Fieldguide - Solutions Engineer, Advisory

• Effectively partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects • Build credibility with technical champion at the prospect company • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase • Increase sales velocity and contribute to closing deals • Participate and contribute to the enterprise sales process, product, or best practices initiatives • Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues • Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively • Successfully manage customer questions and objections and resolve concerns • Partner with Customer Success to enable complex onboarding of enterprise customers • Partner with Sales and Marketing on deal strategies, and with Engineering, Product, and Design teams to work through challenging technical problems • Engage with product management to provide insight into prospect and customer needs and industry trends, influencing the roadmap for market success • Ensure that the roadmap is clear to customers as required to influence buying decisions • Provide leadership by creating content and trainings for key areas • Work with the extended team to ensure that they are successful and learn from your expertise • Embody Fieldguide’s core leadership principles and cultural values • 3+ years of hands on customer facing enterprise solutions engineering experience, with demonstrated success persuading and influencing SaaS deals • 2+ years of experience in risk advisory or assurance is a must. • Experience walking through product demonstrations with C-suite executives while maintaining poise and confidence • Intrinsically motivated to exceed goals, you don’t get intimidated, but rather get excited by ambitious goals • Undeniable executive presence with acute attention to what to say, and perhaps more importantly, how to say it. You have excellent speaking and presentation skills and a unique savviness for networking in complex business situations • Sales process and infrastructure experience, including excellent working knowledge of at least one leading CRM (Salesforce, Hubspot, etc) • You are a team player, and you are mission-first. You’re joining a hard-working team that trusts each other deeply. We won’t compromise on this • Preferred: Industry knowledge of assurance and advisory services, preferably with exposure to cybersecurity or regulatory standards