Sales and Solutions Engineer

As a Sales and Solutions Engineer at Innovative Solutions, your primary responsibilities include identifying and qualifying opportunities by collaborating with the Demand Generation and Inside Sales teams, engaging with customers to understand their business goals, and leading technical discussions to guide them in selecting the best cloud-based Generative AI, Data, and Analytics solutions. You’ll also collaborate closely with Sales and Service Delivery to create proposals that articulate both technical solutions and defined business outcomes, ensuring a seamless customer experience.

The ideal candidate for the Sales and Solutions Engineer position at Innovative Solutions should have 5-7+ years in a presales role within a Cloud Consulting, Managed Services, or Generative AI SaaS provider. Strong hands-on experience with Amazon Web Services, a solid background in infrastructure and database architecture, and familiarity with integrating cloud services with on-premises technologies are essential. A Bachelor’s degree in a technical field is preferred to ensure you have the technical foundation needed for success in this role.

At Innovative Solutions, we are committed to the growth and development of our Sales and Solutions Engineers. Our teams provide training sessions to keep you up-to-date with the latest AWS services and Generative AI developments, along with mentorship from experienced professionals. We encourage collaboration and knowledge sharing, ensuring that you can thrive in a dynamic environment while helping customers achieve their business objectives.

The salary range for a Sales and Solutions Engineer at Innovative Solutions is approximately $125,000 annually, with the potential to earn additional commissions based on closed AWS project bookings. The overall expected compensation, including commission, ranges between $175,000 to $200,000 annually, rewarding your contributions toward our clients' success.

This Sales and Solutions Engineer position at Innovative Solutions is a 100% in-office role based in Boca Raton, FL. Daily attendance at the office is required, and while travel is minimal, there may be occasional trips to our New York headquarters and for customer meetings within the Eastern and Central U.S. time zones.

To effectively identify customer needs as a Sales and Solutions Engineer, begin by actively listening during initial discussions and asking open-ended questions. Focus on understanding their pain points and desired outcomes. By demonstrating empathy and engaging them in technical discovery conversations, you can position the right Generative AI and cloud solutions that align with their specific business goals.

When discussing your experience with AWS during the interview, highlight specific projects where you've implemented AWS services to solve customer challenges. Share examples of how your technical expertise has helped design, deploy, and optimize solutions in the cloud. Emphasize your ability to stay current with AWS innovations and how you translate that knowledge into value for customers.

In your response, emphasize the importance of open communication and teamwork when working with Sales and Demand Generation teams. Describe a successful experience where you collaborated effectively, sharing how your inputs helped qualify leads and engage customers. Highlight your adaptability and willingness to support team initiatives so that everyone can achieve shared goals.

When discussing your presentation techniques, focus on tailoring your content to the audience's needs and leveraging visuals to enhance understanding. Mention the importance of storytelling in conveying complex technical information and how you encourage audience interaction to ensure engagement. Be prepared to share an example of a successful presentation that led to a positive outcome or client relationship.

Think of a specific challenge you've encountered, such as a misalignment between a customer's expectations and your proposed solution. Discuss the steps you took to analyze the situation, pivot your approach, and effectively communicate alternative solutions that better matched their needs. Show how your problem-solving skills and customer-first mindset ultimately led to a satisfied client.

In your answer, mention specific resources, such as industry publications, webinars, and professional networking events, that you regularly engage with to stay informed about the latest trends. Discuss how you incorporate this knowledge into your role to educate customers and refine your solution offerings in your presentations and customer engagements.

To effectively manage multiple customer engagements, discuss your use of project management tools and methods such as prioritization based on urgency and customer needs. Share your approach to setting clear timelines for deliverables while maintaining open communication with clients. Stress the importance of organization, proactive follow-ups, and maintaining focus on customer objectives.

Handling objections requires patience and understanding. When faced with client pushback, I listen carefully to their concerns and validate their feelings. I then provide clear, data-backed responses or alternative solutions that address their objections while reinforcing the value of the proposed cloud-based Generative AI solutions. By creating a dialogue, I can often turn skepticism into confidence.

Express the qualities you believe are key to success in this role, such as strong technical expertise, excellent communication skills, and a customer-centric approach. Highlight the importance of being a proactive problem solver and a reliable resource for clients while fostering collaborative relationships with internal teams to deliver exceptional results.

When answering why you want to work at Innovative Solutions, reference the company's innovative approach to cloud solutions and its commitment to customer success. Discuss your excitement for the role's potential to influence clients positively and your alignment with the company culture and values, such as teamwork and continuous learning.