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August 11, 2021

Associate Director, Solutions Engineering

Decision Lens is the leading cloud-based software company for planning, prioritization and resource optimization. It provides a solution to organizations’ most critical decision-making processes in Budget Planning, Capital Planning, IT Portfolio Planning, and R&D. Decision Lens is an innovative, tech-driven high growth company, ranked Best SaaS for Business Intelligence or Analytics by SaaS Awards, a certified “Great Place to Work” by the Great Place to Work Institute and recognized as a top 100 most innovative company by Red Herring magazine. Our client list includes the US Department of Defense including Navy, Army, Air Force and numerous other agencies; USDA, GSA, and FAA, and commercial organizations such as T-Mobile.

The Associate Director, Solutions Engineering works alongside the sales and customer success organizations to articulate the solution’s value, demonstrate the solution and position the product to prospective customers. The Associate Director, Solutions Engineering should have domain expertise in Planning, Programming, Budgeting, and Execution (PPB&E) and the financial management environment in the federal government. Employing an advisory-based and product-based sales approach, the Associate Director, Solutions Engineering must align prospective customer’s business needs with the Decision Lens’ solution. In this role, you will drive a proof-of-value leading the customer both through how the solution will solve their challenges and how implementation is easily achieved through a combination of change management and customer success services. In this role, your colleagues will rely on you as a key trusted technical advisor and product advocate.

Responsibilities

  • Partner with sales personnel to rapidly qualify and assess the prospective customer’s specific challenges and connect it with Decision Lens solutions
  • Conduct in-depth product demonstrations of the Decision Lens product offering in person and remotely as necessary
  • Present to customers with credibility, driving the sales process through preparation and delivery of product demonstrations, Proofs of Value (POVs), and statements of work
  • Maintain high level knowledge of competitive product lines, especially as it relates to technical strengths and weaknesses of the competitor's products and what strategy Decision Lens should advance to counter
  • Assist in the preparation of responses to RFI/RFP and deliver technical & sales-oriented presentations to customer’s technical staff and senior management
  • Active participation in a fast-paced high-energy market segment and balance multiple projects in a team-selling environment

Qualifications

  • Bachelor’s Degree in Business, Technology or related field
  • Experience as a solution engineer in enterprise Software as a Service (SaaS) sales or similar market
  • Preference for "Secret" clearance level, security clearance eligibility required
  • Demonstrated domain expertise in one or more of the following target market areas: Federal Defense planning, programming, budgeting, and execution (i.e. Air Force, Army, Navy, OSD); Federal Civilian budget formulation and execution; Science & Technology (S&T) portfolio planning; IT portfolio and workforce planning; and Capital Asset & Facilities planning
  • Strong client-facing experience (Management Consulting / Sales) or other related experience with the Federal Government 
  • Strong communication skills, especially having the ability to deliver a powerful business and technical value presentation and demonstration
  • Problem-solving skills, including the ability to address objections
  • Coachable with a great attitude and strong work ethic
  • Motivated team player who is able to collaborate internally
  • Experience using various sales methodologies in a technical sales environment

Location: This position is based out of our Arlington, VA office.

Travel Variable, minimum 25% 

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.  

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