Solutions Engineer partnering with Sales to drive new business for Commercial customers at Tailscale. This role blends deep networking expertise with strong sales acumen to win competitive deals.
About the role
- Senior Solutions Engineer responsible for driving technical success in Geotab's strategic opportunities. Collaborating with partners and delivering effective solutions to enhance business growth.
Responsibilities
- Develop and maintain expert-level knowledge of the Geotab ecosystem, serving as a Subject Matter Expert (SME) to empower end-users and partners and enhance their understanding of Geotab solutions.
- Engage and collaborate with strategic partners and key end-users to optimize their utilization of Geotab's technology, products, and solutions, tailoring the approach to meet their complex and specific needs.
- Collaborate with the Geotab revenue generating teams as a key technical resource to identify and deliver effective solutions for customer challenges, by working closely with them and their partners, contributing to sales growth, ecosystem expansion and customer retention.
- Drive revenue growth by translating complex technical capabilities into tangible business value for prospective clients. Conduct in-depth discovery and requirements analysis to design and deliver compelling technical demonstrations and pilots that directly align with customer needs and accelerate deal closure.
- Ensure partner and end-user satisfaction through prompt and accurate service, bolstering internal team support by providing additional insights and know-how.
- Support Geotab’s partner upskilling, driving them towards excellence to support customers across unique channels, using best practices, and leveraging a deep understanding of industry verticals.
- Assess and analyze complex partner and end-user business challenges, identifying Geotab’s viability and proposing alternative approaches when necessary.
- Contribute to the continuous improvement of the company's offerings by providing partner and end-user feedback, providing opportunities to collaborate with Product.
- Keep and maintain accurate documentation and records of customer/partner engagements, complex solution designs and deliverables by following department processes and procedures.
- Manage high-impact projects, highly strategic customers/partners, collaborating closely with partners, third-party integrators, and customers to ensure seamless implementation, deployment, and success.
- Create and contribute to processes and procedures, handle escalations, identify areas for change and drive the change.
- Mentor and support Solutions Engineers and other team members, sharing knowledge, expertise, and best practices to promote skill development and professional growth.
Requirements
- 5-8 years of experience in a relevant technical field, such as software engineering, data analysis, or systems integration, with a focus on customer-facing roles.
- Expert-level technical knowledge and understanding of telematics, IoT, APIs, and related technologies.
- Experience with programming languages, such as Python, SQL, Java, or C#, and extensive experience with API integrations.
- Ability to work with Agile Work Management, Ticketing and Customer Relationship Management tools like JIRA and Salesforce.
- Familiarity with data analysis tools and techniques, as well as data visualization tools like Superset or Power BI.
- Effective problem-solving and critical thinking abilities, with the capacity to assess customer challenges and propose viable solutions.
- Ability to collaborate effectively with cross-functional teams, including sales, product development, and customer support.
- Strong communication and presentation skills, including the ability to articulate complex concepts to both technical and non-technical audiences.
- A customer-focused mindset, with a commitment to understanding complex client needs and delivering exceptional service.
- Advising on business impacts, strong understanding of industry changes, trends, emerging technologies and the flexibility to adapt to growing market demands.
- Ability to utilize market trends and a desire to drive revenue growth.
- Experience with sales or business development, particularly with indirect sales channels, with the ability to identify and pursue potential opportunities.
- Time management and organizational skills, with the ability to manage multiple high-impact projects and priorities simultaneously.
Benefits
- Flex working arrangements
- Home office reimbursement program
- Baby bonus & parental leave top up program
- Online learning and networking opportunities
- Electric vehicle purchase incentive program
- Competitive medical and dental benefits
- Retirement savings program
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