Senior Solutions Architect, ZoomInfo

$124-170.5k

AWS
GCP
Salesforce
Hubspot
Unity
Snowflake
Marketo
Zapier
Pardot
Clearbit
NetSuite
Oracle
Drift
Demandbase
Outreach
Lusha
Eloqua
Senior and Expert level
Boston

2-4 days a week in office (Waltham, MA)

ZoomInfo

Market intelligence and contact details database

Be an early applicant

ZoomInfo

Market intelligence and contact details database

1001+ employees

B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales

Be an early applicant

$124-170.5k

AWS
GCP
Salesforce
Hubspot
Unity
Snowflake
Marketo
Zapier
Pardot
Clearbit
NetSuite
Oracle
Drift
Demandbase
Outreach
Lusha
Eloqua
Senior and Expert level
Boston

2-4 days a week in office (Waltham, MA)

1001+ employees

B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales

Company mission

To unlock the growth potential of professionals and businesses with a modern end-to-end revenue operating system.

Role

Who you are

  • 6+ years pre-sales Solutions Architect, Technical Sales or Consulting experience in SaaS or enterprise technology space
  • Deep technical & operational discovery
  • Proven track record & measurable success collaborating with enterprise sales teams on deal cycles from opportunity qualification to close; understands value-based pricing and is comfortable providing input on how to increase profitability or deal size
  • Experience working with marketing and demand gen teams; fundamental understanding of ABM, display advertising, visitor identification, content personalization, chat; is comfortable providing input on how to execute omni-channel campaigns and optimize conversion throughout the funnel
  • Experience working with GTM operations teams; understands core concepts of data orchestration and is comfortable providing recommendations on best practices related to data enrichment, normalization, deduplication, segmentation, scoring, and routing to improve operational efficiency
  • Experience working with master data & data science teams; working knowledge and understanding of industry best practices in GTM data management, data modeling, systems architecture, integrations, emerging trends; and is comfortable providing input on ways to optimize data strategy
  • Experience designing solutions in a multi-platform/multi-product environment
  • Experience creating technical architecture, capability, and process workflow diagrams
  • Excellent interpersonal, communication and presentation skills; ability to organize thoughts and ideas into understandable terminology & presentation collateral
  • Customer obsessed mindset and outstanding problem-solving skills with a knack for interpreting obscure requirements and demonstrating tangible outcomes
  • Self-starter with a bias towards action, excels working in an unstructured environment and can quickly grasp technical concepts, multitask shifting priorities,and inspire others to drive outcomes
  • Ability to travel as needed
  • Comprehensive experience working with GTM Technologies & Data including but not limited to…
  • CRM (Salesforce.com, Microsoft Dynamics, Oracle/Netsuite, Hubspot)
  • Conversation Intelligence (Chorus, Gong),
  • Sales Automation (ZI Engage, Salesloft, Outreach),
  • Chat (ZI Chat, Drift),
  • ABM (6Sense, DemandBase),
  • Marketing Automation (Marketo, Eloqua, Pardot),
  • Data Providers (ZoomInfo, D&B, Neverbounce, Clearbit, Cognism, Lusha, Databook)
  • Experience with MDM, CDP & GTM Data Orchestration technologies & accompanying cloud infrastructure including but not limited to… (Snowflake, AWS, Google Cloud, DataBricks, Informatica, Reltio, Oracle Unity, Adobe Experience Cloud, Salesforce Data Cloud, Etc.)
  • Working knowledge of API’s, Embedded Integration Platforms (Zapier, Workato) & building bespoke integrations for GTM Systems (CRM / MAT / DWH / CDP)

Desirable

  • Expertise working with AI, LLM, & Machine learning tools
  • Experience with MEDDIC, Demo2Win, and Value Selling Methodologies
  • Experience building products, custom solutions, or integrations leveraging APIs

What the job involves

  • Partner with Sales, Solution Consultants and the customer to help build the business case and lead all aspects required to win the technical sale for hyper-targeted strategic accounts
  • Lead deep use case qualification and discovery sessions with diverse buying committees across multiple business disciplines at all management levels
  • Establish credibility as the customers go-to expert on use-case specific best practice & technical solution capabilities to ensure a best in class buyer experience
  • Design streamlined solutions to complex multi-platform / multi-product / multi-use case problems, catering best practice recommendations to the customer's infrastructure and ideal future state
  • Deliver engaging art-of-the-possible solution demonstrations & personalized collateral to prove concepts, shorten time to value, and articulate measurable outcomes
  • Provide product feedback in collaboration with cross-functional leaders on existing opportunities to improve pricing, packaging, feature functionality, design, delivery, enablement and overall go-to-market execution for our offerings
  • Illustrate to customers and prospects; Sales, Marketing and Operations audience-centric value propositions, persona driven capabilities, and interconnected technical use case applications to demonstrate ROI of the modern GTM approach against the cost of inaction
  • Collaborate on sales strategy & use discovery sessions, demos, and technology assessments as a sales tool for progressing existing opportunities and identifying additional cross sell-and/or up-sell opportunities
  • Participate in follow up on implemented solutions to gather feedback, increase utilization, and identify new opportunities that complement the work that was completed
  • Develop a detailed and ambitious Territory Plan in collaboration with senior leadership and use it to prioritize time spent on opportunities based on potential return on investment & complexity
  • Demonstrate subject matter expertise by proactively expanding multidisciplinary technical depth in related products, solutions, and best practices to create personalized collateral that speaks in the language of the customer
  • Maintain regular cadence with cross functional teams to share insights from the field, educate, plan and execute on joint strategies, content, product releases, and campaigns
  • Operate with the perspective and insight that the business needs, not just the technology or standard operating procedure, to establish the limits on what can be achieved

Our take

It was only a few years ago when B2B sales teams relied on warm introductions and contact books. Now, cloud-based CRM, automation and Big Data are critical tools for any selling process. ZoomInfo’s B2B contact base has played a massive part in that journey.

The company primarily helps salespeople find potential customers. Crucially, ZoomInfo then leverages technology to help make that approach as successful as possible. Think contact details of the most likely budget holder at that company, signal for when and how to approach and crucial updates on the company’s fortunes.

ZoomInfo has grown significantly over the previous few years and is now shifting its approach to pursue more inorganic growth through mergers and acquisitions, acquiring several companies in 2022, including the job recruitment website Comparably.

The risk for ZoomInfo is that these moves represent expansion beyond its traditional strengths in top-of-funnel customer acquisition. The company will need to ensure that it maximizes synergies in order to win in these markets. The company has expanded operations in India and is set to see further expansion, as indicated by its appearance on the Fortune Future 50 list of robust and growing companies in 2023.

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Freddie

Company Specialist at Welcome to the Jungle

Insights

Some candidates hear
back within 2 weeks

7% employee growth in 12 months

Company

Funding (1 round)

Jul 2004

$7m

SERIES A

Total funding: $7m

Company benefits

  • Benefits for the Best You - We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being
  • Base Pay - We attract and retain the best talent with competitive compensation that aligns with industry benchmarks and merit programs yearly for promotions and salary increases based on performance, time in role, and position to market
  • Bonus - When you crush it, we like to celebrate! Bonuses are awarded annually in connection with company and individual performance
  • Equity - We offer each employee a generous equity award in the form of RSUs, so they can directly feel the results and success of their hard work
  • Vacation & Time Off - We know everyone's needs are different so we offer flexible paid time off plans including an unlimited vacation option for many employees
  • Hybrid Working Model - We offer flexible hybrid remote working models to promote equity, employee wellness, and work life balance

Company values

  • We are Difference Makers
  • We are One Team, One Dream
  • We Define New Possibles
  • We Get Stuff Done
  • Out Bar is High
  • We are Fanatic About Our Customers' Success

Company HQ

Vancouver

Leadership

Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.

Salary benchmarks

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