Principal Solutions Engineer

8 hours ago

Sydney NSW Australia Melbourne VIC Australia RecordPoint Full time $120,000 - $180,000 per year
RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset. 
Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, Pacific Gas & Electric (PG&E), and Delaware Life.  
But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 100+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better.  
While we've got all the perks you'd expect — think truly flexible work arrangements, generous paid parental leave, 4 weeks annual leave and Employee Share Options — you might find that the greatest benefit of all, is the team you join. 
In this role, you will work closely with the sales team throughout the sales process and beyond to consult with potential customers on how best to utilise the RecordPoint platform. You will be challenged to find unique and innovative solutions to customer problems, and designing and presenting these to the customer. You will work collaboratively with all elements of the business to provide a comprehensive and compelling story about RecordPoint, our products and our services to the world. You'll own the technical sales elements, from GTM assets and technical sales material through to implementation plans and solution designs, and be an evangelist for RecordPoint in the community. You will do:
  • Work with customers of all sizes to identify their pain points and use-cases that RecordPoint can assist with
  • Identify novel use-cases, and design and build effective solutions and material for these
  • Present to customers, both in person and remotely, to demonstrate our platform and solutions
  • Create and develop technical solutions and POCs, leveraging the engineering team where needed
  • Prepare commercial proposals and respond to RFPs, RFIs and other proposal requests
  • Work with the sales teams to chase leads, convert customers, grow sales and upsell to existing clients
  • Assist with identifying product enhancements and sharing these with the product, marketing and engineering teams
  • Engage with existing customers to accelerate deployment and contribute to successful outcomes
  • Promote RecordPoint and its developer platform at events, including conferences, tech meetups and user meetups
  • Continuously develop, maintain and enhance technical sales assets and materials, and internal documentation
  • Assist with the qualification of potential leads where technical expertise is required
You'll be responsible for:
  • Conversion - conducting the investigation that helps move leads through the pipe from Sales Qualified to Closed Won.
  • Experience - customer satisfaction and buy-in for the product and solution as influenced by your work
  • Enablement – work with the other field teams to facilitate a great customer experience and mutually beneficial outcome.
  • Presentation – Development and delivery of technical demonstrations addressing problem sets and demonstrating value.
  • Value Analysis – Assistance with qualification and ongoing analysis of client needs, fit and roadmap.
  • Learning – constant thought leadership and contributions to RecordPoint's pre-sales functions
You will bring:
  • Previous experience in a solutions or sales engineering role at a fast-growing SaaS technology company that has a market presence in government, finance or highly regulated industries is preferred
  • A combination of strong technical skills with good interpersonal and communication skills
  • A commercial mindset and be passionate about finding innovative technical solutions to solve problems
  • Strong presentation/demonstration skills, effectively working directly with prospects, customers, and executives
  • Ability to manage a high volume of activities with varying priorities
  • Excellent analytical and problem-solving abilities
Your background might include:
  • Experience working in the Enterprise Content Management (Content Services) industry
  • Experience leading enterprise SaaS technical sales, implementations and/or equivalent Professional Services experience
  • Exposure to Pricing, Revenue Management and Quote/Bid practices
  • Deep knowledge of Records Management, Privacy and Data Compliance principles and how they relate to the needs of enterprise and government customers
  • Understanding of enterprise application concepts, architecture and database objects, and integration technology capabilities
  • Experience working with enterprise clients in highly regulated industries e.g.. Government, Finance, Oil & Gas
  • Bachelor's or Master's degree in computer science or related field
$200,000 - $250,000 a year Salary ranges are a total On Target Earnings (OTE) number that is inclusive of a base salary and commissions component. Commissions are uncapped and capable of being exceeded. RecordPoint also offers Employee Share Options for staff as part of our long-term incentives program.
Know more: By checking us out on all the usual platforms, and especially our About Us  or our Life at RecordPoint blog:  
How to apply: Click the 'apply now' button send us your CV. RecordPoint is an equal opportunities employer. We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry. If you want to know what to expect from a RecordPoint application process, read more here:
No recruiters please, we've got this one covered. You will need to pass a police background check to be eligible for employment at RecordPoint. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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