Enterprise Solution Engineer

As an Enterprise Solution Engineer at Zip, your primary responsibilities include serving as the technical point of contact during the pre-sales process, conducting effective product demonstrations, and assisting with discovery calls. You will work closely with account executives to foster collaborative relationships that drive deals to closure. Additionally, you will be responsible for creating custom demos, addressing customer inquiries, and facilitating smooth transitions to post-sales teams to ensure successful deployments.

To qualify for the Enterprise Solution Engineer position at Zip, candidates should have at least 5 years of experience in a solution selling environment or a similar role. Key qualifications include strong solution selling skills to articulate the value of Zip’s software solutions, experience working with F500 clients, and familiarity with procurement and billing systems. A solutioning mindset, excellent troubleshooting abilities, and knowledge of software integrations will be highly beneficial.

Zip is committed to the growth and development of its employees, offering various opportunities to enhance skills and contribute to product improvements. As an Enterprise Solution Engineer, you will receive substantial support in honing your technical and sales skills through collaborative efforts with both the sales and post-sales teams. Feedback from customers is encouraged to influence product development, ensuring that you are not only participating in sales but also in shaping the future of Zip's offerings.

The salary range for the Enterprise Solution Engineer role at Zip is between $180,000 and $210,000 OTE. The final salary is determined based on various job-related factors including relevant experience, education, and specific skills and expertise, which means there is some flexibility for the right candidate.

As part of Zip, Enterprise Solution Engineers enjoy a comprehensive benefits package that includes full health, vision, and dental coverage, unlimited PTO for a healthy work-life balance, a commuter benefit, and team-building events. Zippers also have the opportunity to receive startup equity and a budget for home office setup, ensuring you have everything needed to excel in your role.

Understanding a client's specific needs is crucial as an Enterprise Solution Engineer. I start with open-ended questions to encourage detailed responses, allowing me to uncover pain points and objectives. I practice active listening to both clarify and deepen my understanding, ensuring I can tailor my product demonstrations to showcase how Zip's solutions meet their unique challenges.

In a previous role, I faced a situation where a key decision-maker was hesitant due to integration concerns. I tackled this by arranging a technical deep-dive session with our engineers to address specific integration queries. By transparently discussing potential roadblocks and solutions, I built trust and ultimately led them to see value in moving forward with our offerings.

I have extensive experience in crafting tailored demos that align with the specific goals and pain points of clients. For example, I often incorporate case studies relevant to the client's industry and emphasize unique features of our software during demonstrations to illustrate how our solution genuinely solves their issues.

When faced with objections during a sales conversation, I take a step back to understand the underlying concerns. I listen actively, validate their reservations, and respond with informed answers or alternative solutions. This approach builds rapport and often turns objections into valuable discussion points that allow me to further highlight the strengths of our products.

Working with C-level executives requires a tailored communication strategy. I've learned to convey complex information in a concise and impactful manner, focusing on strategic value rather than technical jargon. This ensures that I align our solutions with their business goals, building credibility and fostering long-lasting relationships.

I dedicate time to reading industry-specific publications, participating in webinars, and networking with peers and experts in the field. Additionally, I actively seek feedback from clients and colleagues to stay informed about emerging trends and technologies that may influence our solutions and approach.

To ensure smooth transitions, I prioritize clear and consistent communication between sales and post-sales teams. I make it a point to deliver comprehensive notes on client expectations and requirements to the onboarding team, ensuring they have a complete understanding of the expectations set during the sales process.

I focus on several metrics to gauge success, including conversion rates after demos, customer satisfaction scores, and feedback on the clarity of information provided during the sales process. Tracking these helps me identify areas for improvement and develop more effective strategies.

I employ a structured approach to customer feedback by categorizing input based on common themes and major pain points. I work closely with product management to relay this feedback, advocating for features that directly address client needs and align with both our business strategy and customer objectives.

I am passionate about solving complex problems and believe in the vision Zip has for simplifying procurement challenges. The innovative culture at Zip, along with the opportunity to partner with leading companies, excites me. I want to leverage my experience to contribute to a team dedicated to making a tangible impact on our clients' success.