Enterprise Solution Engineer (Pre-Sales)

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!Your RoleAs a Zip Enterprise Solution Engineer, you are the primary pre-sales technical point of contact for the Zip solution suite. Your role is to be a champion for Zip, helping our prospects understand how our application will deliver value to their organization, and where Zip fits with their procurement and technical landscape. You are a partner in selling, fostering collaborative relationships with account executives and sales managers to drive deals to closure.You are a trusted advisor to our prospective customers, giving them confidence that Zip can address their pain points, and helping translate their needs to our post-sales solutions consultants to ensure a successful deployment. You are a subject matter expert on our solution’s capabilities and our roadmap. You funnel customer feedback to influence our product development efforts and help our sales partners understand how our newly developed solutions or enhancements are most effectively communicated.You are an innovative problem solver - applying that skill to both developing solutions for our customers as well as driving the growth of our Pre-Sales organization. You provide input and feedback to adapt and improve our sales motion as it evolves with our growth.You WillActively contribute to Zip’s sales efforts by supporting prospective customer-facing conversations, effectively conducting discovery, demonstrating our solutions, handling questions, and overcoming objections to help our prospects see the value in choosing Zip.Own responsibility for responding to customer asks, including follow-up questions, demos, RFx and IT security questionnaires.Build and develop custom demos that match customer requirementsLead, scope, and partner with Post-Sales to deliver POCsPartner with the Sales team to deliver on our sales objectives.Partner with the Post-Sales Solutions Consultants to ensure our customers experience a seamless transition from sale to onboarding - communicating their needs and objectives with proper expectations set for successful delivery.Deliver feedback to help us grow and evolve - on processes and products.Qualifications5+ years of experience in a solution selling environment or in a similar role with transferable skillsExperience selling to F500 clients and cross functional decision makers including C-level executivesStrong solution selling skills - able to articulate the value of software solutions to customers, with messaging focused on how a solution addresses customers’ core pain points in a way that differentiates the solutionFamiliarity with procurement and billing/AP spaceExcellent discovery skills - able to lead customers through focused conversations to uncover pain, value, and our path to sales successKnowledge of key principles of software integrations, including integration platforms and APIs.Has a st ... (truncated, view full listing at source)