Make is the leading visual platform for anyone to design, build, and automate anything—from tasks and workflows to apps and systems—without the need for coding skills. We are headquartered in the flourishing tech hub of Prague, Czech Republic, and our teams are spread across the USA, UK, Germany, France, Canada, India and Chile, among other locations.
We are seeking a Value Engineer to join our growing Go to Market team. This is a highly visible, collaborative position with responsibility for the technical aspects of closing sales opportunities each quarter. As a Value Engineer, it is our mission to educate and convince the customer prospect about the technical and business value Make provides. As technical experts in a customer-facing role, Value Engineers are the Swiss Army knife in Make’s organization with close ties between various departments. This is a true accelerator for your career in one of the fastest growing technology companies.
Responsibilities:
- Focusing on Germany and strategic customers across EMEA
- Perform business and technical discovery with customer prospects to quickly understand customer priorities and pain points
- Partner with the account team (Account Executives) by owning the technical diagnosis, prescription and validation phases of the sales cycle and provide a consultative approach in advising customers.
- Conducting research into prospects, discovering and understanding customer requirements, communicating the value of the solution in a compelling fashion.
- Create and deliver custom product demonstrations to support the sales cycle
- Successfully manage and execute technical workshops and proof of concepts (POCs) in prospects and existing customers
- Articulate and educate on business, technical and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management
- Create and deliver customer roadmaps, solution visions and corresponding value
- Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in a value proposition
- Respond effectively to functional and technical elements of RFIs/RFPs
- Participate in developing content such as presentations, demos, white papers, best practices, solution packs, architecture patterns, and online courses for use by both customers and to enable our extended team.
- Provide direction/feedback on customer needs to product development & Make’s GTM strategy team
Requirements:
- Fluent German speaker
- University degree or equivalent professional training
- Relevant work experience in the area of pre-sales in a SaaS/iPaas/Automation application organization at an Enterprise Account level or above.
- Hands on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, BPM, SDKs, and Databases
- Experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure
- Integration product experience is preferred (but not required). Other integration vendors include MuleSoft, IBM, BEA, Oracle, TIBCO, etc.
- Knowledge of key applications such as Salesforce, Workday, ServiceNow, SAP, Oracle EBS, Databases
Skills:
- Strategic and Enterprise Account Planning and coaching of others.
- Confident sharing knowledge to a highly skilled and experienced audience and presenting to large range of audiences including experts in the field.
- Ability to learn new concepts, technologies and solve problems
- Strong interpersonal skills with the ability to convey and relate ideas to others and work collaboratively to get things done.
- Excellent presentation skills and composure in front of all levels of technical and business audiences
- Ability to lead architectural discussions
- A passion for technology and translating that passion into business impact for customers
- Excellent verbal communication, written communication, and presentation skills in front of all audiences.
- Ability working in a fast-paced and dynamic environment flexible hours throughout the sales territory
- We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
What we offer:
- 📝 RSUs grant in a rapidly growing company raising its value every day
- 💸 Annual bonus
- 🌎 Multinational team with 42 nationalities creating the future of automation
- 🎓 Learning & Development plan (online language, professional courses, conference tickets and other trainings) & 2 Company Learning Days per year
- 🍎 Notebook/Macbook
- 🏝 28 days of vacation
- 🫶 10 care days to care for your loved ones
- 👨👩👧👦 Extra parental vacation (3-6 months)
- 👶 RSUs grant for a newborn child
- 🥳 Team buildings, parties, and company events multiple times a year
- 🏡 Flexible working hours + home office
If you see a match, let us know and apply now!
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What we stand for:
🤝 We roll together - We embrace different ideas to grow together and create powerful solutions.
🚀 Customer impact first - We empower our customers to succeed, aiming for sustainable impact.
⚽ Game on! - We're explorers at heart: play is our fuel and creativity has no limits.
For more, feel free to check out our Life at Make Instagram, Meet-up page, or YouTube to get a sense of the vibe.
At Make, we know that exceptional work comes from people who bring different perspectives and experiences. We build a place where everyone feels welcome, heard, and empowered to create, contribute, grow and make an impact. We encourage people of all backgrounds, identities, abilities, and experiences to apply. Our hiring decisions are based on your qualifications, skills, merit, and the needs of our business. We have zero tolerance for discrimination or harassment of any kind.
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