Solutions Engineer; EMEA

Requirements

• Candidates must be Multilingual (Spanish and English required)
• Applied understanding of teaching, instructional design, or education administration. Experience in software sales or educational technology a plus
• Technical understanding of education technology, web technology, systems integration, SaaS, student information systems, APIs, etc
• Self-motivated, self-reliant, collaborative, and communicative
• Articulate and compelling presentation skills with the ability to present to a wide range of stakeholders, both virtually and face to face and in casual and high stakes scenarios. Will also be expected to present and support trade shows
• Fluency in Spanish and English required. Multilingual candidates who also speak Italian are preferred
• Excellent communication skills in speech and writing, tailored for the audience
• Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches
• Comfortable in the dynamic atmosphere of a fast-paced tech company with a rapidly expanding customer base
• Experience with channel sales and partnerships a plus
• Experience working in EMEA countries outside of Europe (ex. Africa or Middle East) a plus
• Must be prepared for extensive travel if/when conditions permit, with access to a nearby airport. Once Covid-19 restrictions are lifted, travel requirements are expected to return to pre-pandemic levels (up to 60%)

• We are looking for an experienced, articulate, and passionate education technologist to become a Solutions Engineer (SE), having the primary objective of helping guide prospective customers in their Instructure Learning Platform evaluation process
• Specifically, this SE will support evaluations of Canvas LMS, Canvas Studio, Canvas Catalog, Canvas Credentials, and Impact by Instructure
• SEs are the primary knowledge resource for the sales team
• They are responsible for identifying deployment and technical issues for assigned accounts during the pre-sales process, developing creative solutions to address unique use cases, and establishing and maintaining strong relationships throughout the sales cycle
• Working in collaboration with their assigned Regional Directors (RDs), SEs play an essential role in the sales process, acting as technical advisor and product advocate; thoughtfully considering customer needs to arrive at a best solution
• This SE position will be based in Europe and will partner with our Regional Sales Representatives
• Present the Instructure Learning Platform as a product (and as a partner) to all stakeholders, from shallow to deep, from storytelling to technical deep-dives
• Develop and deliver tailored product demonstrations that are simple but engaging
• Discover and analyse individual customer goals and challenges and map those back into the appropriate Platform solution(s)
• Analyse technical requirements in RFIs/RFPs and determine which Instructure solutions, services and partners will be required to meet the client needs
• Respond to functional and technical elements of RFIs/RFPs (experienced Sales Engineers are successful at addressing client needs during very competitive RFI/RFPs)
• Convey customer requirements to leadership
• Successfully conceptualise and communicate about how products and services affect opportunities and sales exposure within an organisation and the education space
• Understand and document customer requirements to support a successful evaluation, proof of concept and implementation
• Track progress on projects through consistent record-keeping and knowledge-sharing
• Facilitate a successful transition as prospects become customers