Solutions Engineer, Downmarket (Pre-Sales) - EMEA

Solutions Engineer, Downmarket (Pre-Sales) - EMEA At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Solutions Engineer, you'll serve as a trusted technical voice, guiding customers and prospects toward clarity, feasibility, and alignment on the end-to-end solution. You are critical to scaling our go-to-market motion by leveraging your deep technical expertise to create leveraged solutions. You’ll be an integral part of the Sales team, working to ensure technical fit and create innovative solutions for our customers. Your attention to detail, focused on customer needs, will ultimately improve retention and overall success. This role will be based from our Dublin office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday. What you’ll do as a Solutions Engineer at Vanta: - Scale Technical Knowledge: Design, build, and maintain a library of self-service technical assets, including automated demos and solution guides, to scale technical knowledge across the Account Executive team. - Technical Partnership: Serve as the primary technical partner and coach for Account Executives, driving their self-sufficiency in discovery, technical qualification, and demo delivery. - Process Optimisation: Streamline and standardise the technical pre-sales process to efficiently support a high volume of new business opportunities within the segment. - Expert Support: Provide specialised technical support for highly complex or strategic deals that require deep expertise. - Product Expertise: Develop a deep understanding of our product capabilities, integrations, configurations, partner ecosystem, and competitive landscape. - Market Feedback: Systematically gather and synthesise market feedback from the Sales team to the Product organisation, ensuring functionality prioritises the needs for scalable solutions. - Cultivate an environment of teamwork, openness, creativity, and continuous improvement. - Creatively identify and help drive new programs to improve the pre to post-sales transition How to be successful in this role: - Must be able to work in our Dublin office 3 days a week (Tuesday, Wednesday and Thursday). - Have 5+ years of customer-facing, technical experience as a solutions engineer, sales engineer or equivalent title, with previous B2B SaaS experience. - Scalable Solution Design: Proven ability in leveraging technical proficiency to design and implement scaled pre-sales solutions (e.g., automated demo platforms, self-service content) that reduce reliance on direct SE support. - Strategic Problem Solver: Possess deep technical proficiency to identify and validate technical, operational, and business pain points, driving clarity on solution requirements (Viable Solution Win). - Exceptional Communicator: Exhibit outstanding communication, storytelling, and active listening abilities, capable of delivering tailored, high-impact demonstrations that reinforce the sales narrative (Command of the Message). - Customer-Centric Advocate: Lead with empathy and curiosity, focusing on strategic discovery to uncover the why and urgency behind customer needs and tying every technical detail to measurable buyer impact (Desirable Solution Win). - Technical Coaching: Outstanding communication and presentation skills focused on technical coaching and development of Account Executives on technical concepts and standardised demo execution. - Process Optimisation: A strong bias for automation and process improvement to quickly streamline and standardise technical qualification and solutioning in high-velocity sales cycles. - Technical Proficiency: Deep understanding of Vanta’s product, core v ... (truncated, view full listing at source)