Solutions Engineer

What’s the Solutions Engineer role?

The Solutions Engineering (SE) team at LeanDNA is a prospect & customer-facing group of strategic, technical, and product gurus who understand the LeanDNA platform, our manufacturing customers’ challenges and systems landscape, and are passionate about applying LeanDNA to drive meaningful business results. The LeanDNA SE team partners with both our internal teams and our customers to understand requirements, communicate capabilities, respond to questions, and run product demonstrations on sales opportunities. The SEs work closely with our sales & marketing teams, our customers, as well as our product, design, and engineering teams to define and communicate how LeanDNA can help customers achieve their inventory goals and overall business objectives. The SEs are responsible for understanding a prospect or customer’s in-depth business issues, processes, and systems to help determine the best way they can leverage the LeanDNA platform.

The Sales team relies on the SEs to understand the requirements of their customers and how LeanDNA can be used to address their needs. Sales also relies on SEs to best position the product in discussions and to understand the customer’s technical landscape and how LeanDNA would fit into their technology stack.

SEs are a strategic resource able to wear many hats who are instrumental in helping our internal Sales, Product and Marketing teams, as well as guiding our prospects through the technical sales journey. Whether it’s a discussion about a specific prospect’s challenges, discussing a new product feature, helping with the solution support of new or existing customers, or ensuring that sales opportunities are moving forward, the SE team is central to the success and continued growth of LeanDNA.

What you’ll be doing:
Since we’re a relatively small team, we’re looking for people that are flexible, curious to learn, driven, adaptable, and collaborative. Your role will involve these key responsibilities:


Supporting sales opportunities in all stages of engagements from discovery and qualification to project implementation steady state


Developing and delivering high quality sales presentations focused on product use-cases, technical integrations, and the customer journey


Developing and maintaining personal relationships with prospects during the sales process across many different prospects simultaneously


Training Account Executives and Business Development Reps on product demo techniques & providing guidelines, scripts, checklists and other resources to assist in the advancement of skills and product/industry knowledge for the sales team


Conceptualizing and communicating how LeanDNA can create value for our prospective customers


Performing customer needs assessments and understanding the customers’ supply chain technology landscape and processes


Contributing to the creation of standardized internal processes and best practices


Participating in discussions with prospects regarding the competitive landscape, drawing on knowledge of competitive differentiation and positioning while working closely with Product & Product Marketing teams


Supporting the sales team by authoring responses to functional and technical elements of RFIs/RFPs


Participating at conferences, trade shows, and other events as needed



Requirements:

2-5 years of Sales Engineering/Solutions Consulting experience on enterprise SaaS B2B solutions (experience with ERP, supply chain, or manufacturing-related systems is strongly preferred)


Undergraduate degree in a technical field (engineering, business, information systems, or supply chain/manufacturing-related discipline is strongly preferred)


Solid technical experience with SaaS platforms and integrations is preferred


Excellent verbal, written and presentation skills with the ability to communicate at every level of the organization (especially supply chain and factory operations roles including C-suite, supply chain/operations executives, factory managers, supply chain directors, buyers, supply chain analytics, and IT professionals)


Able to run deliver effective presentations and product demonstrations in time-constrained situations


A passion for continuous improvement with a desire to learn, iterate, and improve


Strong business communication skills and meticulous note taking


A resourceful and collaborative team player willing to support others (on your team and cross-functionally) as needed


Experience of presenting business/operational software solutions in front of a technical and business audience


Ability to effectively convey customer requirements internally to the Product Management, Customer Success, Support, and Engineering teams


Ability to work under pressure and work on multiple projects simultaneously


Ability to listen, effectively respond to questions, and tactfully address objections


Understanding of basic Supply Chain & Lean Manufacturing concepts


Data analysis ability (Excel, SQL, or other database experience)


Experience in a start-up or a start-up mentality


Travel up to 30% (post-COVID)