Senior Solution Engineer

Description

WHO WE ARE

Certinia (formerly FinancialForce) 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, and ERP 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 San Jose, California with offices around the world, Certinia is backed by Haveli Investments, 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 demonstrations and engaging customer stories, we paint a compelling, innovative, and unique vision of transformation for our customers. We continually grow our solution expertise, knowledge of the competition, and value centric presentation skills. This role will focus on our leading customer-centric ERP SaaS solution.
 
Beyond deal execution, we partner with the larger organisation by supporting pipeline generating activities, contributing to sales enablement and providing market feedback to development. Our Solution Engineers are professionals, with an ability to operate independently of the Account Executive, navigating through an account to influence key technical decision makers and grow our reach.

Focused on 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.

WHAT YOU WILL DO IN THIS ROLE 

• Responsible for owning the end to end pre sales cycle for FinancialForce
• 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 FinancialForce 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 FinancialForce, 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 FinancialForce product suite, underlying platform, complementary and competitive solutions
• Travel of up to 50% will be required to support the needs of the business once travel opens up

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• Bachelor’s degree in Accounting and/or Finance, Commerce, Business, Computer Science, Engineering, or related field; or equivalent combination of education and experience
• Typically 3-5 years experience in Sales Engineering/Presales
• 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 Accounting / Finance processes
• 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

• Experience in ERP and Accounting solutions
• Hands-on experience working with Enterprise solutions
• Hands-on experience working with the Salesforce platform
• Hands-on experience working with other Accounting solutions such as Netsuite Microsoft, Oracle, SAP, Finance1, Intacct, Pronto, MYOB, Xero, Workday, Sage, Accounting Seed
• Experience working in a financial functional / consulting role
• Proficiency in Google Suite (Gmail, Google calendar, docs, sheets, slides) preferred

Certinia is an affirmative action and equal opportunity employer. As an equal opportunity employer, Certinia does not discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, marital status, religion, national origin, ancestry, age, disability, military or veteran status, genetic information or any other basis protected by applicable federal, state, or local laws. Certinia also has an accommodation process to reasonably accommodate applicants and employees with disabilities. For more information or if you have a need, contact [email protected]. If applicable under the San Francisco Fair Chance Ordinance or any other applicable federal, state, or local law, Certinia considers qualified applicants with arrest and conviction records for employment.