Customer Solution Engineer (New Business)

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Requirements:

• 6+ years of relevant experience in Sales Engineering (presales, solution consultant, solution architect) and/or an operational finance role (financial analyst, billing specialist, accounts receivable specialist, treasury analyst)
• 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 Economy
• Excellent presentation skills and the ability to drive discussions for both small and large groups within organizations
• Strong business value selling experience and familiarity with SaaS and Cloud technology
• An understanding of subscription and recurring revenue business models
• Experience 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

Responsibilities:

• Complete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s products, services, unique solutions, and technical capabilities
• Own the technical relationships with a deep understanding of customer needs and constraints
• Deliver product demonstrations and technical presentations to a C-Level audience and articulate how Zuora’s platform will allow their business to succeed and grow
• Create end-to-end use case-specific demonstrations mapped to prospects’ strategic objectives across industries
• Secure technical wins by differentiating Zuora against the competition, handle technical objections and mitigate any concerns that might block a deal from closing
• Act as the front-line liaison to our product management team by informing our product roadmap based on prospects’ needs
• Own making sure the customer is realizing value against their expectations
• Responsible for defining & monitoring the business case and KPIs in the account plan
• Help shape commercial strategy and technical action plan
• Help identify white space including the extension of our footprint & capabilities and expansion into new BUs
• Commercially present solutions in easy-to-grasp ways
• Coordinate resources from across Zuora & partners from a technical standpoint
• Work with product & solution management to share the context (why) behind customer requests and potential applicability to others in a segment
• Manage escalations internally and externally with support from AEs and Customer Support to identify a root cause and action plan
• Ask for customer reference after milestones are delivered, with follow-up support from AEs and customer advocacy
• Collaborate with solution architects in overall design and approach
• Support sales and marketing at field events with product demonstrations and technical subject matter expertise
• Respond to technical elements of RFI’s / RFP’s
• Travel throughout your sales territory