Senior Solutions Engineer

at  IQGeo

JOB SUMMARY

The Senior Solutions Engineer will play a key role in supporting the Sales team and Sales Managers in tier 1 and tier 2 by leading technical presales activities. The Senior Solutions Engineer will do the utmost to convince prospects of the solutions we are offering. To accomplish this, the senior solutions engineer must understand the customer’s challenges and requirements through conversations with the customer’s technical team, matching those requirements with the right combination and configuration of our solutions. The Senior Solutions Engineer is responsible for preparing and delivering product demonstrations to customers that match their expectations. The demos are expected to go above and beyond a standard demo, incorporating the knowledge gathered about the client’s needs, and creating a first “wow” experience with them. As a Senior Solutions Engineer you are the technical SPOC for the client during the presales stage, ready to answer technical questions rapidly and professionally, if needed involving additional technical experts within the wider company. In some cases, the process may include technical compliance analysis (like in an RFx process), in which case the Senior Solutions Engineer is expected to support the bid manager to supply the right answers to the requirements list, carefully looking after the balance between delivering what the client wants and setting the right expectations (that means avoiding to overpromise on anything that could not be delivered).
In addition, the Senior Solutions Engineer can fulfill a Customer Success Manager role: following up with existing tier 1 and tier 2 clients to ensure that they are successful with and delighted by IQGeo. While the service delivery teams will be responsible for the initial implementation and delivery of the solutions to the customer, a Customer Success Manager will overlook the project to ensure that all expectations are met. After a successful delivery, the Customer Success Manager will keep regularly monitoring the usage and adoption at client side and proactively reach out to key stakeholders to ensure that they are maximizing ROI. The goal is to build high customer satisfaction and ensure clients renew their running subscriptions with us or even take new subscriptions for extra modules or users to unlock additional value. A Customer Success Manager will also act as the voice of the customers internally at IQGeo. Engaged, energetic and self-driven, you understand the customer and their use cases and know how to be a trusted partner so companies grow with IQGeo. You will manage numerous customers at different stages of the customer lifecycle. You must have a deep understanding the IQGeo product solutions and then communicate those solutions to the users.
Our hybrid working policy allows for remote working. However, regular travel (at least once a month) to meet onsite with the key stakeholders of your customers, as well as with other IQGeo employees located in one of our Centers of Excellence (Ghent, Frankfurt, or Cambridge) is expected.

REQUIRED SKILLS/ABILITIES

• Build up and maintain expert knowledge on IQGeo software usage in order to have a thorough understanding of the technical scope of the sale.
• Ability to build Demonstrations and Proof of Concepts (POCs) to present new solutions to the customers (end users, technical experts, IT experts, senior management).
• Subset of the following technical skills:
• Experience with Python.
• Experience with SQL and RDBMS technology (PostgreSQL, Oracle, SQLite).
• Experience with Docker, K8s, Amazon AWS.
• Experience with Geospatial Information Systems (GIS) or web mapping is helpful.
• Experience with ETL tools such as Safe Software’s FME, GeoKettle or Python libraries is helpful.
• Experience with JavaScript or mobile application development is helpful.
• Excellent listening and oral communication skills; the ability to think on your feet, to articulate technical solutions and how they can solve customer’s business problems to all audiences from the very technical to non-technical.
• Skilled at building strong client relationships through excellent interpersonal skills, with a passion for engaging directly with customers to understand their challenges and objectives.
• Excellent analytical and problem-solving skills. A hands-on problem solver, with ability to think on your feet and change approach as required.
• Commitment to the success of implementation post-sale ensuring an effective handover to professional services organization.
• Fluent English language skills are essential.
• German language skills are essential.
• Knowledge of other languages (especially Spanish or Italian) is a bonus.
• Being open and flexible with regards to time management and willingness to travel.
• Excellent time management skills with a proven ability to meet deadlines.
• Proficient with Microsoft Office Suite.

EDUCATION AND EXPERIENCE

• A Bachelor’s degree (or equivalent) in a relevant Engineering or Technical subject.
• Minimum 5 years of technology and industry experience and 3 years experience in a customer facing role in a technology organization, preferably working with enterprise sized customers.

DUTIES/RESPONSIBILITIES

The Senior Solutions Engineer supports the sales managers team to drive new sales, account expansion and customer retention by:

• Pro-actively engaging in the sales cycle and take charge of the technical aspects and deliverables during the potential customer’s product evaluation.
• Meetings with customers early in the development cycle to fully appreciate and understand the problem the customer is trying to solve.
• Define and implement appropriate demonstrations to fulfil the customer’s needs.
• Confidently presenting these to the customer at the appropriate level.
• Represent the company at trade shows and conferences.
• Manage all post-sales activity for assigned tier 1 or tier 2 enterprise customers through strong relationship-building, product and domain knowledge, planning and execution.
• Develop joint success plans (or account plans) with the customer, sales managers and delivery team to ensure there is a plan in place to drive adoption and high value use cases within the organization, often requiring change management.
• Increase customer adoption by conducting regular check-in calls for tactical items, and performing strategic business reviews for alignment of objectives and outcomes.
• Maintain a deep understanding of the IQGeo products and speak with assigned enterprise customers about the most relevant new features and functionality that could be interesting for their specific business needs
• Function as the customer advocate and provide internal feedback on how IQGeo can better serve our enterprise customers.
• Work closely with Product and Engineering on identification and tracking of product improvement requests.
• Work with delivery teams on effort estimations for additional work-items like extra customisations and training. Ensure a smooth transition from presales to implementation.
• Support Sales with client business case development, as applicable.