Solutions Engineer, Upmarket (Pre-Sales) - EMEA [French]

📋 Description

• • As a Solutions Engineer at Vanta, you will be a pivotal technical advisor and strategic partner within the Sales organization, focusing on the Upmarket segment across the EMEA region. Your primary responsibility will be to guide prospective and existing customers through the technical intricacies of Vanta's Trust Management Platform, ensuring a deep understanding of its capabilities and how it aligns with their unique business objectives and technical environments.
• • You will act as the primary technical point of contact during the sales cycle, engaging in strategic discovery sessions to meticulously uncover customer pain points, operational challenges, and business urgencies. This involves asking insightful questions, actively listening, and translating complex technical concepts into clear, actionable insights that resonate with stakeholders at all levels.
• • A core aspect of your role will be to validate the technical feasibility of Vanta's solutions within the customer's existing infrastructure. This includes assessing compatibility with their cloud platforms (AWS, Google Cloud, Microsoft Azure), operating systems (Windows, MacOS, Linux), and overall cloud application architecture. You will be instrumental in ensuring that Vanta can be seamlessly integrated and effectively utilized.
• • You will be responsible for crafting and delivering compelling, narrative-driven demonstrations that are highly tailored to the specific needs and use cases identified during discovery. These demonstrations will not only showcase Vanta's features but will also articulate a clear vision of how the platform will solve the customer's most pressing problems, thereby securing technical alignment and driving the "Solution Win."
• • Collaboration is key in this role. You will work in close lockstep with Account Executives, acting as their technical counterpart to shape deal strategies, strengthen qualification, and proactively identify and mitigate potential technical risks. Your expertise will help guide stakeholders toward a shared vision and a clear, achievable path to implementation.
• • Beyond the initial sale, you will ensure a smooth and effective handoff to the post-sales Customer Success and Implementation teams. This involves creating comprehensive handoff documentation that clearly outlines the finalized solution design, agreed-upon success criteria, customer expectations, and any identified constraints or risks, ensuring continuity and customer satisfaction.
• • You will serve as a crucial conduit for market intelligence, channeling customer feedback and insights regarding product functionality, integration challenges, and emerging market needs back to Vanta's Product and Engineering teams. This feedback loop is vital for prioritizing future development and maintaining Vanta's competitive edge.
• • Supporting customers during their trial period is an integral part of the role, providing technical guidance and assistance to ensure they experience the full value of Vanta, thereby increasing the likelihood of conversion and long-term adoption.
• • You will be expected to cultivate a positive and collaborative team environment, fostering openness, creativity, and a commitment to continuous improvement, both personally and within the sales engineering function.
• • Given the specific focus on the French market, full French language proficiency is essential for effective communication with French-speaking customers and internal teams. This includes the ability to conduct technical discussions, deliver presentations, and draft documentation in fluent French.
• • This role requires a proactive and curious mindset, with an openness to leveraging AI tools to enhance efficiency, improve technical analysis, and strengthen customer engagements, demonstrating sound judgment in their responsible application.
• • You will be based in our London office, adhering to a hybrid schedule that includes regular in-office presence on Tuesdays, Wednesdays, and Thursdays, fostering team cohesion and collaboration.
• • The role demands a strategic problem-solving approach, combining deep technical understanding with business acumen to articulate the value proposition of Vanta's solutions in terms of measurable customer impact and urgency.
• • Exceptional communication, storytelling, and active listening skills are paramount, enabling you to effectively convey complex technical information and build strong rapport with diverse audiences.
• • A customer-centric mindset, characterized by empathy and curiosity, will drive your efforts to understand the 'why' behind customer needs and connect technical details to tangible business outcomes.