Job description
Innovative Systems, a leading global provider of compliance, data quality and data matching software solutions, has an opening for a Solutions Engineer. You will support the sales team in pre-sales technical activities and will be instrumental in all stages of the sales process.
Successful candidates will have demonstrated technical aptitude and prior successful technical sales experience with a track record for exceeding targets and cultivating relationships.
Location:When possible, this opportunity will be based out of our World Headquarters located in Pittsburgh, PA. If not possible, this opportunity may allow for remote work and hybrid (mix of in-office and remote) work schedules dependent on where the successful candidate is located.
What you will be doing:
The Pre-Sales Engineer supports the sales team by aligning a prospect’s functional and technical needs with the solutions delivered by Innovative. Day to day you will:
- Conduct Discovery conversations with prospects and clients to understand the:
- Functional challenges they’re facing today – defined as the capabilities in their existing environment that are either missing entirely or don’t work as well as they would like;
- Managerial, financial, strategic or personal impact those functional challenges are creating for the business and the individuals seeking a solution; and
- Key business results or outcomes they wish to achieve by selecting and implementing a new solution.
- Visualizing and presenting your understanding of the above to the prospect or client to validate your understanding in advance of any solution demonstrations.
- Conduct solution demonstrations, technical briefings and other relevant conversations to ensure that the Innovative solution is properly understood and oriented to the value that the prospect or client seeks.
- Assess incoming requests for information (RFI) or request for proposal (RFP) and counsel the sales executive or relationship manager as to Innovative’s ability to address the requirements stated.
- For RFIs or RFPs deemed worthy of the effort, you will lead the collection and coordination of all information and work closely with the sales executive or relationship manager to prepare the appropriate response to the prospect or client.
You will collaborate closely with sales and account management, product management, engineering, and other technical support resources to ensure the proposed solution accurately addresses the prospective client’s needs, and can be appropriately supported. This will include:
- Engaging with prospects and clients to understand technical and functional requirements needed to deliver business benefit of Innovative’s solutions
- Providing key subject matter expertise for financial crimes, anti-money laundering and all related aspects of Innovative Systems’ solutions and be able to position screening solutions for specific banking, insurance, and related applications
- Explaining the unique features and benefits of Innovative’s solutions in comparison to competitive products
- Delivering effective product presentations that are appropriately adapted to technical and non-technical audiences
- Proactively communicating with internal stakeholders and leadership regarding customer needs
- Leading Proof-of-Value (POV) engagements, working with the client, sales, and technical resources
- Completing RFI/RFPs; identifying client requirements and ensuring proactive communications with customers to ensure customer satisfaction
- Assessing the prospective client’s existing and potential needs; recommend solutions that optimize value for all parties
- Meeting or exceed assigned targets to ensure meeting individual, department, and company objectives for sales growth and profitability
- Working collaboratively with sales and account management to ensure the needs of the client are met regardless of territory
- Participating in trade shows, seminars and other industry events.
What you need to bring:
- Bachelor’s degree with technical focus or equivalent related experience
- Proven technology skills including knowledge of system integrations
- Technical understanding of SaaS, On-Premise and API implementations and operations.
- Outstanding interpersonal abilities, and strong written and verbal communication skills
- Attention to detail, plus analytical and problem-solving capabilities
- Intellectual curiosity and entrepreneurial spirit
- Passionate self-starter that is self-directed and able to execute independently
- Prior successful software / technical sales or sales engineering experience in a business-to-business environment with record of consistently exceeding targets is a plus
- Experience in the compliance, data quality, and / or data management industries is a plus
- Ability and willingness to travel domestically and internationally.
ABOUT US:
Innovative Systems/FinScan is known for pioneering solutions that set the standard of software data and compliance solutions. FinScan, one of Innovative’s most recognized products, is used by enterprises in over 60 countries to identify potential money laundering and terrorist financing threats. By working at Innovative, that means that you too, are contributing to keeping our world safer.
A rare Pittsburgh gem - Innovative is one of the few truly global, privately-owned companies in the city that can boast on-going double-digit growth along with an amazing culture!
Our pace is fast, our work challenging, and our style highly autonomous and collaborative.
Innovative is a company that takes pride in its people and adding value for its clients around the globe. We look for exceptional individuals who see possibilities, not limits! Could this be YOU?
Innovative’s world headquarters is in Pittsburgh, Pennsylvania, USA. Our regional offices are in London, UK; Mexico City, Mexico; Dubai, UAE, and São Paulo, Brazil.
Innovative is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.
