Senior Solution Engineer DACH Commercial (f/m/d)

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Company Name: Contentful

About the Opportunity

Our Solution Engineers are close partners of our sales team and own key components of the sales process including infrastructural/architectural discovery, collaborative solution design, and technical validation. Solution Engineers may travel up to 50% of the time and will have the opportunity to work with teams around the world, from visionary brands to innovative digital agencies.

What to expect? 

• Work directly with Commercial Account Executives to support customers and prospects across EMEA
• Support our sales team in helping prospects understand what’s possible with Contentful and how it compares to older legacy technologies
• Understand prospects’ project requirements, help prospects validate these requirements against our platform, identify and mitigate technical and business risks
• Create product demonstrations and assist with technical evaluations to demonstrate how our platform solves identified business problems and integrates into a prospect’s technology stack
• Communicate prospect and customer needs and product feedback to product management, marketing, and sales
• Collaborate with Solution Architects and Customer Success Managers to ensure that newly-signed customers successfully implement and launch their projects with Contentful

What you need to be successful

• Fluency in English and German
• The desire to work in a fast paced environment, across multiple opportunities and teams
• An individual that understands the Digital Marketing function, the KPIs used to measure success within Marketing, and how content powers a Marketing strategy.
• 3-5 years solution engineering experience selling cloud solutions to a Marketing audience OR 3-5 years of experience performing a Digital Marketing function.
• Strong presentation skills that demonstrate the ability to clearly and sympathetically convey business and technical knowledge to our varying personas that are both marketing-focused and technical-focused.
• A high degree of emotional intelligence to help navigate meetings with multiple customer stakeholders with varying degrees of engagement and influence.
• A natural curiosity for how technology drives change and how that transfers into business value.

Highly desired:

• Experience working with a Content Management Platform or similar technology (MarTech).
• Prior experience with solution selling methodologies and/or value based selling techniques.
• Understanding the core concepts of MACH products and Composable architectures and how they relate to Contentful’s product and market position.

What’s in it for you?

• About the opportunity

  At Contentful, we are always searching for top candidates to join our global team of Account Executives. We are particularly interested in individuals with experience in the Eastern European markets. 

  This is a speculative job description, and an immediate opening may not be available. However, we still encourage interested candidates to apply. In the first instance, a recruitment team member will be in touch to discuss your profile and explain more about Contentful.

  Thank you for being so interested in Contentful. We will keep your application on file should a suitable opportunity arise.

  As a Commercial Account Executive - Eastern Europe (f/m/d), you’ll drive Contentful’s growth by leading the end-to-end sales process with our top-tier clients. You’ll be instrumental in driving adoption and engagement, finding new revenue opportunities, and creating customer enablement initiatives within a few named accounts.  You’ll work closely with our partnership and customer success team to lead a consultative sales process by speaking to professional developers and business leaders.

  What to expect?
  • Self-generation of the pipeline through outbound motions in conjunction with marketing and BDR teams to help create new opportunities in regional accounts
  • Drive expansion opportunities with existing clients in Eastern European territories
  • Grow existing accounts by leveraging relationships and following our comprehensive “land and expand” sales model
  • Meet quarterly and annual sales goals by developing an account strategy and pipeline, managing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals
  • Manage RFI/RFQ requests with Contentful internal and customer teams
  • Refine and evolve our “land-and-expand” model in collaboration with Sales, Partnerships, and Customer Success teams
  • Seek to understand the digital experience challenges of prospects and clients while aligning the ROI of Contentful with those challenges to ensure a value-based selling approach
  • Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities
  • Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently
  • Work closely with customer success & marketing teams to ensure that best practices of Contentful are shared and implemented at the respective customer
  What do you need to be successful?
  • 3+ years of experience selling a technical platform working as a Sales Development Representative (SDR), Business Development Representative (BDR), and/or Account Executive
  • 1+ years of individual quota-carrying experience
  • 1+ years of growing and expanding existing customer accounts 
  • Demonstrated expertise in closing $60-100k+ opportunities
  • Ability to drive your own pipeline generation with outbound capabilities

   Nice to have:
  

  • Experience working with Partner ecosystems to work with customers.
  • Understanding and experience working in product-led growth sales motions
  • Fluent language skills in any Eastern European language
  What’s in it for you?
• Join an ambitious tech company reshaping the way people build digital experiences
• Full-time employees receive Stock Options for the opportunity to share in the success of our company
• Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family.
• We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, sick days,  education days, compassion days for loss, and volunteer days
• Company paid parental leave to care for and focus on your growing family 
• Use your personal annual education budget to improve your skills and grow in your career
• Enjoy a full range of virtual and in-person events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties 
• An annual wellbeing stipend to care for your physical, financial, or emotional health
• A monthly communication phone/internet stipend and phone hardware upgrade reimbursement.
• New hire office equipment stipend for hybrid or distributed employees. Get the gear you need to work at your best.

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