The Solution Engineer within the Research Intelligence (RI) department works on the in-depth sales of our software solutions such as Pure, Interfolio, Funding Institutional, Digital Commons (Research Data Management, Institutional Repository and Publishing Services) and/or Reaxys, in close collaboration with our RI Sales team as well as local/regional account managers.
The in-depth sales process includes elements like the solution features, customer business processes, workflows, integration with other systems and/or applications, the use of API's, hosting options, compliance with national policies and regulations, implementation/customer service, and so on.
As a Solution Engineer, you will engage with senior management stakeholders to identify and analyse short and long term customer needs, success criteria and the possible business case. You propose the best possible software solutions for our customers, conducting advanced customer needs analysis and solution development, deliver presentations, demonstrate the software products within the Research Intelligence portfolio, drive tender processes, lead in-depth tender requirements and responses, oversee the implementation processes until after delivery and work closely with the Product teams towards designing software solutions for our customers.
You guide the RI Solution Account Managers in creating the commercial proposal and may also be requested by them to participate in some of their prospecting/discovery calls. You are also expected to represent the company/our software solutions at thought leader events.
To ensure success as a Solution Engineer, you should have a deep understanding of customer priorities and processes, in-depth knowledge of software systems, a passion for sales and especially customer satisfaction, and excellent communications skills. Ultimately, a top-notch Solutions Engineer drives sales by securing the solution fit in complex projects, aligned to the customer's needs.
This role works closely with the RI Solution Account Manager, whereby the RI Solution Account Manager will focus on finding prospects, qualification, high-level needs analysis and closing sales, while the Solution Engineer will focus on the more in-depth parts of the sales process, advanced needs analysis and solution development, supporting customer senior management to translate this into a viable business case, the delivery to the client’s needs and promised functionality of the solution, and achieving a high customer satisfaction to the extent of referral generation.
Functional and Technical Competencies:
• Extensive experience with selling, servicing, implementing software systems
• Proven experience in complex solution-sales approach - “consultative selling” including C-level
• Excellent analytical skills, attention to detail
• Excellent software demonstration and presentation skills
• Ability to create big-picture software solutions
Education, Knowledge, Skills and Experiences (and any other requirements):
• 3+ years of experience in an expert sales role for complex software solutions, e.g. as a Solution Engineer/Pre-Sales Consultant/Technical Sales or similar
• Master's degree or higher in Computer Science, Software Engineering or Management Information Systems, or similar, or comparable expertise built up in professional career
• Deep understanding of the academic research environment; Doctorate degree (PhD) is a plus
• Deep understanding and experience with selling Software, preferably SaaS solutions
• Sales experience at executive levels (minimum of 3 years)
• Background in complex solution-sales approach - “consultative selling”
• Publishing expertise, experience with publishing systems and workflows is a plus
• Ability to present ideas in a clean, user-friendly way
• Great communication skills, especially between different cultures
• Successful in virtual selling, using a range of tools
• Exceptional relationship building skills
• Experienced in working in Academic & Government market is a plus
• Experienced in working in an international matrix organization is a plus
• Fluent in English and at least one other common European language
• Willingness to travel when required (up to 40%);
• Living at a location with easy access to major international airport in EMEA
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