Customer Solution Engineer

Company OverviewAt Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.The Team & RoleOur growth story is only just beginning and our Customer Solution Engineering team is pivotal in sustaining our rapid growth across the globe. We are looking for a highly collaborative, outcome-oriented Customer Solution Engineer, to help us bring home the technical win and take on this huge market opportunity.Working hand in hand with our Account Executives, you’ll solve some of the most interesting business-critical challenges and transformations. You’ll focus on prospects and customers; helping them embrace digital transformation, to be disruptors, and avoid being disrupted. As the CEO aka “ZEO” of your domain, you’ll become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel. You’ll leverage your technical prowess to knock out the competition and demonstrate how Zuora allows the world’s largest companies to unlock new growth in the new world of total monetization.This is a remote position, so you’ll be working remotely while occasionally getting together with your team for office visits, events, or offsites. Of course, you’re welcome to come into the office more often if you’re nearby.What you’ll doComplete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s products, services, unique solutions, and technical capabilitiesOwn the technical relationships with a deep understanding of customer needs and constraintsOwn adoption and the technical health of the customerDeliver product demonstrations and technical presentations to a C-Level audience and articulate how Zuora’s platform will allow their business to succeed and growCreate end-to-end use case-specific demonstrations mapped to prospects’ strategic objectives across industriesSecure technical wins by differentiating Zuora against the competition, handle technical objections and mitigate any concerns that might block a deal from closingAct as the front-line liaison to our product management team by informing our product roadmap based on prospects’ needsOwn making sure the customer is realizing value against their expectationsResponsible for defining & monitoring the business case and KPIs in the account planHelp shape commercial strategy and technical action planHelp identify white space including the extension of our footprint & capabilities and expansion into new BUsCommercially present solutions in easy-to-grasp waysCoordinate resources from across Zuora & partners from a technical standpointWork with product & solution mgmt to share the context (why) behind customer requests and potential applicability to others in a segmentManage escalations internally and externally with support from AEs and Customer Support to identify a root cause and action planAsk for customer reference after milestones are delivered, with follow-up support from AEs and customer advocacyCollaborate with solution architects in overall design and approachSupport sales and marketing at field events with product demonstrations and technical subject matter expertiseRespond to technical elements of RFI’s / RFP’sTravel throughout your sales territoryYour experience3+ years of relevant regional experience in Sales Engineering (presales, solution consultant, solution architect) within a SaaS business application software environment (ERP/CRM/EPM etc)Self-motivation and the desire to learn and become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel in The Subscription EconomyExcellent presentation skills and the ability to drive discussions for both small and large groups within organizationsStrong business value selling experience and familiarity with SaaS and Cloud technologyAn understanding of subscription and recurring revenue business modelsExperience working with a diligent sales process methodology (MEDDIC, Value Selling, etc.)General understanding of API development and various coding languages (php, ruby, java, etc.)Bachelor's Degree and/or relevant FinTech experience#ZEOLife at ZuoraAs an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs#J-18808-Ljbffr