The solutions engineer is responsible for providing technical sales support to account executives and channel partners that sell GridPoint’s product and services. You should be comfortable explaining how technical solutions can be applied to solve business problems and should be able to speak the languages of business and technical decision-makers alike. The solutions engineer will act as both a strategic partner to the sales team, as well as ensure all sales processes are executed appropriately. This role requires a creative thinker who can understand the application of technology and communicate it effectively in verbal or written media form.

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Role Responsibilities

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This role requires designing solutions for account executives and channel partners. You must be able to listen to pain points from customers and translate that information into solution bundles that can solve as many pain points as possible.

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Solution Designing

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•  Be the expert on and explain the hardware, software and reporting components of GridPoint’s solutions and how they're typically applied to customer sites so that the features, benefits and requirements are understood and valued by our customers and partners.
•  Help partner technical sales teams qualify, design and sell innovative solutions that drive strategic objectives and help differentiate partner offerings
•  Ensure the accuracy of scopes of work, technical requirements, and pricing in any proposal is understood, valued, and communicated effectively to all required internal and external stakeholders
•  Present and demonstrate technical solutions in a business-relevant way to all levels (e.g. CxO, VP, day-to-day user) and all required functional areas (e.g. Finance, Engineering & Facilities) within the customer and partner organizations.

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Technical Sales Resource

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•  Lead technical discovery calls with potential customers to determine any additional technical requirements for the solution
•  Understand our hardware, communication protocols, integration capabilities, and some IT-related requirements for the solution
•  Provide answers to technical questions from Account Executives or customers
•  Provide customer demos of the software and reporting portals
•  Build trusted technical advisor relationships with Customers and leaders of various partner groups, linking the GridPoint solution to relevant business strategies

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Product Enablement

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•  Provide internal new product training to Account Executives and Customer Success Managers, have strong ability to translate business value for platform features
•  Train partners on the technical value and benefits of GridPoint’s solutions
•  Regularly meet with the internal Customer Success team to identify post-sale technology utilization patterns and provide technical training to ensure customer receives ongoing value
•  Work with internal Account Management, Program Management, and Customer Success teams to identify post-sale up-sell opportunities to provide value-added services and products as new integrations and technologies are available for the GridPoint platform
• Strong partnership with product and engineering team

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Qualifications And Requirements

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•  Ability to travel up to 25% of the time
•  Demonstrate a competitive drive and desire to succeed in established goals
•  Attentive to details and able to follow processes
•  Proficient with corporate productivity and web presentation tools
•  Experience working with Salesforce.com or similar CRM
•  Excellent verbal and written communication skills
•  BA/BS degree or equivalent work experience of 5+ years in a technical selling role