Solution Engineer, Ottimate
$120k
+ Variable
Mid and Senior level
Remote in US
AP automation AI software
Job no longer available
AP automation AI software
201-500 employees
HospitalityB2BPaymentsSaaSAccountingAutomation
Job no longer available
$120k
+ Variable
Mid and Senior level
Remote in US
201-500 employees
HospitalityB2BPaymentsSaaSAccountingAutomation
Company mission
To make life a little easier for anyone eager to spend less time on AP and more time growing their business.
Role
Who you are
- The successful candidate brings deep product knowledge (preferably within the realm of ERP integration, automation, or payments technology) and strong technical background and combines it with excellent communication skills in order to explain complex concepts concisely, uncover unique customer needs, and position our business case while showcasing our product through seamless, value-based demos and professional presentations
- BA/BS degree with 3+ years’ experience working in a product/technical role as a SaaS solution engineer/sales consultant within the payments automation or ERP integration space
- Accounting, Finance or CPA credentials are preferred
- Excellent technical aptitude with ability to clearly and effectively convey highly technical concepts to technical and non-technical audiences during consultative, solution-driven conversations
- Executive Presence with strong presentation and public speaking skills, significant business acumen, and ability to influence customer stakeholders including C-level
- Demonstrated success leading integrations with ERP systems
- Strong problem solver with an innate ability to navigate obstacles and design innovative solutions and a passion for solving complex customer problems
- Highly organized with the ability to manage their own time efficiently and drive results
- Player Coach with ability to build process and strategy from the ground up and hire a team to act on significant business goals
- Familiarity and ease with technology, B2B technology applications and how payments technology platforms serve customer businesses
What the job involves
- Reporting To Joe Lombardi
- The Solution Engineer is a technical resource that bridges the gap between sales and technology by performing in-depth and value-based technical demonstrations of the Ottimate solution
- Your work will inevitably include contributing to sales presentations, workflow modeling, solution design and ensuring our customers and prospects fully grasp the value in our platform
- In doing so, you will be an integral partner to our sales team by providing support to close deals and hit our revenue goals
- Key to this role is an ability to understand Ottimate's technology, expertly communicate its benefits, and win the trust of both prospects and the product and technology teams of potential partners
- In addition, you will be heavily involved with integrations by distilling technical requirements and designing effective solutions in order to seamlessly integrate our product to ERP platforms
- Lead the technical sales process, providing pre and post-sales technical expertise as well as ongoing consultation to Ottimate clients and prospects related to our payments technology and ERP integrations
- Maintain expert-level knowledge of the application and technical features of our solution as well as understand possibilities and realities of tech-based integrations with our solution
- Build and present powerful demos and technical presentations that clearly communicate Ottimate’s value proposition, educate the clients on the technical capabilities, customer benefits, and unique features of the product, and are tailored to specific customer needs
- Answer any technical sales-related questions by speaking with confidence, knowledge, and credibility about what we bring to our customers
- Assist the Sales team in preparations and delivery of any pre-sales discovery and analysis including understanding pain points, desired outcomes, capability requirements, and metrics
- Remove barriers and overcome objections to secure the technical win in complex opportunities
- Leverage technical expertise to assist internal and partner sales teams in upselling new products and services to existing customers
- Coordinate internal cross-functional resources and orchestrate actions to help close deals
- Gather customer feedback and work closely with the product team to act as “voice of the customer” and enhance product offering
- Stay current on industry and competitive trends by analyzing competition and communicating market challenges and opportunities to leadership
- Collaborate with internal technical resources to continually develop and improve the client demonstration environment and processes
- Suggest solutions and innovative ideas to meet customer needs
- Attend and present at trade shows, user conferences, as needed
- Perform other duties as assigned
- You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference
- You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing
- You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution
Application process
- Applied
- The ball is in your court on this one. We look forward to reviewing your application and are happy to answer any questions that you may have throughout the application and hiring process
- Review
- Once we've received your application, a member of our team will review it. If you are a potential match, we'll schedule a call to learn about your skills and experience. Our goal is to review all applications within 24-48 hours
- HR Phone Screen
- During the initial phone screen, a member of our HR team will provide a brief overview of the role and discuss your background in further detail. Expect open-ended questions around your abilities and work style as well as a few questions to gauge your fit into Plate IQ's culture. The goal of this call will be to align expectations, ensure there is a match on both ends, and answer any questions that you may have
- Hiring Manager Review
- Because our hiring managers are the true decision makers, any decision about candidate progression comes directly from them. The hiring manager will review the initial interview feedback and determine whether they would like to advance you in the hiring process
- Interview with Hiring Manager
- This is probably the most important conversation in our hiring process. Our hiring manager will dig deeper into your past experiences, skills, and aptitude. At the same time, you will be evaluating them as a potential leader to grow and develop under. At Plate IQ, we understand the importance of this stage and our hiring managers strive to make thoughtful hiring decisions
- In that pursuit, our hiring manager may need a few extra days to make sure they are making the right decision for their team. We apologize in advance for any delay, we know the wait is excruciating, and we thank you for your participation in our hiring process
- Interview with Leadership Team
- The final stretch! At this stage, it's all about culture, excellence, vision, and your ability to add value while contributing to Plate IQ's ambitious growth and expansion goals
- Offer
- The most rewarding part of our hiring process, truly. After you sign your offer letter, we will conduct a background check and a member of our HR team will be in touch to kick off onboarding!
- Hired
- We look forward to officially welcome you to Plate IQ. We know you will do wonderful things here and are excited to witness your incredible achievements
Our take
Accounts payable is a cumbersome side of financial management for the hospitality and restaurant sectors. High volume of deliveries of variable frequencies and size, along with the substantial chance of damage to perishable items, means that keeping track of short-term credit to various sellers is a tricky business. With belts having been drastically tightened across the hospitality sector in recent years, labor-intensive paper invoicing and back-office administration no longer cuts the mustard.
Ottimate's (previously Plate IQ) solution is to effect digital transformation across B2B payments and accounts payable in the hospitality sector. The company’s VendorPay allows customers to make payments directly to over 200,000 vendors straight from their AP platform, thereby streamlining and resolving the late payments issue that’s been growing steadily in the sector over recent years.
Margins in the sector are famously tight, so even the most modest of operational improvements can make substantial gains for hospitality businesses. Indeed, over 30,000 restaurants, hotels and grocery chains across the US are using Ottimate’s platform, including leading brands such as Best Western, Holiday Inn and Foodtown.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Top investors
29% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Nov 2021
$160m
SERIES B
Mar 2017
$4m
SERIES A
Total funding: $164.5m
Company benefits
- Health & Retirement: We offer comprehensive medical, dental, vision coverage as well as a 401(k)
- Paid Time Off: We offer plenty of vacation and personal time off to give you the time to step away, unwind, and recharge
Company HQ
SoMa, San Francisco, CA
Leadership
Barrett Boston
(CEO)Previously CRO & Executive Officer for TriNet. Before that, they were the President of Americas with TravelClick and Vice President at IBM.
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