Solutions Engineer, Advisory

Job description

About Us Fieldguide is establishing a new state of trust for global commerce and capital markets by automating and streamlining the work of assurance and audit practitioners, specifically in cybersecurity, privacy, and financial audits. Put simply, we build software for the people who enable trust between businesses. We’re based in San Francisco, CA, but built as a remote-first company that enables you to do your best work from anywhere. We’re backed by top investors, including Growth Equity at Goldman Sachs Alternatives, Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more. We value diversity—in backgrounds and experiences. We need people from all backgrounds and walks of life to help build the future of audit and advisory. Fieldguide’s team is inclusive, driven, humble, and supportive. We are deliberate and self-reflective about the kind of team and culture we are building, seeking teammates who are not only strong in their own aptitudes, but who also care deeply about supporting each other’s growth. As an early-stage startup employee, you’ll have the opportunity to help build the future of business trust. We make audit practitioners’ lives easier by consolidating up to 50% of their work and improving work-life balance. If you share our values and enthusiasm for building a great culture and product, you’ll find a home at Fieldguide. About the Role: The Fieldguide Solutions Engineer is the primary solution lead with customers and prospects in all markets. Our customers are some of the nation’s top enterprise firms and the product they select will be rapidly adopted by practitioners, and will have lasting impacts to their growing organization. Fieldguide’s business growth relies heavily on acquisition of new customers in all markets, and hence this is a highly visible pre-sales role. As a Fieldguide platform expert, you will facilitate product demonstrations, convey our value proposition, and advise customers on industry best practices. The Solutions Engineer partners closely with Account Executives on all enterprise level customers. This role crafts impactful customer engagements that drive a high volume of adoption in a fast-paced environment. What You’ll Do: - 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 About You: - 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