Companies you'll love to work for

Solutions Consultant

Cognism

Cognism

London, UK
Posted on Thursday, June 13, 2024

Cognism is a market leader in international sales intelligence. Access to our premium data, has helped a wide variety of global revenue teams change their approach to prospecting, resulting in predictable and prosperous outcomes.

Following multiple successful funding rounds and the acquisition of Mailtastic (2020), an email signature solution provider, and Kaspr (2022), a Paris-based sales prospecting tool, there has never been a more exciting time to join us.

As we grow, one of our main objectives is to continue hiring individuals, who are both a professional and cultural fit for our Company. Our values are at the core of everything we do!

Our people;

  • Are Nice!
  • Are Collaborative. We’re in this together!
  • Are Solution-Focused. For every problem, we’ve got a solution!
  • Are Understanding.
  • Celebrate Individual Contributors.

We are committed to creating a diverse and inclusive global workplace, which encourages you to achieve any goals you may have, while having fun along the way!

Position Summary

The Sales Support Engineer / Solutions Consultant plays a critical role in translating complex technical concepts into relatable insights for both prospects and clients, ensuring they understand the full value proposition of our data solutions. By leveraging your technical expertise and strong communication skills, you'll guide prospects and clients through successful proof-of-concepts (POCs), fuel compelling demos, and contribute to winning deals that drive revenue growth. You'll also be a trusted advisor for existing clients, supporting them with product questions and new sales opportunities.

A critical aspect of this role is your strong security competency. You'll be responsible for supporting prospective and current customers with security-related information and correspondence with internal departments as needed. This includes:

  • Supporting and providing information on the Cognism Security Program details
  • Applying the Cognism Security Program to client and prospect needs
  • Identifying gaps in the security program and relaying this to the Information Risk and Security Team
  • Escalating sales issues related to security to the appropriate leadership and support teams
  • Acting as a first line of support for sales needs as it relates to Cognism security
  • Answering security-related questions for clients
  • Responding to client questionnaires including security, clarifying standard questionnaire responses
  • Ensuring company standard contract language and solutions are applied to clients, and escalating any deviations from standard language and/or practices
  • Identifying risks around sales opportunities as it relates to security requirements, and consulting with clients as needed on security practices

Additional Key Responsibilities

  • Conduct in-depth customer discovery calls to uncover and quantify the prospect's pain points, challenges, and opportunities.
  • Translate customer needs into measurable outcomes and align them with the specific value proposition of Cognism's solutions.
  • Develop compelling business cases and ROI calculations that demonstrate the financial impact of your solutions.
  • Use storytelling techniques to connect with prospects on an emotional level and illustrate the positive impact of your solutions.
  • Anticipate customer objections and proactively address them with data-driven evidence and case studies.
  • Analyze prospect needs and identify opportunities where Cognism solutions can offer significant value.
  • Design and conduct POCs, tailoring them to specific prospect requirements and showcasing the effectiveness of our platform.
  • Deliver engaging and informative product demonstrations, ensuring clear communication of product capabilities and addressing prospect concerns.
  • Position Cognism's solutions as a strategic investment that aligns with the prospect's business objectives and long-term goals.
  • Provide consulting services in support of sales including information risk management and security to assess risk and ensure solutions provided to clients are consistent with Cognism standards, including security standards.
  • Analyze POC data and demo feedback to track performance and identify areas for improvement.
  • Contribute to continuous improvement of sales engineering processes and methodologies.
  • Work collaboratively with the Marketing and Product teams to optimize product messaging and positioning.
  • Proactively identify and address technical concerns during the sales cycle.
  • Contribute to positive customer experiences by ensuring smooth POC and demo operations

Competencies

Communicates With Impact: Presents information and ideas in a thoughtful and compelling manner. Is clear and concise in verbal and written communications. Shares information freely and speaks openly and honestly. Seeks to understand the perspectives of others.

Drives and Delivers Results: Sets clear priorities, takes action, stays focused, and overcomes barriers to deliver expected results.

Solves Problems and Makes Good Decisions: Evaluates critical information needed to understand problems, determine probable causes, and develop workable solutions. Accurately assesses the costs, benefits, and risks associated with alternative courses of action and makes high quality and timely decisions.

Leads Change: Sees emerging patterns and opportunities. Adapts quickly and easily to new information, changing conditions or unexpected events. Facilitates and communicates change across the team or organization to drive adoption.

Lives Our Values: Behaves in a way that consistently demonstrates commitment to Company values (Integrity, Passionate Client Service, Teamwork, Accountability, Performance Excellence, and Continuous Improvement)

Information Security and Compliance: Demonstrates understanding of Company policies, procedures, and external regulatory requirements, and performs duties in accordance with such regulatory requirements. Assures confidentiality and security of all data. Demonstrates the skills, knowledge, and ability to ensure that our environment is a safe one, complying with industry standards.

Shapes the Future: Recognizes trends and their impact on the business. Accurately forecasts opportunities and obstacles, clearly defines a future state, sets the direction, and leads others toward the goal. Communicates the purpose and strategy in a way that inspires people to embrace it and make it their own.

Builds and Enables Great Teams: Attracts and selects strong talent. Provides guidance, feedback, coaching, and development to help people succeed and grow. Recognizes and rewards exceptional performance.

Education, Experience, Abilities

The successful candidate will have a strong technical background as well as security background including:

  • Bachelor’s degree in a field related to Information Technology (or equivalent experience).
  • 5+ Years of experience in technical sales role that includes Security Engineering / Security Architecture
  • Advisory consulting background – preferably to software, technology, and/or healthcare organization
  • Experience implementing security programs incorporating regulatory privacy and security requirements including US and European Union Data Privacy and Security Directives.
  • Familiarity with Information Technology Governance and Architecture standards including but not limited to ITIL, ISO 2700x, TOGAF, SPRING, STRUTS, ESAPI and NIST
  • Familiarity with security industry information and intelligence resources including OWASP, SANS, IEEE, IETF
  • Experience with Amazon AWS environments including security controls.
  • Experience with Microsoft 365 and Azure environments including security controls.
  • Experience or knowledge in securing other Information Technology platforms including PC’s, databases, mobile devices, servers, and network devices.
  • Experience or knowledge of standard security capabilities and tools for key security functions including but not limited to
    • Network and infrastructure security
    • End point security
    • Vulnerability management
    • Configuration management
    • Application security (WAFs, Static and Dynamic scanners)
    • Customer Identity and Access Management
    • Security event monitoring
    • Data protection and encryption (HSM, SEDS, Database encryption…)
    • Disaster Recovery
    • Business Continuity Planning and Execution
    • Vendor Management
  • Understanding and experience in multiple operating models such as Containers, Infrastructure as Code, Infrastructure as a Service, Platform as a Service and Software as a Service
  • Understanding of security capabilities, methods, and procedures in support of Continuous Integration and Continuous Development environments.
  • Execute security risk assessment methods, processes, practices and techniques.
  • Works with a sense of urgency while remaining calm under pressure.
  • Demonstrated ability to show initiative to drive progress and improvement.
  • Proven ability to develop consensus and collaborate with team members and management.
  • Superior written and verbal communication skills for a wide range of audience.
  • Ability to work well independently and in a team environment.
  • Ability to handle multiple tasks, prioritize and meet deadlines.
  • Proficient with Microsoft Office Suite (Word, Excel, Power Point).
  • Professional with ability to properly handle confidential information.
  • Ability to work within a matrix organization.
  • Must have ability to positively handle/manage stress, such as high work volume and frequent change.
  • Must have flexibility and willingness to participate in the work processes of an international organization, including conference calls scheduled to accommodate global time zones.
  • Professional with ability to properly handle confidential information.
  • Ability to work well independently and in a team environment.
  • Ability to handle multiple tasks, prioritize and meet deadlines.
  • Ability to work within a matrix organization.
  • Excellent written and verbal communication skills.
  • Must have ability to positively handle/manage stress, such as high work volume and frequent change.
  • Must have flexibility and willingness to participate in the work processes of an international organization, including conference calls scheduled to accommodate global time zones.

We look forward to hearing from you!