POSITION: Pre-Sales Engineer
The role of Pre-Sales Engineer focuses on a consultative sales strategy supporting the sales team. The Pre-Sales Engineer is a key member of the team, who will travel/meet with prospective customers to understand user requirements. The role includes preparation of solution proposals and presentations back to the prospect. The ability to communicate effectively in the terminology of the prospect is important, as well as being able to communicate internally to Product Management and Development teams. It requires knowledge of Retail, Global Sourcing, and Technology.
Responsibilities:
- Work extensively with customers and prospects to understand the relevant business issues at a detailed level, diagnose business problems and customer pain points, craft solutions comprised of Arigo software and services offerings
- Diagnose customer pain points and quantify business impacts of problems
- Map customer pains to specific products/services and determine appropriate configuration
- Hands on application expert – typical software engineering background
- Production of responses to Requests for Information and Requests for Pricing
- Development of Industry specific and technical whitepapers
- Work with Sales Executives to provide product, business, and technical knowledge in support of pre-sales activities
- Liaison with Product Managers and Development to understand details of product direction and design, and communicate information back to sales organization
- Responsible for staying abreast of product roadmap, as well as understanding the scenarios, features, and functions within each of the products and how these are applied to address business and technical problems. This includes interacting with Product Management and Development on an on-going basis to stay current.
- Responsible for understanding business and technical problems addressed by the products, including key regulations, business drivers, evolving business needs, etc.
- Attendance at conferences; working with Subject Matter Experts, and researching to stay on top of changes in business issues/requirements/regulations/technology to understand market trends
- Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors
- Responsible for preparing for meetings and tailoring communications to address business needs of potential clients as part of the pre-sales process
- Responsible for providing feedback from the market to Product Management and Development regarding products, including coordinating gaps between product functionality and market/customer demands
- Responsible for working with Product Management to develop and deliver training on business problems, products, and messages for other team members
- Coordinate requirements for proofs of concept with Product Management/Product Development
- In conjunction with Sales Personnel, develop and conduct transition briefing – communicate commitments, expectations, customer organization, etc.
Skills Required:
- Self starter and self-managing business person
- Proven ability to manage a complex sales process involving multiple functional layers within a prospects organization (6-12 month sales cycle)
- Excellent personal relationship building skills (at a senior business level)
- 50% travel required
- Ability to articulate Arigo’s business value proposition and ROI at all levels
- Excellent team player and strong communication skills
- Ability to speak conceptually and consultatively; ability to address strategic business benefits, not just product features
- Demonstrable ability to meet key deadlines
- Excellent presentation skills, including the use of PowerPoint to develop presentation content
- Strong technical skills
- Strong writing skills; proposal preparation and bid management skills are paramount
- Understanding of major Retail and Supply Chain software
- Specific knowledge of North America retail industry, including key players in the industry
- Ability to work creatively with Consultant and Analyst partners
- Knowledge of structured sales techniques
COMPANY: Arigo is the leading provider of Global Product Sourcing and Trade Management solutions for retailers, brand owners, and wholesalers. Arigo's technology helps businesses optimize complex supply chain processes and visually manage assets to improve sourcing pipelines and product development processes. Annually, Arigo helps customers source over $100 billion in goods from over 50 countries; manage over 40 million SKUs; track over 2,000,000 million containers; provide production visibility and support into 75,000 suppliers; and manage critical information and assets efficiently across their entire organization.
The Company is primarily an Enterprise software solution provider with SaaS and subscription capabilities, providing Global Product Sourcing and Global Trade Management solutions to leading brand owners and importers. Arigo has a well-known, highly satisfied, Fortune 500 client list, including Staples, RadioShack, The Home Depot, Timberland, and many others. The Company is venture backed.
MANAGEMENT STYLE/CORPORATE CULTURE: This position reports directly to the VP of Sales. The ideal candidate is someone, who is entrepreneurial and self-motivated. This person must be a pragmatic team player, who can understand and support the overall corporate plan and resources, communicate clearly with the team and prospective customers throughout the sales process, and remain focused on the goal of achieving revenue goals, as well as presenting the right solution to the prospect.
LOCATION: This position is headquartered in North Billerica, MA, a suburb of Boston, MA.
COMPENSATION: This is a key position. Compensation is competitive and includes base, commissions, stock options, 401k, and full benefits package.
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