Sales Engineer

Description

Company Overview:

Trellance is the leading provider of data analytics and business intelligence solutions, professional services and consulting for credit unions. The company’s solutions and services, together with the patented common data model, are used by credit unions to find actionable insights, improve member experience and achieve portfolio growth.

Overall responsibilities:

Trellance is an agile, fast-growing company that is pioneering the next wave of data-led #fintech, and the organization is in need of a Sales Engineer / Solution Consultant to join the revenue team. The individual in this role will be an important part of the company’s go-to-market organization, working with product, development, sales, and marketing teams to progress prospective credit union and banking clients through the pipeline. The Sales Engineer / Solution Consultant will also equip Trellance team members with the understanding they need to technically and commercially sell data analytics software and win new deals. 

The organization is building a well-funded demand generation and sales pipeline process that is based on what prospects prefer and how they actually buy, not on the way most companies tend to market and sell. A technical sales pro with a firm understanding of the B2B buying process, you’ll be a valuable resource to both the prospective client and the salesperson. 

Essential Functions:

• Prepare and deliver technical presentations during sales calls or onsite visits, showing prospects how to increase revenue, reduce costs, and better serve customers using company solutions.
• Conduct product demos virtually and onsite with prospective clients.
• Tell comparative and quantitative stories with data, showing compelling product- and market-based data insights that increase the desire to use Trellance technology. 
• Help prospects identify problems to be solved, solutions possible, requirements needed, choices recommended, validation points, and internal consensus-building approaches. 
• Explain architecture and configuration options, highlighting features, benefits, and meaningful differentiators with technical and business stakeholders of prospective clients. 
• Provide technical expertise and thought leadership on data, business intelligence, reporting, and analytics.
• Explore solution design as well as system and implementation requirements with prospects, working together with sales team members to meet client needs and achieve quota objectives. 
• Position company as a software and thought leader.  
• Seek answers from internal experts about how products work, how they are used, how they can be configured, how they are implemented, and how they integrate with other technologies.  
• Suggest enhancements to products and make recommendations about the product roadmap based on prospect feedback and competitive market opportunities.
• Coordinate responses to RFIs/RFPs and technical discovery questions from prospective clients, providing descriptions and/or options that remove technical objections and demonstrate value.  
• Develop/update ROI calculators and other bottom-of-funnel sales/go-to-market (GTM) tools. 
• Provide market intelligence about competitive alternatives and their comparative strengths 
• Lead or participate in go-to-market (GTM) strategy planning, sales training, and employee enablement sessions.
• Organize and present during product sessions at client events and conferences.
• Performs other operational related duties as assigned.

Requirements

Education/Experience:

Bachelor’s degree (BA or BS) from an accredited college or university plus a minimum of three (3) years of experience; degree in business administration, engineering, computer science, or related field preferred. Or high school diploma or equivalent plus a minimum of Seven (7) years of experience in this field. Additional credentialing in product management or data science is a plus.

Required Qualifications:

• Prior experience as a sales engineer preferred. 
• B2B technology, SaaS, E-commerce, credit union, financial services, or payments experience is highly desirable.  
• Adept at managing deadlines
• Critical thinker who can solve problems and move projects along.  
• Experience with Salesforce, HighSpot (or other sales enablement platforms) PowerBI, is strongly preferred.  
• Must be strongly proficient in Microsoft PowerPoint, Excel, and Word.  
• Able to travel up to 25% to industry conferences, prospect and client meetings.  
• Passion for technology and eager to learn new platforms and applications.  
• Strong verbal and written communication skills, coupled with strong financial acumen and quantitative analysis skills.  
• Compelling public speaker.  

Abilities:

Strong organizational and problem-solving skills. Exceptional attention to details and accuracy. Able to prioritize tasks and handle multiple assignments simultaneously to meet deadlines. Self-motivated and able to work with independently with minimal direct supervision and be able collaborate with teams in a fast-paced environment. Ability to be flexible and adaptable in a changing environment. Ability to produce high quality work products under pressure and within deadlines.