Senior Pre Sales Engineer

About Certinia

Certinia provides a comprehensive Services-as-a-Business platform that integrates all facets of services operations including estimation, delivery, customer success management, financial planning, and accounting. Their Salesforce cloud-based solutions encompass Professional Services Automation, Customer Success, and Financial Management, enabling connected service operations, intelligent delivery, and business agility. Headquartered in Austin, Texas, with a global presence, Certinia is supported by prominent investors.

Role Overview

The Senior Solution Engineer acts as a trusted advisor dedicated to customer success by conducting insightful engagements, product demonstrations, and storytelling that illustrate innovative business transformations using Certinia's offerings. This position primarily focuses on the Financial Management Cloud (FM Cloud), an accounting solution built on Salesforce’s platform that unifies customers' front and back office operations. Additionally, knowledge development in Professional Services Cloud, Customer Success Cloud, and AI-driven Veda solutions is expected.

Key Responsibilities

• Manage the complete pre-sales process for Certinia's solutions.
• Establish yourself as a trusted partner to Sales teams, driving forward critical sales opportunities.
• Independently cultivate and maintain relationships within prospect organizations.
• Conduct thorough research, discovery sessions, requirements analysis, and workshops to identify customer challenges and objectives, aligning them with Certinia's solutions.
• Design and develop bespoke solutions addressing client needs and goals.
• Lead compelling, value-focused demonstrations showcasing Certinia’s unique capabilities and transformative potential.
• Create and manage technical sales content, including RfX documentation, proposals, and value communications.
• Collaborate closely with sales, services, partners, and product teams to ensure cohesive efforts.
• Participate in field events and contribute to pipeline growth activities.
• Support sales and partner enablement initiatives through knowledge sharing.
• Relay practical market and customer feedback to product development and strategy teams.
• Maintain deep expertise in Certinia’s product suite, Salesforce platform, and competitive landscape.
• Be open to up to 50% travel as required by business demands.

Qualifications and Skills

• Substantial experience as a senior-level presales professional within enterprise software.
• Proven success managing complex sales cycles from initial discovery through solution endorsement.
• Strong domain knowledge of Finance with expertise in accounting processes such as Order to Cash, Procurement, Period End Close, Financial Analytics, and Reporting.
• Familiarity with Australian and international accounting standards.
• Bonus: knowledge in professional services or customer success domains.
• Proven ability to collaborate effectively with diverse teams including technical, business, and executive stakeholders.
• Skilled in discovery and needs analysis with a knack for translating client challenges into solution benefits.
• Creative problem-solving and adept at handling objections positively.
• Competent in communicating complex ideas clearly to both technical and business audiences.
• Experience with SaaS and PaaS delivery models.
• Strong influencing skills to drive solution acceptance.
• Experience presenting solutions framed around business value to key decision makers.
• Excellent listening, verbal, and written communication skills.
• A positive, customer-focused and collaborative mindset.

Desirable Additional Experience

• Direct experience with Certinia’s solutions.
• Hands-on familiarity with the Salesforce platform.
• Practical knowledge of ERP and finance systems including TechnologyOne, Oracle, SAP, Workday, Netsuite, and Xero.
• Experience with PSA/PPM products like Netsuite OpenAir, Changepoint, Kimble, Primavera, Deltek, KeyedIn, or Planview.

Equal Opportunity Statement

Certinia values diversity and inclusivity and encourages applications from individuals regardless of age, disability, gender identity, sexual orientation, pregnancy status, race, religion, or marital status.