Sr. Solution Engineer
Australia Remote
About Certinia
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions—delivered on Salesforce’s leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
Solution Engineers are trusted advisors focused on customer success. Through world-class customer engagement, demonstrations and engaging customer stories, we paint a compelling, innovative, and unique vision of transformation that delivers business value for our customers. We continually grow our solution expertise, knowledge of the competition, and value centric presentation skills.
This role will focus on Certinia’s FM (Financial Management) Cloud, the leading Salesforce Platform based accounting based solutions that links the front and back office of a customer. In addition, the Solution Engineer would also be expected to develop knowledge of Certinia’s other products including PS (Professional Services) Cloud, CS (Customer Success) Cloud and Veda AI that enhances all of the other Clouds.
Beyond deal execution, we partner with the larger organization by supporting pipeline generating activities, contributing to sales enablement and providing market feedback to development.
Our Solution Engineers are trusted advisors for our prospects and customers, with an ability to operate independently of the Account Executive, navigating through an account to influence key technical decision makers and grow our reach. Through world-class demonstrations and engaging customer stories, they paint a compelling, innovative and unique vision of transformation for our prospects.
Focused on our driving net new business, you will partner with multiple Account Executives on a broad range of accounts and ultimately be responsible for obtaining solution sign off during the pre sales cycle.
- Own the end to end pre sales cycle for Certinia
- Become a trusted advisor to our sales team to help drive forward key opportunities
- Proactively build and manage relationships within prospects independently of the sales team
- Uncover and understand customer goals and challenges to map back to the Certinia product suite through research, discovery, requirements analysis and workshops
- Design and build innovative solutions to meet customer goals and challenges
- Deliver engaging, value centric, story driven demonstrations that differentiate Certinia, painting a vision for the prospects of how our solution can help their business overcome their challenges
- Own and drive the creation of technical content for prospects (including technical RfX responses, proposals and value/benefits materials) Build and maintain strong relationships with sales, services, partners and product teams
- Support field events and pipeline generation activities
- Contribute to Sales and Partner enablement initiatives
- Provide real world feedback to development and strategy teams
- Acquire and maintain expertise on the Certinia product suite, underlying platform, complementary and competitive solutions
- Travel of up to 50% will be required to support the needs of the business
What You Need To Be Successful In This Role
You’ll need to impress us with your track record of engaging with prospective customers, building relationships and executing successful complex and varied pre-sales cycles. We’ll also want you to be able to showcase your demonstration skills and how you translate features and functions into value and benefits for a prospect.
- Extensive and demonstrable experience as a senior or principal pre-sales professional for an enterprise software provider
- Proven track record of successfully supporting complex sales cycles from discovery to solution sign off
- Domain expertise in Finance including core accounting processes such as Order to Cash, Procurement, Period End and Financial Analytics and Reporting. Knowledge of Australian and International accounting standards
- Domain expertise in professional services or customer success would also be beneficial but not required
- Ability to work collaboratively across internal and external teams (technical, business and exec level)
- Proven and effective discovery and needs analysis skills coupled with an ability to understand and translate the challenges and goals of our prospects
- Creative problem solving and positive objection handling skills
- Ability to effectively communicate complex concepts to a business or technical audience
- Experience with SaaS and PaaS delivery models
- Ability to influence thinking and shape discussion to gain solution acceptance
- Experience of positioning solutions in the context of business value to key decision makers
- Excellent listening skills as well as presentation and communication skills (both verbal and written)
- Positive and collaborative attitude with a real dedication to customer success
What Else Would Be Great
- Hands-on experience working with Certinia solutions
- Hands-on experience working with the Salesforce platform
- Hands-on experience working with other ERP and Finance solutions such as TechnologyOne, Oracle, SAP, Workday, Netsuite, Xero
- Hands-on experience working with other PSA/PPM solutions such as Netsuite OpenAir, Changepoint, Kimble, Primavera, Deltek, KeyedIn, Planview
We are committed to equality of opportunity for all; applications from individuals are encouraged regardless of age, disability, gender, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.