About this role
Serve as the primary technical contact for enterprise B2B sales cycles at Smarsh, partnering with sales, product, and customer success teams. Drive discovery, demonstrations, proofs of concept, and solution design for compliance and communications intelligence platforms across regulated industries.
Must have
Bachelor's degree in Computer Science, IT, Information Systems, Statistics, Mathematics, Business or equivalent experience
Experience in enterprise architecture, IT consulting, sales engineering or software engineering in an enterprise environment
Professional demeanor with strong work ethic as a self-starter who is confident and innovative
Understanding of Artificial Intelligence, Natural Language Processing, Machine Learning or Data Visualization
Strong interpersonal skills to build solid relationships with prospect's senior business and technical teams
Superb verbal and written communication skills including ability to gather, document and present solution value
Organization, prioritization and planning skills to concurrently deliver multiple projects
Subject matter expertise in Surveillance, eDiscovery, Archiving, and/or unstructured data platforms is a plus
Industry knowledge in Financial Services and other highly regulated industries
Solution Selling, Demo2Win, and MEDDIC or MEDDPICC experience
Technologies
Responsibilities
Assist sales with discovery process to identify quantifiable problems solutions can solve
Demonstrate, workshop and solution how products and platform can help prospects achieve desired business outcomes
Provide deep technical expertise in sales process to identify and influence requirements early
Conduct technical presentations with deep understanding of products and third party integrations
Influence and capture prospect technical requirements and own architecture blueprint
Provide technical leadership during complex enterprise-level Proofs of Concept engagements
Lead technical responses for RFI, RFP and RFQ processes
Prepare internal solution design proposals for complex deployments
Work with all departments to prepare for large and complex implementations including knowledge transfer
Keep informed on industry news, trends, products, services, competitors and emerging technologies
Regularly update systems of record with presales notes and collateral
Contribute best practices and content to broader presales and sales teams
Travel roughly 30 to 40 percent as needed for internal and external meetings
Recruitment process
Partner closely with enterprise sales team, product teams, success management and professional services
Support a handful of account executives across multiple product lines
Work collaboratively in cross-functional environment with product management, engineering and customer success teams
Adapt at overcoming prospect concerns and ensuring mutually beneficial outcomes from complex technology integration
Demonstrates credibility with prospects' stakeholders on business and technical solution proposals
Company serves over 6500 organizations in regulated industries across 80 plus communication channels
Recognized by Gartner and Forrester with sustained growth on Inc 5000 list since 2008
Uses latest AI and ML technology to help customers break new ground at scale
Global organization that values diversity and believes in opportunities for everyone to be authentic
Comparably.com Best Places to Work Award recipient
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