Director of Solutions Engineering

Mission – Why we exist, what we do, and why we need you:

SpotMe/Onomi exists to make pharma and event engagement work better. We give life sciences teams one solution to run their in-person and virtual engagements while capturing every interaction in their CRM. By making events easier to manage and measure, we help pharma create better experiences for healthcare professionals, at a lower cost. Our solution turns complex congress engagements, webinars, standalone meetings, advisory boards and field-led meetings into meaningful connections that drive results for commercial and medical teams.

The results we need from you:

In your first month:

• Become fluent in our market by immersing yourself in our product ecosystem, spending time with our sales, product, implementation and services teams, and getting certified on our SpotMe Academy
• Get access and basic understanding of ecosystem platforms including Veeva CRM, Veeva Vault, Salesforce CRM, Salesforce Marketing Cloud and PowerBI
• Shadow 15+ sales calls to understand common customer pain points and objections
• Develop a strong understanding of our technical architecture, integration capabilities, and security model, to the point you can describe from scratch, without supporting documentation
• Create your first tailored demo showcasing our platform value for a specific use case including Backstage, CRM and MAP, and run it solo with our AE+customer

In your first 3 months:

• Lead 15+ technical deep sessions with prospects, identifying their specific use cases and technical requirements with minimal support/direction during sessions
• Independently handle technical objections during sales calls with minimal support
• Process intake documents from customers, lead architecture calls and co-create objectives & specifications document with AEs for customer validation
• Create 3+ reusable demo assets that showcase our integration capabilities with common CRM and marketing automation platforms
• Build and run a complex demo scenario involving SpotMe Backstage, SpotMe Data Platform,  CRM, MAP and DXP/portal
• Identify the 5 most common demo patterns and create a requirement list for each demo 

In your first 6 months:

• Participated to 3 onsite deep dive workshops with customers
• Contribute to product roadmap discussions with insights from customer technical requirements
• Contributed to $1.2 ARR of new/expansion opportunities win

What you need to be great at:

• Technical expertise & adaptability: You quickly get complex technical concepts with event platforms, CRMs, MAPs and DXPs and translate them into clear explanations for non-technical stakeholders. You are comfortable diving into new technologies and platforms to understand integration points. You can anticipate technical challenges and proactively develop solutions before they become obstacles.
• Solution design & consultative selling: You are skilled at guiding technical discussions to uncover the true requirements behind feature requests. You balance customer wishes against platform capabilities to set realistic expectations while maintaining excitement. You can play "business analyst" to go deep into customer workflows and show how this will work with our product.
• Communication & relationship building: you adapt your communication style based on your audience. You transform complex technical concepts into clear value propositions aligned with business outcomes. You build rapport quickly and establish credibility with both technical and non-technical decision makers. You work well with sales.
• Execution & resourcefulness: you are proactive and self-directed, requiring minimal supervision to deliver high-quality work, in details. You manage multiple concurrent opportunities without dropping details. You are comfortable with ambiguity and can make progress even when requirements are not fully defined. You are resilient under pressure and can handle objections professionally during live demos and presentations.

What we are curious about:

• What are the top 5 mistakes SC/SEs make in a product demo?
• Beyond demos, what are the 3 areas SC/SEs should make decisive contributions?
• How do you keep a healthy relationship with sales - one that keeps everyone energized?
• Native integrations vs. iPaaS - pros and cons and for which use cases?
• Veeva vs. Salesforce - who is going to win and why?

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.