Associate Solutions Engineer - IBM i

Fortra; Clifton (TX); Remote; USD 90,000 - 120,000; Full time

Job summary

Fortra is seeking an Associate Solutions Engineer to join the Sales team. This role focuses on pre-sales activities, understanding technical and business needs, and demonstrating product capabilities to prospective customers.

You will design tailored proposals, participate in webinars and events, and help drive business growth while building trusted client relationships. The role supports remote work with a focus on U.S. hiring markets.

Qualifications

• Bachelor's degree in Computer Science or Information Technology is required.

Responsibilities

• Partner with sales representatives and collaborate on activities with prospective customers.
• Conduct pain-discovery to understand customer needs and articulate solutions.
• Develop, present, and deliver high-impact product demonstrations.
• Own the customer evaluation process for proposed products, including trials and proofs of concept.
• Address objections during the sales process and collaborate with teams to remediate.
• Build and present customer proposals showing benefits of our solutions to all levels including C-suite.
• Estimate professional services effort and develop project plans for successful deployments.
• Maintain knowledge of the product portfolio and identify cross-selling opportunities.
• Represent the company at industry events and webinars.

Skills

Technical aptitude

Communication skills

Relationship building

Education

Bachelor's degree in Computer Science or Information Technology

Job description

Whether you're an experienced professional or just getting started, your contributions matter at Fortra. If you're passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York-New Jersey-Connecticut tri-state area.

We are seeking a technically skilled and collaborative Associate Solutions Engineer to join our Sales team. In this role, you will play a key part in pre-sales activities by working closely with prospective customers to understand their technical and business requirements and demonstrate product capabilities. You will help design tailored solution proposals that deliver maximum value to the customer. Additionally, you will contribute to marketing initiatives such as webinars, tradeshows, and content development. This position requires strong technical aptitude, excellent communication skills, and the ability to build trusted relationships with clients while supporting business growth.

WHAT YOU'LL DO

Sales Activities

• Partner with sales representatives and collaborate on activities with prospective customers.
• Conduct pain-discovery processes to understand customer needs and articulate solutions that best address those needs.
• Develop, present, and deliver high-impact product demonstrations.
• Own the customer evaluation process for proposed products and solutions, including executing trials and proofs of concept.
• Identify technical and functional objections during the sales process, develop creative solutions, and collaborate with the appropriate teams on remediation.
• Build and present customer proposals, articulating the benefits of our company and demonstrating how our solutions address customer needs at all levels, including C-level executives.
• Estimate professional services effort and develop project plans, when needed, to support successful customer deployments.
• Understand the competitive landscape and use that knowledge to differentiate our solutions during the sales process.
• Maintain knowledge of the company's portfolio to identify and generate cross-selling opportunities.

Partnership Activities

• Collaborate with partners on activities such as customer visits, demonstrations, proposals, events, and other initiatives.
• Support the partner recruitment process and participate in calls with prospective partners.
• Participate in partner enablement activities, including technical training and functional enablement.
• Deliver technical presentations and respond to technical questions during sales calls.

Industry Events

• Represent the company at trade shows, user group events, conferences, and virtual events.
• Deliver presentations at industry events, as applicable.

Product / Technical Marketing

• Participate in webinars on specific products, solutions, or technical topics.
• Assist with outbound activities supporting the launch of new products and releases.
• Serve as a market expert on assigned products, including how customers use them, how competitors position against them, and how the field sells and services them.

QUALIFICATIONS

• Bachelor's degree in Computer Science, Information Technology,