Solutions Engineer

Smarsh; Pleasanton (CA); On-site; USD 115,000 - 135,000; Full time

Job summary

Smarsh in Pleasanton, California is seeking a skilled professional to own the technical aspects of the B2B sales cycle. In this role, you'll partner with internal teams to ensure successful client outcomes and contribute to lead generation and marketing initiatives.

The ideal candidate will have experience in solution engineering or familiarity with the Smarsh suite, strong presentation skills, and a problem-solving mindset. Salary ranges from $115,000 to $135,000 annually, with potential incentive pay based on performance.

Qualifications

• 1-2 years of solution engineering experience or familiarity with Smarsh products.
• Strong presentation skills to both executives and practitioners.
• Knowledge of business processes associated with compliance use-cases.

Responsibilities

• Work on revenue-generating deals with internal project support.
• Assist sales with discovery processes.
• Lead technical responses for RFI/RFP/RFQ/Infosec.

Skills

Solution Selling

Presentation skills

Domain knowledge of Compliance or IT

Strategic Thinking

Detail oriented

Education

Bachelor’s degree or equivalent

Tools

Salesforce

SharePoint

Smarsh suite of products

Job description

Summary

In this role you’ll own the technical and functional win in a B2B sales cycle. You’ll partner closely with the corporate sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines.

How will you contribute?

• Spend 50-70% of your time working on revenue generating deals, with the remaining time spent on supporting our internal projects, ongoing learning, and supporting cross‑departmental initiatives as needed.
• Assist sales with discovery process to identify quantifiable problems our solutions can solve.
• Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes and realize value.
• Lead the scoping and execution of validation events where appropriate.
• Take the lead on the technical responses associated with an RFI/RFP/RFQ/Infosec etc.
• Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc.
• Contribute best practices and content/collateral to broader presales and sales teams.
• Present professional services and success management offerings as part of a comprehensive solution.
• Support cross‑departmental projects like lead generation, event marketing, partner enablement, and sales enablement as needed.
• Travel as needed for internal/external meetings.

What will you bring?

• Familiarity with or hands on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience.
• An ability to demonstrate our products in a way to sells the value of our solutions aligned to a client’s business objectives and pain points.
• Domain knowledge of the Compliance or IT space.
• Strong presentation skills to both executives and practitioners.
• Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use‑cases.
• Industry knowledge (Financial Services and/or FED SLED highly desired).
• Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience.
• Strategic Thinking and a problem‑solving mindset.
• Operates with a high degree of independence and accountability, taking initiative to address gaps in preparation, communication, follow‑through, and sales partnership before escalating for support.
• Recommended Traits: Curiosity, effective time management, strong collaborative spirit, detail oriented, work with a sense of urgency, strong work ethic and an empathetic attitude.
• Bachelor’s degree or equivalent educational experience.
• Experience in SaaS a plus.

Salary and Benefits

Salary range: $115,000 – $135,000 per year. Incentive Pay may be available based on % of Annual Recurring Revenue and additional metrics as outlined separately. Smarsh offers Accelerators and Kickers based on quota achievement.

We value diverse candidates and encourage applications, even if you do not perfectly match the job description.

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with leading communications and cloud platforms, using AI/ML to help customers innovate. We are committed to diversity and inclusion and have been recognized as a Best Place to Work.