Dot is a cloud based, innovative software company and our product allows pharma and medical device customers to manage their quality processes electronically, replacing paper-based processes.
As a Functional Solution Engineer, you will be part of team Core role in the Solution Engineering team, responsible for translating business needs of small and medium-sized customers (SMB/Mid-Market) into clear and quantifiable functional solutions. The role includes strategic early entry into the sales process to ensure maximum solution fit to customer needs and support in shortening closing times.
A. Sales Process and Functional Value Leadership
• Value-Driven Demos Leadership: Planning and executing system demonstrations, not as a technical presentation, but as a personalized success story demonstrating how existing functionality solves specific business pain points of the customer.
• Building Functional Proof of Concept (POC): Defining short and focused POC that establishes the functional feasibility of the solution, while proving immediate business advantages.
• Support in Tenders and Questionnaires: Using Auto-RFP tools and providing professional and accurate responses to complex functional questions.
B. Early Entry into Sales Process and AI Analysis
• Discovery Call Analysis (Gong Analysis): Analyzing initial sales calls using AI tools (such as Gong) according to a structured protocol, with the aim of identifying critical points, hidden requirements, and opportunities to leverage the system's functionality.
• Qualification Assistance (Stage 1 Support): Active participation in discovery calls (Stage 1) alongside the sales manager, to ensure deep understanding of business challenges and verify that the customer is functionally suitable for the solution.
C. Knowledge Sharing and Professional Support in Implementation
• Critical Knowledge Transfer for Implementation (Hand-off Support):
Documentation and transfer of all exceptional functional information or customization requirements that arose during the sales process, to the project manager in the professional services department.
• Point Support in Objections: Providing tactical support and point guidance to implementation teams (PMs) in cases where sharp functional objections arise from the customer. Involvement is carried out according to department manager or project manager guidance.
• Interface with Existing Customers: Executing system demonstrations based on CSM business development analyzation
• Functional Expertise: Knowledge and deep familiarity with all system functionality.
• Process Understanding: Deep understanding of the organization's implementation methodologies and the Sales Cycle.
• Experience: Previous experience of 3+ years in solution engineering, solution management, or functional consulting in software systems (B2B SaaS).
• Analytical Capabilities: High analytical ability and proven use of AI tools for call analysis (Gong).
Significant Advantage
• Previous experience working with customers in the Life Science or Pharma industry.
• Deep understanding in process management.
