Sr. Sales Engineer

at  SignUp Software

REQUIRED SKILLS:

Performance is measured by the revenue produced in SignUp software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, internal asset contribution and technical leadership. Measurable performance also includes the individuals willingness to:

• Seek and successfully completes special assignments that enable continued development of his/her technical and/or other job-related skills and abilities
• Regularly go out of his/her way to assist others in the team or department
• Demonstrate openness to feedback and constructive criticism
• Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
• Assist in maintaining a professional customer environment with positive customer satisfaction

All SignUp Sr. Sales Engineers regardless of title or level must possess the following skills and knowledge:

• Communications/Listening Skills

(Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.

• Analysis/Discovery (ROI) -

Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).

• Project Management

Critical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.

• Sales & Presentation Skills

Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the SignUp Sales Process

• Time Management

Ability to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Sr. Sales Engineer will be required to manage multiple sales campaigns at any given time.

• Industry/General Technology Knowledge

A high level understanding of Microsoft technology, Dynamics Finance and Supply Chain Management

• AP Automation process Knowledge

A high level understanding of each of the suites that constitute the SignUp product line and the ability to fit the pieces together into the whole strategy - By stating the requirement for ‘a high level understanding’, it is defined as the ability to:

• Position the SignUp Solutions
• Understand the components that make up each the solution and why
• Define target markets
• Explain the business value/value proposition
• Describe sample use cases
• Describe reference customers
• Position and differentiate each solution from the other SignUp technologies
• Identify and Qualify potential opportunities
• Understand the applicability of the technology i.e. where the solution is a good fit and where it is a bad fit
• Deliver high-level presentation and associated conceptual demonstration
• Understanding of the underlying technology concepts.
• Differentiate new product from current product

REQUIRED EXPERIENCE:

The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.

ABOUT US

SignUp Software was founded in 1999 and introduced ExFlow in 2003. Over the years, SignUp Software has earned a strong reputation in the Microsoft Dynamics community for its solutions in financial process automation. The solutions in the ExFlow product portfolio are built in Microsoft Dynamics 365 and utilize Azure Services, specifically designed for the “Office of the CFO”.
SignUp Software currently operates from Sweden (where it is headquartered), Denmark, Netherlands, Spain, UK, USA, Canada, Singapore, and Australia, and has over 130 employees and partnerships with more than 100 resellers worldwide. Globally, over 1,500 customers rely on ExFlow to enhance their financial processes in more
than 60 countries

The Sr. Sales Engineer provides pre-sales technical support for all SignUp products and associated applications. While assigned to a geographic area, Sr. Sales Engineers also collaborate with and backup peers from across the country to provide efficient pre-sales support nationwide. The Sr. Sales Engineer is responsible for:

• Preparing standard and custom demonstrations for SignUp Account Managers and resellers
• The handling of all pre-sales technical issues professionally and efficiently
• Maintaining in-depth knowledge of SignUp products
• Maintaining a working knowledge of content repositories
• Maintaining a working knowledge of workflow systems
• Ensuring an understanding of key verticals which may include Financial Services, Insurance, Manufacturing, Logistics, Healthcare among others.
• Understanding SignUp role in supporting business processes, including process assessments, solution development as well as current and future requirements.
• Responding to technical questions in RFI/P/Qs
• Sharing “Best Practices” with other SMEs
• Creating and distributing reusable assets for the greater SignUp community (SMEs, AEs, Partners, Marketing etc.). These may include demonstrations, presentations, training materials, whitepapers etc. that speak to thought leadership.
• Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
• Preparing SignUp for efficient installations – professionally managing the transition from pre-sales to post-sales and staying appropriately involved as the implementation progresses.
• Preparing resellers and other partners on the technical aspects of selling SignUp solutions practices and procedures
• Serving as a point of contact for resellers, other partners and customers on technical issues
• Responding to resellers, other partners and countries requests for pre-sale technical support