Senior Sales Engineer

Job Description

For the last 100 years, companies have operated primarily under a product-centric business model, where the goal was to make, ship, and sell more units. Today, there’s a demand to have products and services delivered on a continual, subscription basis; to upgrade and access new innovations and features constantly. This is the end of ownership and it changes everything. Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo).

Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage.

Our growth story is only just beginning , as a Zuora Sales Engineer you will work in the field, hand in hand with Zuora Account Executives to close business. At Zuora, the company mission for a Sales Engineer is to achieve a technical win over all competition and demonstrate how Zuora will allow the world’s largest companies to grow and become successful in The Subscription Economy.

As a Sales Engineer, you will get the unique opportunity to work with an enviable range of Enterprise/Strategic customers as we continue to grow our regional business.

What you’ll do and achieve

• Serve as a Zuora Subject Matter Expert to help customers optimize and grow their business via a streamlined quote-to-cash process.
• Take complex ideas and communicate them in a simple, elegant way.
• Dive deep on the product and engage with customers in new, creative ways.
• Anticipate customer needs and requirements by serving as the customer’s voice to the entire Zuora organization, including product, marketing, professional services and sales.
• Create use-case specific demonstrations mapped to customers’ strategic objective across industries.
• Explain to C-Level audiences how Zuora’s platform will allow their business to succeed in the Subscription Economy.
• Cultivate and maintain effective working relationships with a variety of stakeholders such as customers, senior management, support, product and engineering amongst others.
• Comfortable in creating, documenting and executing use cases in test environments based on customer discovery calls and derived needs.
• Be able to articulate best practices, and create and present recommendations to customers.
• Comfortable in articulating to customers alternative solutions and the associated pros and cons while making one specific recommendation.
• Ability to effectively prioritize and time manage multiple projects/customers concurrently to resolution.
• Understand and keep up-to-date on the latest product functionality, its dependencies, the underlying architecture and their operational impact.
• Recommend areas of improvement to product development teams in performance and feature capabilities that will improve our customers' successful use of Zuora, drive adoption and discover new revenue opportunities.
• Deliver high customer satisfaction - our all-time customer satisfaction rating is 95%.
• Share and develop best practices with team members to enhance the quality and efficiency of customer support and contribute to the knowledge base.

What you’ll need to be successful

The ideal candidate wants to be the go-to technical consultant for companies transitioning to The Subscription Economy. You’ll have technical / business experience in a client facing role, such as pre-sales or consulting, and must be self-motivated with a strong desire to learn and become an expert on the entire quote to cash cycle for modern recurring revenue enterprise businesses.

• Passionate about customer success.
• A minimum of 2-5 years experience supporting or implementing SaaS, ERP or ‘Quote to Cash’ systems as a business analyst or other customer-facing role. Previous experience with ERP, General Ledger, Payment Services, CRM (Salesforce), Billing or other E-Business suites highly preferred.
• Experience with global payment methods like Credit Card, ACH, Direct Debit, SEPA, PayPal.
• Knowledge of payment gateways like Stripe, Braintree, Bambora and Chase Paymentech.
• Experience in Zuora Marketplace applications such as workflow, payments, electronic payment retry, collections automation, collections agent user interfaces, and collection data reporting.
• Experience in Accounting or Finance.
• Hands-on experience with journal entries, revenue recognition, FX gains/loss, accounting close.
• Experience in customizing and configuring Salesforce CRM is helpful.
• Familiarity with Salesforce flows, formula fields, page layouts, SFDC sites and Lightning is helpful.
• Must have excellent Excel, Word, Google Sheets, Google Docs, Google Slides skills including being able to use mail merge, conditional logic and vlookup.
• Excellent analysis, troubleshooting, and problem solving skills.
• Propensity for hard work and a willingness to perform different roles as required.
• Displays leadership qualities and works well with others.
• Be Scrappy. You’ll need the ability to successfully drive projects in a startup environment (resourcefulness, creativity and initiative are paramount).
• Strong writing skills that include the ability to synthesize information into clear, concise messages both for detailed analytical reports and executive summaries.
• BA/BS/MS/MBA (or equivalent) in a related discipline.
• Articulate and demo Zuora’s billing functionality, Zuora object model and ecosystem, the competitive landscape, relevant 3rd party integrations, applicable Connect apps, dev tools Zuora’s charge models and product catalog within 8 weeks of hiring (we’ve got the training and support to get you there).
• Approximately 25% travel.

About Zuora

Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was designed specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-cash process, including billing and revenue recognition.

At Zuora, every employee is the CEO of their career and leading our mission are over 1,200 passionate and innovative ZEOs who value freedom, responsibility and accountability in equal measure because they have the capacity to make shift happen. Our culture isn’t an empty branding effort – our ZEOs love working here and it shows in our rating on Glassdoor . We take it very seriously. We encourage our employees to be curious, creative, and stay focused on our shared mission of enabling our customers to be successful.

Zuora serves more than 1,000 companies around the world, including Box, Komatsu, Rogers, Schneider Electric, Xplornet and Zendesk. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Frisco, Denver, San Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo.

At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an equal opportunity employer committed to creating an inclusive environment for all. To learn more visit www.zuora.com