Senior Software Pre-Sales Engineer

ULTRUS Technical Sales Resource

Works under the direction of sales leadership as a customer-facing technical sales resource supporting the sale of UL Solutions ULTRUS software products. The role partners with account executives throughout the sales cycle to understand customer needs, lead business and technical discovery, demonstrate product value, shape the proposed solution approach, and help customers make informed investment decisions.

Serves as the technical and domain lead for assigned ULTRUS solution areas, with a primary focus on Product Stewardship and flexibility to support adjacent ULTRUS solutions as business needs require. Coordinates with specialist Solution Architects, Product, Services, Security, Customer Success, and other internal resources where deeper technical or specialist input is needed.

The role is not directly quota carrying but plays a critical part in revenue growth by improving opportunity qualification, increasing customer technical confidence, reducing sales risk, and helping ensure proposed solutions are commercially compelling and operationally deliverable.

Responsibilities

Partners with account executives in a multi-to-one coverage model to support a defined territory, named account list, or strategic sales pursuit, with primary pre-sales focus on ULTRUS Product Stewardship and flexibility to support adjacent ULTRUS solutions as required.

Leads structured business and technical discovery with prospective and existing customers to identify pain points, confirm requirements, qualify solution fit, assess deal risk, and define value drivers.

Owns and delivers tailored software demonstrations, from executive-level value narratives to deeper workflow walkthroughs, showing how ULTRUS solutions address customer business, operational, and compliance needs.

Supports the development of customer-facing business cases, value quantification models, ROI inputs, and technical justification materials that support investment decisions.

Shapes the front-end solution approach by translating customer requirements into a clear solution narrative, documenting key requirements, defining scope assumptions, identifying configuration considerations, and aligning internal specialists on the recommended path forward.

Establishes trusted technical advisor relationships with customer stakeholders across practitioner, management, technical, and executive audiences.

Collaborates with account executives to develop pre-call plans, define discovery objectives, and prepare customer-specific demonstration scenarios that reflect identified business challenges.

Leads or contributes to functional and technical responses for RFIs, RFPs, security reviews, and other customer evaluation processes, coordinating input from Sales, Product, Services, Legal, Security, and other internal specialists as needed.

Maintains working knowledge of relevant markets, customer workflows, regulatory drivers, product capabilities, competitive positioning, and industry trends to position ULTRUS solutions effectively.

Documents discovery findings, customer requirements, technical qualification notes, risks, assumptions, and next steps in Salesforce to support opportunity progression, internal alignment, and post-sale continuity.

Supports the transition of closed-won opportunities to Services, Implementation, and Customer Success by clearly communicating customer objectives, proposed solution approach, agreed scope, assumptions, and implementation considerations.

Participates in sales team meetings, deal reviews, pipeline reviews, and forecast discussions to provide technical sales perspective on opportunity quality, solution fit, deal risk, and sales stage progression.

Maintains current knowledge of ULTRUS product releases, platform enhancements, AI-driven capabilities, and roadmap themes so demonstrations and customer messaging remain accurate and relevant.

Develops and improves reusable pre-sales assets, including discovery guides, demonstration flows, objection handling, value messaging, and customer-facing examples to improve repeatability across the sales team.

Reads and follows the Underwriters Laboratories Code of Conduct and follows all physical and digital security practices.

Qualifications

Bachelor's degree in business, information technology, computer science, engineering, environmental science, chemistry, regulatory compliance, or a related field; equivalent practical experience may be considered.

6-10 years of experience in a pre-sales, sales engineering, solution consulting, implementation consulting, or technical customer-facing enterprise software role.

Demonstrated ability to lead structured discovery with enterprise customers and translate business, technical, regulatory, and operational requirements into clear solution recommendations.

Experience delivering enterprise software demonstrations and value-based presentations to mixed stakeholder groups, including business users, technical evaluators, and senior decision makers.

Working knowledge of one or more domains relevant to the ULTRUS portfolio, such as product stewardship, regulatory compliance, sustainability, supply chain transparency, EHS, or enterprise learning and compliance.

Commercial awareness and understanding of enterprise software sales cycles, including opportunity qualification, stakeholder mapping, technical validation, procurement, and implementation handoff.

Experience using MEDDICC, Challenger, Command of the Message, or similar sales qualification and value-based selling methodologies preferred.

Strong written and verbal communication skills, with the ability to explain complex software, workflow, and technical concepts in plain business language.

Ability and willingness to travel up to 30% for customer meetings, demonstrations, workshops, internal meetings, and industry events.

Proficiency with Microsoft Office, Salesforce or equivalent CRM tools, web conferencing platforms, and presentation development tools.