Customer Solution Engineer

Company Overview

At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.

The Team & Role

Our growth story is only just beginning and our Customer Solution Engineering team is pivotal in sustaining our rapid growth across the globe. We are looking for a highly collaborative, outcome-oriented Customer Solution Engineer, to help us bring home the technical win and take on this huge market opportunity. 

Working hand in hand with our Account Executives, you’ll solve some of the most interesting business-critical challenges and transformations. You’ll focus on prospects and customers; helping them embrace digital transformation, to be disruptors, and avoid being disrupted. As the CEO aka “ZEO” of your domain, you’ll become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel. You’ll leverage your technical prowess to knock out the competition and demonstrate how Zuora allows the world’s largest companies to unlock new growth in the new world of total monetization. 

This is a remote position, so you’ll be working remotely while occasionally getting together with your team for office visits, events, or offsites. Of course, you’re welcome to come into the office more often if you’re nearby. 

What you’ll do

• Complete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s products, services, unique solutions, and technical capabilities
• Own the technical relationships with a deep understanding of customer needs and constraints 
• Own adoption and the technical health of the customer
• Deliver product demonstrations and technical presentations to a C-Level audience and articulate how Zuora’s platform will allow their business to succeed and grow
• Create end-to-end use case-specific demonstrations mapped to prospects’ strategic objectives across industries
• Secure technical wins by differentiating Zuora against the competition, handle technical objections and mitigate any concerns that might block a deal from closing
• Act as the front-line liaison to our product management team by informing our product roadmap based on prospects’ needs
• Own making sure the customer is realizing value against their expectations 
• Responsible for defining & monitoring the business case and KPIs in the account plan 
• Help shape commercial strategy and technical action plan
• Help identify white space including the extension of our footprint & capabilities and expansion into new BUs
• Commercially present solutions in easy-to-grasp ways
• Coordinate resources from across Zuora & partners from a technical standpoint 
• Work with product & solution mgmt to share the context (why) behind customer requests and potential applicability to others in a segment
• Manage escalations internally and externally with support from AEs and Customer Support to identify a root cause and action plan 
• Ask for customer reference after milestones are delivered, with follow-up support from AEs and customer advocacy
• Collaborate with solution architects in overall design and approach
• Support sales and marketing at field events with product demonstrations and technical subject matter expertise
• Respond to technical elements of RFI’s / RFP’s
• Travel throughout your sales territory

Your experience

• 3+ years of relevant experience in Sales Engineering (presales, solution consultant, solution architect)
• Self-motivation and the desire to learn and become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel in The Subscription Economy
• Excellent presentation skills and the ability to drive discussions for both small and large groups within organizations
• Strong business value selling experience and familiarity with SaaS and Cloud technology
• An understanding of subscription and recurring revenue business models
• Experience working with a diligent sales process methodology (MEDDIC, Value Selling, etc.)
• General understanding of API development and various coding languages (php, ruby, java, etc.)
• Bachelor's Degree and/or relevant FinTech experience

#ZEOLife at Zuora

As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world. 

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

• Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off 
• Paid holidays, “wellness” days and company wide end of year break
• 6 months fully paid parental leave 
• Learning & Development stipend