Senior Solution Engineer (US)

Job Description

Purpose of the Role

Reporting to the Global Head of Solution Engineering, you will play a critical role in building Peak into the global leader of AI applications. As the Head of US Solution Engineering & Operations, you will lead the team responsible for the technical selling of Peak’s AI applications and customer enablement during implementation. You will lead the US commercial and technical strategy for Solution Engineering, defining best in class technical sales strategies for US customers and overseeing US prospects and deal progression. This role will also act as a critical point of continuity for the customers as they onboard Peak, overseeing the implementation of applications by Peak’s Professional Services team, acting as a key point of contact for the customer, whilst leading the technical growth strategy with Peak’s current customer accounts in the region.

We’re looking for someone who knows how to lead commercial and technical workshops with business executives and industry experts, engaging stakeholders and helping them understand where their journey with Peak could begin. You will have a strong technical understanding of our AI applications and architecture, and be able to guide the customer to the right product and implementation strategy that Peak offers. You will be able to demonstrate Peak’s AI capabilities through product demos, create robust value propositions and well-defined scopes.

You will also be responsible for supporting the wider organisation grow our current accounts through technical alignment with our customers data and AI roadmaps. This includes leading activities such as executive workshops, discovery sessions and lead demos for our enterprise customers, whilst providing thought leadership by staying up-to-date with the latest AI technologies and best practices.

As well as building a team of Solution Engineers, you will collaborate with other teams such as Professional Services, Product and R&D providing market feedback of our customers and prospects so that Peak can provide a market-leading AI offering in future. You must have a track record of supporting Solution Engineers to deliver high quality technical scoping, a passion for developing a team to perform at its very best, and a strategic mindset to further improve the Solution Engineering team & Peak’s AI applications.

Key Responsibilities
• Line management responsibility for a team of Solution Engineers. Act as a mentor for the team, sharing expertise to support their development as leaders, and ensure all prospects receive a high quality customer experience.
• Support Solution Engineers on sales opportunities, in particular more challenging, higher value or at risk customers.
• Lead key strategic sales opportunities to ensure the highest chance of conversion.
• Working with key customer accounts to embed Peak as their AI partner to expand and grow revenue.
• Act as a point of contact for the customer during implementation to help mitigate implementation risks and remove delivery blockers.

Additional Responsibilities

Sales opportunities
• Ensure Solution Engineers are maintaining a high standard of outputs within the sales team; this includes workshops, demos, proposals.
• Review statements of work and scope to ensure we have correctly recognised the opportunity, potential customisations and required information for the proposal
• Identify, mitigate and escalate risks with customer projects and sales opportunities when required & proactively work with others to resolve these issues
• Contribute to deal and pipeline reviews to support deal progression
• Run high quality narrative-driven and technical demonstrations of Peak’s end to end platform and applications.
• Provide support in shaping enterprise architecture considerations when formulating proposals with technical personas such as CIOs and CDOs.

Implementation and Account Growth
• Work with Account Management, Professional Services and Product teams to identify new opportunities for our customers.
• Enable the team to proactively embed themselves with customer technical teams and strategy.
• Lead exec AI education and discovery sessions to solidify Peak as the customers AI partner of choice.
• Guide and support implementation of Peak’s applications for our customer to the highest standard
• Help drive a clear understanding of a customer’s technical landscape and transformation and align Peak’s offering with it.
• Attend critical customer meetings including kick offs, QBRs, delivery milestones

Team
• Prioritize and allocate resource within the Solution Engineering team balancing deliverables, customer value and team development.
• Suggest and implement process and best practice improvements for the Solution Engineering team
• Help grow the Solution Engineering team, finding exceptional talent and recruiting them to Peak, with a particular focus on the people & skills required to build a great team.
• Lead strategic initiatives within Solution Engineering that will enable the team to achieve our key results.
• Actively contribute towards the Peak strategy, and ensure all team members are aware of, and working towards achieving the strategy.
• Build Peak’s reputation within AI, by externally sharing your expertise and the value of the Peak’s offering.
• Work closely with Peak’s partner ecosystem to develop meaningful co-selling motions.
• As a critical ‘voice of the customer’ feedback and input into our continuous product and GTM evolution.

Personal Skills

As a customer-facing trusted advisor, you will embody and promote the Peak values and culture as a commercial leader. We are looking for teammates who embody our company values:
• Open – Sharing success and improvements well across the business; communicates ideas and concepts in an empathetic way to our audience, without resorting to jargon. Approachable and able to build relationships across the business.
• Driven – Delivering real results for customers and creating an environment of success for teammates. Believing in being great not good.
• Curious – always working to better understand our customers, their world, and their challenges, and how we can better help them.
• Smart – always willing to be able to back up opinions with solid reasoning, research and data and celebrate those that know more than us.
• Responsible – Taking ownership and promotes responsibility in others.

Other key personal attributes for the role include:
• Energetic and motivating team member.
• Collaborative approach with other business functions.
• Conscientious and driven.
• Determination to achieve the vision, and ability to bring others along.
• Excellent communication skills and the ability to articulate ideas to others.
• Strategic mindset and critical thinker.
• Passion for AI, data and data analytics.

Required Experience
• B2B SaaS sales experience.
• Strong technical understanding of AI concepts and product architecture
• You have experience successfully selling AI or other comparative technologies, in collaboration with an AE / CM, into mid-market and enterprise businesses.
• You have experience facilitating and guiding customers through complex transformation and change management programmes.
• You have experience facilitating exceptional commercial discovery workshops.
• You have experience working closely with technology and service partners.
• Extensive evidence of successfully formulating and executing commercial engagements with mid-market and enterprise businesses.
• Working cross-functionally to take products to market and help shape sales strategy.
• Working within a data analytics, digital or SaaS business.
• Working within an early stage business through its growth phase.
• Ability to work in a fast and ever changing environment.

Benefits
• Salary range ($120k-$150k DOE) + commission
• 25 days annual leave, rising to 30 with service, plus eight flexible Federal days.
• 401(k) contributions.
• Enhanced healthcare insurance for you, your spouse and your children.
• Short and long term disability cover.
• Share options for everyone.
• Family leave benefits, including a world class maternity pay package.
• Hybrid working model.
• Opportunity to work from anywhere in the world for up to 2 weeks a year, after one year’s service.
• Headspace and Spill app subscriptions to support your mental health and wellbeing.
• Opportunity to spend one day volunteering.
• Travel to Peak’s clubhouses around the world.
• Subsidised gym membership.