partners closely with Account Executives on all enterprise level customers. This role crafts impactful customer engagements that drive a high volume of adoption in a fast-paced environment.

Responsibilities

• Effectively partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects
• Build credibility with technical champion at the prospect company
• Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase
• Increase sales velocity and contribute to closing deals
• Participate and contribute to the enterprise sales process, product, or best practices initiatives
• Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues
• Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively
• Successfully manage customer questions and objections and resolve concerns
• Partner with Customer Success to enable complex onboarding of enterprise customers
• Partner with Sales and Marketing on deal strategies, and with Engineering, Product, and Design teams to work through challenging technical problems
• Engage with product management to provide insight into prospect and customer needs and industry trends, influencing the roadmap for market success
• Ensure that the roadmap is clear to customers as required to influence buying decisions
• Provide leadership by creating content and trainings for key areas
• Work with the extended team to ensure that they are successful and learn from your expertise
• Embody Fieldguide’s core leadership principles and cultural values

Requirements

• 3+ years of hands on customer facing enterprise solutions engineering experience, with demonstrated success persuading and influencing SaaS deals
• 2+ years of experience in risk advisory or assurance is a must.
• Experience walking through product demonstrations with C-suite executives while maintaining poise and confidence
• Intrinsically motivated to exceed goals, you don’t get intimidated, but rather get excited by ambitious goals
• Undeniable executive presence with acute attention to what to say, and perhaps more importantly, how to say it. You have excellent speaking and presentation skills and a unique savviness for networking in complex business situations
• Sales process and infrastructure experience, including excellent working knowledge of at least one leading CRM (Salesforce, Hubspot, etc)
• You are a team player, and you are mission-first. You’re joining a hard-working team that trusts each other deeply. We won’t compromise on this
• Preferred: Industry knowledge of assurance and advisory services, preferably with exposure to cybersecurity or regulatory standards

Skills

Required

• Persuading and influencing SaaS deals
• Risk advisory or assurance
• Sales process and infrastructure
• CRM (Salesforce, Hubspot, etc.)
• Executive presence
• Team player, mission-first

Benefits

• OTE $120K – $235K • Offers Equity
• Fieldguide’s Total Rewards philosophy is to ensure holistic and competitive compensation that not only attracts and retains top talent but also fosters a culture of accountability and ownership in all the regions where we operate. Our salary ranges are determined by role, level, and location tier to ensure pay aligns with local market conditions and ensures fairness, transparency, and the recognition of employees' contributions. Job compensation ranges may span multiple career levels. The actual base pay for the successful candidate will depend on several factors, including location tier, transferable or job-related skills, work experience, relevant training/certifications, business needs, and market demands. The posted range is a good-faith estimate; actual offer is based on location, experience, skills, and qualifications.