Solutions Engineer, Smarsh
$130-170k
Cloud-based archiving and compliance solutions
Be an early applicant
Cloud-based archiving and compliance solutions
1001+ employees
Be an early applicant
$130-170k
1001+ employees
Company mission
To enable customers to take advantage of the latest communication and collaboration tools, while staying ahead of compliance risk.
Role
Who you are
- Bachelor’s degree in Computer Science, Information Technology, Information Systems, Statistics, Mathematics, Business or equivalent experience
- Experience in enterprise architecture, IT consulting, sales engineering or software engineering in an enterprise environment
- Professional demeanor with strong work ethic; self-starter; confident; creative and innovative with a passion for delivering technical benefits to sales prospects
- Understanding of Artificial Intelligence, Natural Language Processing, Machine Learning or Data Visualization
- Strong personal skills, able to build solid relationships with prospect’s senior business and technical teams
- Works collaboratively in a cross-functional environment with Smarsh’s product management, engineering and customer success teams, soliciting input when/as required
- Superb verbal and written communication skills, including the ability to gather, document and present the value of our solutions
- Adapt at overcoming prospect concerns and ensuring mutually beneficial outcomes from complex technology integration. Demonstrates credibility with prospects’ stakeholders on business and technical solution proposals
- Organization, prioritization and planning essential to concurrently deliver multiple projects
- Subject matter expert in the fields of Surveillance/Supervision, eDiscovery, Archiving, and/or unstructured data platforms is a plus
- Industry knowledge (Financial Services and other highly regulated industries)
- Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience
- Don't meet every requirement? Apply anyway! We value diverse candidates and encourage applications, even if you don't perfectly match the job description. Studies have shown that some strong candidates may self-select out of the interview process prematurely, at Smarsh we encourage an inclusive, high-performing environment
What the job involves
- In this role you’ll be the primary point of contact for the technical/solutions portion(s) of an enterprise, B2B sales cycle
- You’ll partner closely with the enterprise sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines
- Assist sales with discovery process to identify quantifiable problems our solutions can solve
- Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes
- Provide deep technical expertise in the sales process, thereby identifying and influencing requirements early in the process
- Have a deep technical understanding of Smarsh’s products and 3rd party integration; conduct technical presentations
- Influence and capture the prospect’s technical requirements, own the architecture blueprint and re-validate with the prospect
- Provide technical leadership during complex, enterprise-level Proofs of Concept engagements to meet the technical success criteria in a positive and professional manner that exceeds expectations and sets Smarsh apart from competitors
- Take the lead on the technical responses associated with an RFI/RFP/RFQ etc
- Prepare internal solution design proposals for complex deployments. Work with all departments to prepare for large and complex implementations, including knowledge transfer, integration design, and product gap analysis
- Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments
- Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc
- Contribute best practices and content/collateral to broader presales and sales teams
- Travel as needed for internal/external meetings – Roughly 30 / 40%
Our take
The emergence of new digital communication technologies provides businesses with a great opportunity for growth. But regulated businesses need to ensure they carry out communications monitoring, archiving, and compliance to stay on the right side of regulators. This can be difficult to do with new tech - to the extent that some businesses are hesitant to adopt it at all.
Of course, there’s a substantial appetite for ways to get around this obstacle and therefore reap the business benefits of modern comms. Smarsh provides just that, with its suite of archive, storage, and monitoring tools. In the two decades since its founding, the platform has netted over 6,500 clients including top worldwide banks, brokerage firms, insurers, registered investment advisors, and state and local government agencies in the US.
This puts Smarsh in a formidable position going forward. The issue the company addresses is only getting more acute as the volume of communications increases, more tech is brought to market, and the hybrid work model pushes more communications online. Smarsh’s extensive, top-tier global reach will help it field this growing market opportunity.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (2 rounds)
May 2015
$28m
LATE VC
Sep 2007
$15.6m
LATE VC
Total funding: $43.6m
Company benefits
- Healthcare insurance: We provide medical, dental and vision insurance and a flexible spending account that allows you to set aside pre-tax dollars to pay for eligible out-of-pocket expenses
- Personal time off: A healthy work-life balance is critical to your success at the office. Smarsh offers a "take-what-you-need" time off policy as well as flexible work arrangements
- Recognition: We're big on kudos for a job well done. Our employee recognition program enables co-workers to nominate their peers who best embody our core values for recognition
- Life and disability insurance: Fully paid life and disability insurance coverage is provided from the day you start your job
- Wellness program: You're happier when you're healthier. So we reimburse a portion of employees' monthly health club expenses
- Retirement savings: We match a percentage of your retirement savings contributions. Smarsh employer match invests immediately, so it's yours from day one
- Sabbatical: The Smarsh sabbatical program provides a time to recharge, study or simply a time to do something you are passionate about away from the workplace. Employees are eligible after six years of service
- Giving back: Through our community partnership program, Full Circle, employees make a positive difference and receive paid time off for Full Circle activities so they can support the organizations that matter most to them
- Employee assistance program: We offer free and confidential assessments, short-term counseling, referrals and follow-up services to employees for personal or work-related issues to support their mental and emotional well-being
- Cellphones: To support our mobile and geographically dispersed workforce, we offer corporate cellular plan discounts with both AT&T and T-Mobile
- Getting here and home: Biking and taking public transit to work is not only cool but a smart and green thing to do. Smarsh proudly reimburses for monthly transit costs and biking expenses
- Parental leave: We want to support our colleagues who are starting a family. Smarsh offers paid leave to help you welcome your new bundle(s) of joy into the world
Company HQ
Portland Downtown, Portland, OR
Leadership
Stephen Marsh
(Founder & Chairman)Previously worked on capital market systems at Fidelity Investments, and then moved to a Senior Product Manager role at CCBN. They are also a board member at The Wild, Asset Compliance Inc., and ComplySci.
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