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The Team:
The Revenue Department is critical to Enfusion's overall growth. Spread across five verticals, including Sales Operations, Sales, Solutions Engineering, Sales Development, and Partnerships, Enfusion Revenue is instrumental in broadening our existing footprint by delivering on strategic business initiatives.
The Role:
The primary goal of the Solutions Engineer is to understand and execute on the Enfusion sale methodology (MEDDPICC), act as a subject matter expert and consultative resource during the sales process, assist in discovery and the sales strategy to effectively discuss and demonstrate the Enfusion value proposition. Additionally, the role is a liaison to several key stakeholders within the organization outside of Sales which include (i) Onboarding, (ii) Marketing, (iii) Partnerships, and (iv) Product. The product mandate for this role will include:
- Provide Feedback on industry trends
- Identify product limitations which hinder Enfusion growth
- Assist in the GTM strategy through quantification of prospect & client demand of new features & modules
In this role you will act as the ‘trusted advisor’ and a consultative resource to both internal (e.g. Sales, Product, Account Management, etc.) and external stakeholders, assisting in driving new business from prospective and existing customer accounts, as well as meeting and/or exceeding all sales quotas to achieve revenue goals.
This is an exciting opportunity to join a fast-growing team with proven success!
What You’ll Do:
- Act as the primary technical point of contact for key stakeholders within institutional asset managers and asset owner prospective clients.
- Lead technical discovery sessions with prospective clients. Understand & document existing operating models, key business requirements and pain points.
- Evaluate customer business and technical needs with a consultative approach, collaborate with sales on the sales strategy, and prepare and deliver high quality, solution-led’ demonstrations and conversations to business and technical stakeholders from prospective firms.
- Field product requirements from prospective customers and interact with the product team when gaps exist.
- Leverage tools like Salesforce, Aha!, and Confluence to help drive quarterly reviews of the product strategy & limitations.
- Collaborate with the deal team to develop a competitive strategy to win the deal.
- Understand the competitive landscape and key differentiators of the Enfusion platform across the multiple lines of businesses Enfusion caters to.
- Continuously evolve domain expertise with respect to all current developments and enhancements to the Enfusion platform (SaaS and Managed Services).
- Prepare high-quality responses to RFI/Ps.
- Display strong technical acumen with an ability to confer with customers and assess their requirements.
- Effectively handle potential client objections and be able to adapt the demonstration of functional product capabilities to meet clients’ needs.
- Build trusted relationships with key internal & external stakeholders from procurement through delivery by demonstrating the benefits and value proposition of the Enfusion platform.
- Use quantifiable metrics to help potential or existing clients with a reduction in cost / time, and-or an improvement in scales and effectiveness by identifying and resolving for business operation pain-points.
What You’ll Need:
- 12+ years’ experience in a sales engineering or implementation role focused on front-middle office technology (Portfolio Construction, O-EMS, Portfolio Management, Analytics, Risk, and best practices across the value chain) serving traditional asset managers and asset owners.
- Experience in complex, Enterprise sales in FinTech space (Enterprise solutions and services to the front, middle and back offices of Traditional Asset Managers & Asset Owners).
- Strong understanding of traditional asset manager and asset owner operating models, the investment management lifecycle and vendor landscape by the different personas.
- Excellent communication, presentation and collaboration skills.
- Experience with RFI/RFP processes.
- Willingness to travel onsite to meet with prospects and clients.
- Ability to work with internal stakeholders to quantify and assist with product direction via the analysis provided within this role
