Enterprise Solution Engineer (Pre-Sales)

Zip; United States; Remote; USD 180,000 - 265,000; Full time

Benefits offered by this job

Start-up equity

Full health, vision & dental coverage

Commuter benefit

Team building events & happy hours

Unlimited PTO

Apple equipment plus home office预算

401k plan

Job summary

Zip is seeking an Enterprise Solution Engineer to be the primary pre-sales technical contact for the Zip solution suite. You will champion Zip, help prospects understand value, and align with account executives to drive deals to closure.

As a trusted advisor, translate customer needs to post-sales solutions consultants for successful deployments and influence product direction with feedback. You will develop innovative demos and support sales while growing the pre-sales organization.

Qualifications

• 5+ years in a solution selling environment or similar role.
• Experience selling to F500 clients and cross-functional decision makers including C-level executives.
• Strong solution selling skills with messaging focused on how a solution addresses customer pain points.
• Familiarity with procurement and billing/AP space.
• Excellent discovery skills to uncover pain, value, and path to sales success.
• Knowledge of software integrations, including APIs and integration platforms.
• Has a strong solutioning mindset focused on helping customers envision needs.
• Skilled in troubleshooting technical issues.
• Self-starter able to quickly grasp new technology.

Responsibilities

• Support prospective customer-facing conversations, discovery, demos, and objections to show value.
• Own responses to customer asks, including follow-up questions, demos, RFx and IT security questionnaires.
• Build and develop custom demos that match customer requirements.
• Lead, scope, and partner with Post-Sales to deliver POCs.
• Partner with Sales to deliver on sales objectives.
• Collaborate with Post-Sales Solutions Consultants to ensure a seamless sale-to-delivery transition.
• Provide feedback to help grow processes and products.

Skills

Solution selling

Discovery skills

Executive engagement

Customer storytelling

Technical troubleshooting

Self-starter

Fast learner

Tools

REST APIs

Middleware tools

ERP integration

Job description

Location: United States

About Zip

Zip is the AI platform for enterprise procurement – built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before.

The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA.

Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company’s Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.

Your Role

As 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.

Candidates will ideally be located in the following cities: New York City, San Francisco, Toronto, Los Angeles, Chicago, Austin, Denver, Seattle, Boston, Philadelphia Phoenix, Atlanta, Washington, D.C.

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 IT security questionnaires.

Build and develop custom demos that match customer requirements

Lead, scope, and partner with Post-Sales to deliver POCs

Partner 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.

Qualifications

5+ years of experience in a solution selling environment or in a similar role with transferable skills

Experience selling to F500 clients and cross functional decision makers including C-level executives

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

Familiarity with procurement and billing/AP space

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 integrations, including integration platforms and APIs.

Has a strong solutioning mindset - focused on how to help customers envision how our solution meets their needs

Skilled in troubleshooting technical issues

Self-starter and quickly able to grasp new technology

Nice to Haves

Experience with demoing, implementing or administering key applications such as ERPs (Oracle, Ariba, Workday), CLMs, GRC, procurement or AP automation platforms.

Industry and / or solutioning experience with P2P / Fin-tech tools related to procurement, AP automation or payments.

Integration or development experience is a plus - especially with using REST APIs and middleware tools.

The salary range for this role is $180,000 - $265,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

Perks & Benefits

At Zip, we’re committed to providing our employees with everything they need to do their best work.

Start-up equity

Full health, vision & dental coverage

Commuter benefit

Team building events & happy hours

Unlimited PTO

Apple equipment plus home office budget

401k plan

We’re looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn’t exactly match up to our job description.

We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong.

We look forward to hearing from you!