Solutions Engineer, Advisory

What You’ll Do

• Partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy.
• Build credibility with technical champions at prospect companies.
• 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 in enterprise sales process, product, or best practices initiatives.
• Manage organized discoveries to uncover customer needs and requirements related to decision criteria and key business issues.
• Present and demonstrate the product persuasively based on key messages, decision criteria, and business issues.
• Manage customer questions, objections, and resolve concerns.
• Partner with Customer Success to enable complex onboarding of enterprise customers.
• Collaborate with Sales, Marketing, Engineering, Product, and Design teams on deal strategies and technical problems.
• Engage with product management to provide insights into prospect needs, customer needs, and industry trends to influence the roadmap.
• Ensure the roadmap is clear to customers to influence buying decisions.
• Provide leadership by creating content and trainings.
• Work with the extended team to ensure success and share expertise.

About You (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 (required).
• Experience presenting product demonstrations to C-suite executives with poise and confidence.
• Intrinsically motivated to exceed goals; excited by ambitious targets.
• Executive presence with excellent speaking, presentation, and networking skills in complex business situations.
• Sales process and infrastructure experience, including excellent working knowledge of at least one leading CRM (Salesforce, Hubspot, etc.).
• Team player who is mission-first.

Preferred

• Industry knowledge of assurance and advisory services, preferably with exposure to cybersecurity or regulatory standards.