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Fortino Capital

Senior Solution Engineer



The Hague, Netherlands
Posted on Friday, June 14, 2024

Join our Sales team as a Senior Solution Engineer who can bridge the gap between business needs and technical solutions. We are eager to meet talented and driven candidates regardless of whether they tick all the boxes. We’re looking for someone who will add to our culture, not just fit within it.

About the role

Cenosco’s primary product is a SaaS platform used for Scoping, Planning & Documentation by Integrity, Reliability and Safety engineers in asset heavy industries like Oil & Gas, Chemicals etc. We sell to large enterprise customers with complex needs and unique implementation requirements. Within this dynamic environment, Solution Engineers at Cenosco are business generalists who can speak the languages of both business and technology to find the right ‘solution’ for customers.

Cenosco Solution Engineers add technical aptitude to the Sales function and provide sales aptitude to technical teams. At Cenosco, Solution Engineers are uniquely placed to bridge the gap between the product / engineering teams building the product and the sales team selling the product. The goal for our Solution Engineers is to help address our customer’s concerns on technical / usability aspects with regards to Cenosco IMS that they (the customer) are planning to buy and ultimately influence the purchase decision.

Beyond the sales aspect, Solution Engineers are also involved in addressing customer churn issues. This means that they have to work with existing customers who are either not able to maximize the value delivered by the product or who have new use cases that the original product didn’t solve anymore.

In addition to Sales, Solution Engineers collaborate with 3 other functions within the organization internally — Product, Engineering, and Customer Success. The Solution Engineers need to constantly stay updated with what’s happening with our platform as well as the latest industry trends, as these developments may regularly influence how you find the right solutions for customer acquisition and adoption.

What you’ll do

  • You support Account Executives during a Sales process to discover and translate a customer’s technical priorities and problem statements into high impact use cases leveraging Cenosco IMS.
    • Meet with prospective customers during Sales Discovery calls
    • Conduct platform demos
    • Understand Customers’ requirements/expectations and break down their (often complex) challenges
    • Map out how our platform can be adapted to address the customer’s requirements/expectations
    • Collaborate with partners and customers to design and build solutions in Cenosco IMS.
  • You will design and scope proof-of-value projects which demonstrate the value Cenosco IMS delivers for the customer within a short amount of time. You will also communicate the value opportunity of a full implementation and the corresponding strategic roadmap
  • You will create re-usable collateral (e.g. product demos, case studies), best practices & tools to help scale your knowledge and expertise across the solution engineering function.
  • You will work with product management to translate your knowledge of customer problems into product insights to shape Cenosco IMS product roadmap. Work with Product & Engineering teams to bring significant product improvements
  • You lead the creation of new use cases and implement them on the platform to assess product-solution fit. You provide feedback to our product team and share results of your discovery with go to market functions.

Who we’re looking for

  • You have 7-10 years of experience working within Enterprise / “high touch” Solution Engineering, as a technical Solution Engineer / technical Consultant in a B2B SaaS company.
  • Proven experience with facilitating proof-of-value workshops, provide consulting services as well as deliver training, both for tooling and methodology
  • Technical expertise: You have a general understanding of AIM (Asset Integrity Management) software in asset intensive industries such as Oil & Gas, Chemicals, Manufacturing
  • Business domain expertise: Domain expertise in the asset integrity market is a major plus particularly in Asset Reliability and Asset Safety
  • A good sense of humor and strong communication skills, capable of working with the support, implementation and development team and clients.
  • Ability to identify customer ‘pain’ and build solutions that creates a win-win for our customers (solving pain) & Cenosco (maximizing ARR)
  • Strong writing and documentation skills to build and maintain the technical sales knowledge

What we offer

  • Work in a fast-growing and interesting industry
  • Flexible work that best fits your needs and the role
  • Competitive compensation with some nice additional perks
  • Top-notch offices and equipment
  • Continuous improvement and learning opportunities to grow your career
  • Team activities, not the usual one just to look nice on social media but what our team choose and ask for
  • A great team of engaged, passionate and helpful people