Enterprise Solution Engineer

$120,000 - $175,000/Yr

Appfolio - Santa Barbara, CA

Full-time - Mid Level

Santa Barbara, CA

Professional, Scientific, and Technical Services

About the position

As an Enterprise Solution Engineer at AppFolio, you will play a pivotal role in supporting our Enterprise sales teams by providing a range of internal strategies and customer-focused services aimed at achieving our bookings goals. This senior-level position requires you to be a subject matter expert in technical selling, collaborating closely with the leadership of AppFolio Property Manager to make impactful decisions within the Property Management Industry. Your responsibilities will encompass managing the technical aspects of proposed solutions, working in partnership with our APM Sales team to drive sales through your technical acumen, product expertise, and superior customer focus. In this role, you will be instrumental in driving new opportunities and assisting the sales team in closing deals by managing the technical aspects throughout the entire sales cycle, from discovery to due diligence. You will work cross-functionally with product development, engineering, services, and marketing teams to penetrate new markets for AppFolio. Leveraging your product knowledge, you will provide technical expertise to both the sales team and customers, conducting customer needs analyses, and assisting in overcoming objections and problem-solving. Your responsibilities will also include delivering technical sales presentations, product demonstrations, and proof of concepts that highlight the value our products bring to customers. Additionally, you will participate in customer-facing events such as trade shows and meet-ups, and work directly with the sales leadership team to assist representatives with best practices as needed.

Responsibilities

• Drive new opportunities and assist the sales team in closing deals by managing the technical aspects in all of the sales cycle from discovery to due diligence.
• Work cross-functionally across product development, engineering, services, and marketing teams to penetrate a new AppFolio market.
• Leverage product knowledge to provide technical expertise to the sales team and customers.
• Conduct customer needs analyses and assist in overcoming objections and problem solving.
• Deliver technical sales presentations, product demonstrations, and product proof of concepts, focusing on the value the product brings to the customer.
• Participate in customer-facing meeting events such as trade shows and meet-ups.
• Work directly with the sales leadership team to assist reps on best practices as needed.

Requirements

• 5+ years of direct, hands-on technical software experience in a customer-facing role as a Sales Solution Engineer.
• Experience selling, demonstrating, supporting, implementing or working closely with SaaS applications.
• Strong communication and presentation skills.
• High level of exposure to complex sales cycles.
• PropTech industry experience strongly preferred.
• Understanding of competitive positioning.
• Accounting understanding preferred.
• Ability to thrive in a fast-paced environment.
• Experience with Salesforce, PowerPoint, Excel, Zoom, Google Docs.

Nice-to-haves

• Ability to build extraordinary relationships with customers, team members, and cross-functionally with Marketing, Sales Operations, and Product Teams.
• A passion for customer satisfaction and an affinity for details.
• Curious mindset about technology and business processes/pain/goals.
• Ability to diagnose prospect needs and build relationships through a value-based approach.
• Ability to uncover business requirements, analyze and understand customer systems and problems, and deliver solutions to clients.

Benefits

• Base salary range of $120,000-$175,000 based on skills, education, and experience.
• Eligibility for additional benefits and bonuses/commissions based on role and employment type.