Sr. Solutions Engineer

Company Overview

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. With a growing community of over 6500 organizations in regulated industries, Smarsh helps them identify compliance, legal, or reputational risks across 80+ communication channels before they escalate into regulatory fines or headlines. Relentless innovation has led to consistent leadership recognition from analysts like Gartner and Forrester, and sustained aggressive growth has placed Smarsh on the annual Inc. 5000 list of fastest-growing American companies since 2008.

Role Summary

As a Sr. Solutions Engineer, you will serve as the primary technical point of contact for the solutions portion of enterprise B2B sales cycles. You will collaborate closely with the enterprise sales team, product teams, success management, and professional services, supporting multiple account executives across various product lines.

Key Responsibilities

• Assist sales with the discovery process to identify quantifiable problems our solutions can solve.
• Demonstrate, workshop, and solution how Smarsh products and platform can help prospects and customers achieve their desired business outcomes.
• Provide deep technical expertise in the sales process, identifying and influencing requirements early on.
• Maintain a deep technical understanding of Smarsh’s products and third-party integrations, conducting technical presentations.
• Influence and capture prospect’s technical requirements, owning the architecture blueprint and re-validating with the prospect.
• Provide technical leadership during complex, enterprise-level Proofs of Concept (POC) engagements to meet technical success criteria professionally.
• Lead technical responses for RFIs, RFPs, and RFQs.
• Prepare internal solution design proposals for complex deployments.
• Work with all departments to prepare for large and complex implementations, including knowledge transfer, integration design, and product gap analysis.
• Stay informed on industry news and trends, products, services, competitors, and emerging technologies.
• Regularly update systems of record (Salesforce, SharePoint) with presales notes and collateral.
• Contribute best practices and content to broader presales and sales teams.
• Travel as needed for internal and external meetings (approximately 30-40%).

Qualifications and Skills

• Bachelor’s degree in Computer Science, Information Technology, Information Systems, Statistics, Mathematics, Business or equivalent experience.
• 5+ years of experience in enterprise architecture, IT consulting, sales engineering, or software engineering in an enterprise environment.
• Professional demeanor with a strong work ethic, self-starter, confident, creative, and innovative with a passion for delivering technical benefits to sales prospects.
• Understanding of Artificial Intelligence, Natural Language Processing, Machine Learning, or Data Visualization.
• Strong interpersonal skills, capable of building solid relationships with senior business and technical teams.
• Ability to work collaboratively in a cross-functional environment with Smarsh’s product management, engineering, and customer success teams.
• Superb verbal and written communication skills, including the ability to gather, document, and present the value of our solutions.
• Adept at overcoming prospect concerns and ensuring mutually beneficial outcomes from complex technology integration.
• Demonstrates credibility with prospects’ stakeholders on business and technical solution proposals.
• Organization, prioritization, and planning essential for concurrently delivering multiple projects.
• Subject matter expertise in Surveillance/Supervision, eDiscovery, Archiving, and/or unstructured data platforms is a plus.
• Industry knowledge (Financial Services and other highly regulated industries).
• Experience with Solution Selling, Demo2Win, and MEDDIC/MEDDPICC methodologies.

Company Culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility, and humor. Collaboration is central to their operations, working closely with popular communications platforms and leading cloud infrastructure providers. They leverage the latest AI/ML technology to help customers achieve scale. As a global organization valuing diversity, Smarsh believes in providing opportunities for everyone to be their authentic self. Smarsh leadership, culture, and commitment to developing their people have earned them Comparably.com Best Places to Work Awards.

Key skills/competency

• Solutions Architecture
• Presales Engineering
• Enterprise Sales Support
• Technical Demonstrations
• Proof of Concept Management
• RFI/RFP Response
• AI/ML Technologies
• Data Archiving
• eDiscovery
• Client Relationship Management