Solutions Engineer

Who we are In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches. What you will do Partner with the Account Executives to qualify opportunities, articulate Otter’s vision and value proposition to customers Providing technical expertise through value-driven sales presentations and customized, compelling product demonstrations to captivate the audience Qualifying opportunities based on technical fit and customer needs Own the execution of technical evaluations in customer environments (Proof of Value). Assist the Account Executives in closing opportunities by utilizing your creative problem-solving skills and by applying Otter technology to create value for customers Understanding customer challenges, the competitive landscape and as appropriate, bring ideas back to the product team to influence the future roadmap Collaborating with Sales teams and leveraging your technical know-how in activities such as pipeline generation, creative messaging, etc. Travel to meet customers, partners as well as participate in internal meetings and industry events Assist Implementation with the successful deployment of Otter POS and associated products and services. We DO NOT make cold calls, although we work in lockstep with Account Executives to help generate pipeline and help position our solutions with customers. We do not attempt to sell software based on features and functionality alone, we sell utilizing our tried and tested sales process based on solutions to real-world problems and business value creation. We improve ourselves through certifications, training on the competitive landscape, and understanding the market differentiation that makes us the premier choice for restaurateurs. There will be opportunities to work booths at premier technology industry events which will help you network and build relationships. The role requires travel to customer meetings, events, etc. What we are looking for Proven work experience as a Sales Engineer Proven track record selling complex enterprise solutions Ability to forge strong, long-lasting relationships with senior executives Ability to creatively explain and present complex concepts in an easy to understand manner Solid technical background with understanding and/or hands-on experience in software development and web technologies Excellent written and verbal communication skills Excellent presentation and creativity skills Willingness to travel BA/BS degree or equivalent Desired Experience & Skills Comfortable with speaking at all organizational levels and to stakeholders across boundaries (internally and externally) Experience with monitoring & application performance management technologies and techniques Strong technical background and understanding of complex software environments Desire to automate and simplify deployments Resilience to embrace change and move fast Why join us Early-stage company: Join one of the fastest-growing SaaS companies revolutionizing the food industry Growing market: You’ll be focused on an $80 billion market that’s projected to reach at least $500 billion by 2030 in the US alone. Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery. Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you to learn, grow and achieve your goals, and you’ll work closely with other teams to ensure our customer’s success. What else you need to know This role is based in Los Angeles office location. We believe that people do their best work when they are together. As a company, we’re in the marketplace of ideas and innovation. When you’re constantly innovating, changing how an industry works, inventing new products and processes - and we are doing all these things - we believe we’re better as a team in-person. That’s why all of our teams (except for our field-based roles) are now working from one of our office locations 5 days a week. The base salary range for this role is $100,000 to $125,000 per year. Add’l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $48,000 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets. Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications. Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus. Benefits Summary (USA Full-Time Exempt Employees) Medical, dental, and vision insurance (multiple plans, incl. HSA options). Company-paid life and disability insurance (short- and long-term). Voluntary insurance: accident, critical illness, hospital indemnity. Optional supplemental life insurance for self, spouse, and children. Pet insurance discount. 401(k). Health Savings Account (HSA) Flexible Spending Accounts (Healthcare, Dependent Care, Commuter) Time Off policies: Discretionary vacation days 8 paid holidays per year Paid sick time Paid Bereavement leave Paid Parental Leave #J-18808-Ljbffr