PreSales Engineer

Company description:

We are a collective group of fearless people with a clear purpose: to empower professionals around the world through intelligent workflow automation software. Currently, more than 500 people across 7 countries work with us, remotely or in a hybrid way , to make life easier for over 3,000 companies using Pipefy in more than 180 countries . Since our founding in 2015, we have put people at the center of everything we do, so we invite you to learn more about this position and apply to be part of our team.

Job Description:

A PreSales Specialist Engineer is responsible for providing technical expertise, conduct product demonstrations, and customize solutions to meet the unique needs of our customers. This functions plays a key role in the sales process by aligning the product’s technical capabilities with the strategic goals of potential clients and influencing senior decision-makers.

Main Responsibilities:

1. 1. Product Demonstrations & Technical Guidance: Conduct engaging product demonstrations that highlight technical features, functionalities, and integrations. Provide expert guidance and recommendations on how to best utilize the product to solve specific customer challenges.
2. 2. Discovery & Solution Customization: Lead discovery calls to deeply understand customer pain points, business challenges, and technical requirements. Tailor solutions to address these needs and demonstrate how our product aligns with the customer’s strategic goals.
3. 3. Value Proposition Articulation: Clearly communicate the value proposition of the product, translating complex technical details into language that resonates with both technical and non-technical stakeholders. Present solutions that showcase how the product solves customer problems and delivers ROI.
4. 4. Strategic Solution Mapping: Map technical solutions to the strategic priorities of different personas, including C-suite executives, VPs, and other senior stakeholders. Understand and address the specific challenges faced by various departments within an organization.
5. 5. Engagement & Influence: Develop strong relationships with key customer stakeholders, including senior executives, and effectively engage and influence them through clear, concise, and persuasive communication. Act as a trusted advisor and technical resource throughout the sales process.
6. 6. Account Planning: Develop and execute comprehensive account plans to strategically engage key stakeholders, uncover opportunities, and align solutions with customer goals. Lead cross-functional collaboration to map account structures, identify decision-makers and influencers, and define phased strategies for landing and expanding within accounts.
7. 7. RFI/RFP: Assists sales members to answer RFI/RFP and technical requirements documentation.

Requirements:

1. 1. Strong Communication skills with Fluency in English. Portuguese is a differentiator but not a must.
2. 2. In-depth understanding of the product’s technical features, functionalities, and integrations.
3. 3. Ability to conduct product demonstrations, provide technical guidance, and customize solutions based on customer needs.
4. 4. Strong experience in conducting discovery calls to identify customer pain points and business challenges.
5. 5. Ability to articulate value propositions and present tailored solutions that demonstrate how the product solves specific customer problems.
6. 6. Ability to map technical solutions to the strategic goals and priorities of different personas.
7. 7. Expertise in translating complex technical information into language that resonates with both technical and non-technical stakeholders.
8. 8. Proven ability to engage and influence senior executives (C-suite, VPs) with clear and concise communication.
9. 9. Experience managing and navigating complex sales cycles independently, without relying on rigid playbooks or predefined processes.