Solution Engineer

Job Description

The Solution Engineer performs both a pre-sales and technical role in support of sales management and deal flow by assisting in the “technical close” of the sale process. In collaboration with sales, service, solution architecture, development, and product management, the Solution Engineer educates potential customers while comparing and contrasting the solutions available for purchase. Under the guidance of a Solution Engineer, this role leverages both business and technology knowledge in order to map technical benefits to the actual business requirements.

The Solution Engineer conducts pre-sales presentations and product demonstrations and may prepare detailed product specifications for the development and implementation of solutions for the customer. As a member of the CSG Solutions Engineering team, the Solution Engineer is an integral team member who combines challenger selling with technical and customer relationship skills to successfully position CSG. The Solution Engineer will provide support services to the sales teams covering multiple regions.

They will present business-focused presentations and demonstrations. Solution demonstrations are often tailored to the specific prospect and may require demo configuration outlined during customer requirements meetings. This process leads to a detailed analysis of needs, identification of business problems and the development of appropriate solutions and financial justification to achieve the business objectives. Reporting to the Manager, Solution Engineering.

• Support the end-to-end sales process in conjunction with the Sales Manager/Director.
• Conduct opportunity qualification meetings to help determine whether CSG’s solutions can address the business needs of a prospective customer or an existing customer with a new solution opportunity.
• Facilitate requirements gathering workshops to gain an initial understanding of the prospect’s core business, key business challenges, business processes, high level requirements, systems and integration strategy.
• Build and present tailored demonstrations aligned to the prospect’s needs based on the initial meetings and workshops.
• Create Solution description documents to detail the proposed solution the prospect may implement outlining the business goals, key challenges that will be addressed and the benefits the solution will provide.
• Respond to Requests for Information and Requests for Proposal and work closely with the Sales Manager/Director, Customer Relationship Manager, and Product Management to compile the response.
• Support post activities such as presentations, scenario/use case based demonstrations and Proof of Concepts.
• Manage and deliver other pre-sales related activities required to achieve a successful sales “win” such as Cost Benefit Analysis (customer data).

• Bachelor’s degree or relevant work experience
• 5+ years’ experience in the print and mail space, billing systems/software with measurable successful results OR 5+ years’ experience of implementing/consulting/supporting billing and customer care software
• Strong technical background and can talk to integration efforts around BSS systems to produce an overall customer ‘solution’.
• Understand web services/API specifications.
• Experience/ability to ‘talk operational workflow’ with prospective customers and communicate how CSG would solve for these specific workflows
• Previous experience working in a consultative solution selling pre-sales role
• Strong public speaking capability – comfortable, confident, engaging and credible with large or small audiences
• Demonstrable experience working with Cloud based architectures
• Excellent written and verbal presentation skills
• Strong desire and ability to travel
• Effective interpersonal skills and relationship building at all levels including C-level executives
• Solid work ethic and desire to continually learn
• Strong time management and organizational skills

Position Pay Range:
This range represents the low and high end of the salary range for this position. Actual salaries will vary based on factors including but not limited to geographical location and experience.…