Solutions Engineer (Sales Engineer)

SCRAM Systems - Denver, CO

30+ days agoFull-time
Job Description:
The right candidate will have, demonstrable on the resume, extensive experience in the use or training of case-management software. You will have worked with this case management software in a capacity tangential to the corrections industry, such as probation, parole, or pre-trial. You must have either trained people how to use case-management software, or been heavily involved in the evaluation of a variety of case-management software packages. Finally, you will be technically astute and personable, able to explain complex technical concepts to non-technical people in a way that they will grasp the benefits of using case-management software.

POSITION PURPOSE

We are currently searching for a Solutions Engineer, somebody with extensive experience using case-management software, preferably in the pre-trial, probation, or parole sectors of criminal justice, followed by experience training or implementing case-management software with end-users. You must be friendly, informed, and able to explain complex software solutions to non-technical, case-management-using end users. This job will require extensive travel to go on-site with end-users of case management software, and you will be the face of the company.

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Software Solutions Engineers, often synonymous with Sales Engineers, are the primary technical resource for the field sales organization. They are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for our software products. Requisite experience for this position include:

Solutions/Sales Engineer for a justice-related Case Management Software
Product Manager for a justice-related Case Management Software

And/or:
Community Corrections Supervisor or above with experience in selecting, implementing and/or training in pretrial, probation or parole-specific Case Management System(s).
The Software Solutions Engineer must be able to articulate our software technology and product positioning to both business and technical users. Primary duties include:

Assisting the field sales team in software demonstrations, and pre-sale or RFP presentations. This requires a deep understanding of the community corrections environment at the federal, state and local level
Message development and delivery for the end user.
Internal product support (market requirements, testing, launch plans, etc.)
Internal trainings, customer training and webinars, and sales training
ESSENTIAL FUNCTIONS AND BASIC DUTIES

Be the technical point person for the sales team relative to software functionality, demonstrations, industry trade shows, workshops, customer discovery meetings, etc.
Responsible for representing our product line in the field through technical sales support activities
Responsible for development and delivery of excellent product demonstrations
Able to respond to functional and technical elements of RFIs/RFPs
Able to convey customer requirements to Product Management teams
Support the sales organization, RSMs and AMs in the execution of technical sales demonstrations, maintaining customer satisfaction with products, assisting with the research and resolution of high level technical issues within key accounts.
Assess the state of existing customer issues to better understand product enhancement opportunities and project prioritization.
Support Engineering and Network Development efforts by being a key interface between the market and the organization.
Dissect contracts and RFPs for relevant competitive information – pricing, expiration dates, functional specifications, competitive positioning.
Maintain a working knowledge of procurement law, industry standards and evaluation processes of Requests for Proposal (RFP) impacting current and competitive contracts.
Utilize the target opportunity lists created by the Product Marketing Manager to assist our field sales team in developing strategy for both competing and incumbent contract opportunities.
Aid in the development of market sizing, competitive functionality, gap analysis and industry pricing trends.
Aid in the development of sales tools – maintain a working product demo environment and demo equipment, mobile devices, competitive handbook, target lists, PowerPoints
Maintain a working knowledge and understanding of product roadmap and project timelines
Able to travel throughout the nation and abroad.
PERFORMANCE MEASUREMENTS

Timely execution of all externally facing field support activities –product demos/presentations, key account product satisfaction/issue resolution, RFP strategy.
Timely execution of internally facing product/market related projects – software development support research and market analysis projects.
Timely execution of key projects as defined by Executive Team aimed at reaching market share imperatives.
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Required Experience:
Bachelors’ Degree in Criminal Justice, Business, Computer Science or related field preferred

Required Knowledge:
Excellent knowledge of company products, positioning and services.

Strong understanding of competitive positioning and competitor product lines (community corrections case management systems).

Strong understanding of customer buying/procurement process, Requests for Proposal (RFP).

Strong knowledge of sales strategies and techniques.

Experience Required:
5+ years of experience in the community corrections or other justice-related field.

3 – 5 years in a case management company or extensive experience selecting, using, training, case management software.

Experience and success with technical software product demonstrations a must.

Experience and familiarity of our products and line of business a plus.

Skills/Abilities:
Making the complex, simple – ability to take complex ideas and explain in beautifully simple terms.

Being creative, with technical ability – a natural catalyst for communication in the organization.

Strong interpersonal skills.

Strong presentation skills in both hardware and software demonstrations.

Being a great story teller.

Demonstrated time-management skills.

AFFIRMATIVE ACTION EQUAL OPPORTUNITY EMPLOYER

IND1
Keyword: Solutions Engineer, Sales Engineer, RFP, RFI, Case Management, product positioning, software
From: SCRAM Systems