Solutions Engineer, Upmarket (Pre-Sales) - EMEA

📋 Description

• • Vanta is seeking a highly skilled and customer-focused Solutions Engineer to join our growing Upmarket Pre-Sales team, specifically focusing on the EMEA region. In this pivotal role, you will act as the primary technical advisor and trusted partner for prospective and existing customers, guiding them through the complexities of Vanta's innovative security and compliance solutions. Your mission will be to ensure technical fit, architect effective solutions, and articulate the immense value Vanta brings to businesses striving to earn and prove trust in the digital landscape.
• • As a Solutions Engineer, you are more than just a technical expert; you are a strategic sales partner. You will collaborate closely with Account Executives to conduct in-depth discovery sessions, meticulously uncovering the unique technical, operational, and business challenges faced by our clients. This deep understanding allows you to validate specific use cases and precisely align Vanta's capabilities with the customer's most pressing needs, demonstrating a clear path to measurable impact and urgency.
• • A core responsibility is to secure the "Solution Win" – ensuring that the proposed Vanta solution is not only desirable for the customer but also technically viable and fully aligned with their existing infrastructure and strategic goals. You will achieve this by validating technical feasibility, clearly defining success criteria, and fostering a shared vision among all stakeholders, from technical teams to executive leadership.
• • You will be instrumental in delivering high-impact technical validation through tailored, narrative-driven demonstrations. These presentations will vividly showcase how Vanta directly addresses the customer's specific pain points, moving beyond generic features to highlight concrete benefits. This includes validating the feasibility of standard and semi-complex integrations, ensuring seamless compatibility with customer environments, workflows, and existing architectures.
• • Beyond initial demonstrations, you will play a crucial role in solution strategy and deal shaping. Working hand-in-hand with the Account Executive, you will strategically align the customer's success criteria with Vanta's unique strengths. This proactive approach involves identifying and mitigating potential technical risks early on, proposing clear, actionable pathways to ensure smooth deal progression and ultimately, mutual success for both Vanta and the customer.
• • The Solutions Engineer also ensures a seamless post-sale transition. You will meticulously create and complete comprehensive handoff documents that capture the finalized solution design, clearly outline customer expectations, and detail any known risks or constraints. This ensures the customer success team is fully equipped to onboard and support the client effectively from day one.
• • Acting as a vital conduit between the customer and Vanta's internal teams, you will serve as a trusted technical voice. By actively listening to customer feedback and understanding market dynamics, you will provide structured, actionable insights to the Product team. This feedback loop is critical for prioritizing future functionality, refining existing features, and identifying new sales opportunities, directly influencing Vanta's product roadmap and market strategy.
• • You will also provide dedicated support to customers throughout their trial process, ensuring they have a positive and productive experience as they explore Vanta's capabilities. This hands-on engagement helps build confidence and reinforces the value proposition.
• • Cultivating a collaborative and innovative work environment is paramount. You will contribute to a culture of teamwork, openness, creativity, and continuous improvement, embodying Vanta's commitment to fostering a positive and productive workplace.
• • This role requires a hybrid work schedule, with 3 days per week spent in our London or Dublin office (Tuesday, Wednesday, and Thursday), fostering strong team collaboration and engagement.