Solutions Consultant

at  Cognism

Cognism is a market leader in international sales intelligence. Access to our premium data, has helped a wide variety of global revenue teams change their approach to prospecting, resulting in predictable and prosperous outcomes.
Following multiple successful funding rounds and the acquisition of Mailtastic (2020), an email signature solution provider, and Kaspr (2022), a Paris-based sales prospecting tool, there has never been a more exciting time to join us.
As we grow, one of our main objectives is to continue hiring individuals, who are both a professional and cultural fit for our Company. Our values are at the core of everything we do!

POSITION SUMMARY

The Sales Support Engineer / Solutions Consultant plays a critical role in translating complex technical concepts into relatable insights for both prospects and clients, ensuring they understand the full value proposition of our data solutions. By leveraging your technical expertise and strong communication skills, you’ll guide prospects and clients through successful proof-of-concepts (POCs), fuel compelling demos, and contribute to winning deals that drive revenue growth. You’ll also be a trusted advisor for existing clients, supporting them with product questions and new sales opportunities.

A critical aspect of this role is your strong security competency. You’ll be responsible for supporting prospective and current customers with security-related information and correspondence with internal departments as needed. This includes:

• Supporting and providing information on the Cognism Security Program details
• Applying the Cognism Security Program to client and prospect needs
• Identifying gaps in the security program and relaying this to the Information Risk and Security Team
• Escalating sales issues related to security to the appropriate leadership and support teams
• Acting as a first line of support for sales needs as it relates to Cognism security
• Answering security-related questions for clients
• Responding to client questionnaires including security, clarifying standard questionnaire responses
• Ensuring company standard contract language and solutions are applied to clients, and escalating any deviations from standard language and/or practices
• Identifying risks around sales opportunities as it relates to security requirements, and consulting with clients as needed on security practices

ADDITIONAL KEY RESPONSIBILITIES

• Conduct in-depth customer discovery calls to uncover and quantify the prospect’s pain points, challenges, and opportunities.
• Translate customer needs into measurable outcomes and align them with the specific value proposition of Cognism’s solutions.
• Develop compelling business cases and ROI calculations that demonstrate the financial impact of your solutions.
• Use storytelling techniques to connect with prospects on an emotional level and illustrate the positive impact of your solutions.
• Anticipate customer objections and proactively address them with data-driven evidence and case studies.
• Analyze prospect needs and identify opportunities where Cognism solutions can offer significant value.
• Design and conduct POCs, tailoring them to specific prospect requirements and showcasing the effectiveness of our platform.
• Deliver engaging and informative product demonstrations, ensuring clear communication of product capabilities and addressing prospect concerns.
• Position Cognism’s solutions as a strategic investment that aligns with the prospect’s business objectives and long-term goals.
• Provide consulting services in support of sales including information risk management and security to assess risk and ensure solutions provided to clients are consistent with Cognism standards, including security standards.
• Analyze POC data and demo feedback to track performance and identify areas for improvement.
• Contribute to continuous improvement of sales engineering processes and methodologies.
• Work collaboratively with the Marketing and Product teams to optimize product messaging and positioning.
• Proactively identify and address technical concerns during the sales cycle.
• Contribute to positive customer experiences by ensuring smooth POC and demo operations

A critical aspect of this role is your strong security competency. You’ll be responsible for supporting prospective and current customers with security-related information and correspondence with internal departments as needed. This includes:

• Supporting and providing information on the Cognism Security Program details
• Applying the Cognism Security Program to client and prospect needs
• Identifying gaps in the security program and relaying this to the Information Risk and Security Team
• Escalating sales issues related to security to the appropriate leadership and support teams
• Acting as a first line of support for sales needs as it relates to Cognism security
• Answering security-related questions for clients
• Responding to client questionnaires including security, clarifying standard questionnaire responses
• Ensuring company standard contract language and solutions are applied to clients, and escalating any deviations from standard language and/or practices
• Identifying risks around sales opportunities as it relates to security requirements, and consulting with clients as needed on security practice