Sr Sales Engineer - GIA

📋 Description

• • As a Sr. Sales Engineer for G-P Gia™, you will be at the forefront of our innovative AI-powered global HR agent, playing a pivotal role in our Product-Led Sales (PLS) motion. This is a unique opportunity to leverage your technical expertise and sales acumen to help organizations worldwide overcome complex global employment challenges.
• • You will serve as the primary technical and product expert throughout the sales cycle, guiding prospective clients from initial contact to successful adoption. Your responsibilities will encompass leading technical discovery sessions, delivering compelling product demonstrations, conducting thorough technical validation, addressing intricate security and compliance inquiries, and expertly managing Proof-of-Value (POV) engagements.
• • Your core mission will be to instill confidence in customers regarding GIA's capabilities, significantly accelerate the sales-to-close timeline, and ensure a seamless transition to our Customer Success team, setting them up for long-term success.
• • **Technical Discovery & Solution Design:**
• • Proactively lead in-depth technical discovery meetings with prospects and existing customers to thoroughly understand their current workflows, integration needs, data flow architectures, user role configurations, and critical success criteria.
• • Skillfully translate complex customer requirements into clear, actionable solution approaches and detailed implementation plans that align with GIA's capabilities.
• • Identify potential technical, security, IT, data privacy, legal, or compliance blockers early in the sales process and drive their resolution collaboratively with internal stakeholders.
• • **Demos, POVs, and Technical Validation:**
• • Design and deliver highly engaging and tailored product demonstrations that resonate with HR, legal, and compliance buyer personas, effectively showcasing GIA's value proposition.
• • Own the end-to-end execution of Proofs-of-Value (POVs) and pilot programs, including meticulous scoping, timeline management, definition of success metrics, product configuration, and impactful final readouts.
• • Develop and present lightweight prototype configurations, custom templates, or workflow examples to rapidly demonstrate GIA's value and address specific customer pain points.
• • **Security, Privacy, and Enterprise Readiness:**
• • Act as the technical lead for comprehensive vendor assessments, addressing critical areas such as SOC 2 compliance, data privacy regulations, data retention policies, access controls, audit logging, encryption standards, Single Sign-On (SSO/SAML) capabilities, and SCIM provisioning.
• • Create and maintain essential technical sales collateral, including detailed security one-pagers, clear architecture diagrams, and frequently asked questions (FAQs) to support the sales team.
• • Collaborate closely with internal Security and Legal teams to streamline responses to customer inquiries, develop reusable artifacts, and ensure consistent messaging.
• • **Product Feedback Loop & Field Enablement:**
• • Systematically capture and synthesize valuable voice-of-customer feedback to provide critical insights that inform product roadmap development and packaging strategies.
• • Develop and deliver enablement materials for the Sales and Customer Success teams, including demo scripts, competitive positioning guides, technical objection handling strategies, and robust POV playbooks.
• • Contribute to the creation and maintenance of scalable assets such as dynamic demo environments, realistic sample data sets, and repeatable product configurations to enhance team efficiency.
• • **Cross-Functional Collaboration:**
• • Forge strong partnerships with Account Executives (AEs) to develop effective account strategies, create mutual action plans, and craft compelling executive-level narratives.
• • Coordinate with Product Management and Engineering teams to address critical escalations and unique customer needs, ensuring alignment without compromising the product roadmap.
• • Facilitate smooth and well-documented handoffs to Customer Success and Implementation teams, providing clear success criteria and comprehensive technical context.
• • **What Success Looks Like:**
• • **First 30-60 Days:** Master GIA workflows, common objections, and the core demo narrative. Independently conduct discovery calls and deliver high-quality demos. Begin reducing friction in security reviews through the use of reusable artifacts and precise answers.
• • **First 90 Days:** Lead multiple POVs concurrently with strong win rates and high customer satisfaction. Improve sales cycle velocity and technical win rates by minimizing stalled deals. Establish a repeatable demo/POV toolkit and contribute to the SE playbook.
• • **6-12 Months:** Become the recognized go-to field expert, influencing product direction and enabling the broader Go-To-Market (GTM) team. Consistently contribute to achieving revenue targets and identifying expansion opportunities.