Senior Solutions Engineer - Construction Vertical

Sales Engineering Remote, United States


Egnyte is seeking a candidate with a background in Architecture, Engineering and Construction (AEC) to join our growing team of Solutions Engineers (Pre-Sales Engineers). Experience working with BIM/VDC solutions including, but not limited to, BIM360/Build and Revit, and other design tools (e.g., AutoCAD, Civil 3D) or management solutions is strongly preferred. Prior software sales experience also considered, but industry experience is strongly preferred (e.g. MEP & FP Specialty Contractor).

The Solutions Engineer is a creative thinker that acts as the "Liaison” between Sales, Product, Marketing and the Customer by identifying and removing any potential roadblocks early in the sales process while creating detailed specifications agreed upon by both Egnyte and the client. You’ll manage customer pilots, prospect demonstrations and POCs, including hands-on installation and configuration of Egnyte and third-party products. You’ll develop deep knowledge of the Egnyte platform, competition, integrations and our customer industries.

Your Responsibilities (but not limited to):

  • Understand our customers’ businesses and challenge their ideas of the status quo
  • Be the technical lead in customer engagements in partnership with the sales team to gain technical fit through a consultative sales approach
  • Proactively identify and address customer's technical needs and objections to drive sales
  • Prepare and deliver technical presentations and solution proposals by matching specific client business requirements into effective technical solutions, with a focus on Egnyte’s products and services.
  • Maintain high level knowledge of technical strengths and weaknesses of the competitor's products and what strategy Egnyte should develop to counter.
  • Maintain deep knowledge of all Egnyte products/services, competitive product lines and platform integrations through self-education and Egnyte’s enablement resources.
  • Perform technical benefits assessment for customers by gaining detailed understanding of their environment. 
  • Lead RFI, RFP and Security Questionnaire response completions.
  • Travel to customer sites, Egnyte internal meetings and trade show/conferences, if needed

Your Qualifications:

  • 5+ years of industry experience working with BIM products and platforms (e.g. Revit, BIM360), Bluebeam, AutoCAD, Civil 3D, etc, and interfacing with digital construction during design, construction and handover activities.
  • Curiosity about technology, and passion to both learn and share with peers and customers
  • Ability to work with all levels of customer roles up to and including the CIO, CTO and BIM/VDC Manager
  • Strong people orientation with the ability to listen, work, resolve and prioritize issues to achieve customer satisfaction
  • Ability to work in a highly collaborative team environment
  • Strong presentation skills and ability to sell effectively in front of a mixed technical and non-technical audience
  • Ability to quickly assess the critical elements of a situation and decide and execute appropriate action
  • Broad knowledge of SaaS, infrastructure, network, authentication, security and associated collaboration and governance technologies.
  • Strong experience with process-centric solution selling (aka consultative- or value-selling)
  • Appreciation of and experience with the entire sales cycle including pre-sales, deployment, customer success and retention is preferred

Bonus Skills/Qualifications:

  • Bachelor’s degree in Civil, Structural, Architectural Engineering or similar course of study is preferred – equivalent professional experience will be strongly considered