Solution Engineer

Interested in a 🚀 startup experience? We’re scaling fast at Zip (YC S2020)! Zip is tackling the $50B+TAM space to transform the way businesses manage spend. We started Zip because we saw the challenges companies had using outdated 20 year old software to manage hundreds of millions of dollars every year. We are a small but mighty team that helped scale category-defining companies like Airbnb, Facebook, Salesforce, Apple, Quora, Pinterest, and Square.

We graduated from YC as part of the S20 batch. We’ve since raised $37m from YC, YC Continuity and a select group of strategic B2B SaaS angels, including the cofounders of Looker (sold to Google for $2.6b), Mixpanel, and Algolia. We’re growing quickly and need your help: we launched in early 2020 and are growing by 40+% every month.

Your Role

As a Zip 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 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 Will

• Actively 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 questionnaires.
• When necessary, execute a proof of concept with larger customers, partnering with our post-sales solutions consultants to deliver an end to end Zip solution with a limited scope.
• Partner with the Sales team to deliver on our sales objectives.
• Partner with the Solutions Consultants to help onboard customers - with a focus on integrations to third party tools.
• Deliver feedback to help us grow and evolve - on processes and product.

Qualifications

• Strong 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 solution
• Excellent discovery skills - able to lead customers through focused conversations to uncover pain, value, and our path to sales success
• Knowledge of key principles of software integration
• Has a strong solutioning mindset - focused on how to help customers envision how our solution would need to be set up to deliver on a customer’s needs
• Skilled in troubleshooting technical issues
• Self-starter and quickly able to grasp new technology
• At least 3 years of experience in a solution selling environment or in a similar role with transferable skills

Nice to Haves

• Integration or development experience a plus - especially with using REST APIs and middleware tools.
• Familiarity with procurement and billing/AP space
• Experience with implementing or administering key applications in our space: NetSuite, Coupa, Workday, Jira, ServiceNow, Ironclad, OneTrust, ProcessUnity, various SSO tools