About this Senior Solution Advisor role at Walkme
As a Solution Advisor at WalkMe an SAP Company, you will act as the conduit between Sales and Delivery to translate customers' business vision and strategy into solutions and guide the technology evaluation part of the sales process. You will work with our most strategic clients, develop strong technical relationships with stakeholders, and express the value of WalkMe's products and solutions in meeting their needs. You will drive technical relationships throughout the evaluation and support sales opportunities. This role reports to the VP of Solution Advisory
What You'll Own
Support the Account Executive during customer evaluations: answer technical questions, troubleshoot development/configuration issues, and manage escalations to Support and Engineering.
Plan and execute discovery strategies; ask leading questions to uncover business problems tied to revenue, cost, and risk.
Create and deliver innovative solution demonstrations (on-site and remote); collaborate on and present custom demos to support the sales cycle.
Scope, install, configure, and troubleshoot solutions; define success criteria and manage technical Proofs of Values (POVs) on-site and off-site.
Whiteboard business concepts and technical architectures; communicate WalkMe’s value in both business and technical terms.
Deliver executive-level value pitches and lead deep-dive technical discussions with IT and development teams.
Provide clear technical specifications, requirements, and solution documentation to support proposed approaches.
Collaborate closely with customers and internal teams to understand technology needs and architect solutions; act as a valued resource early and often in the decision process.
Aggregate feedback from customer meetings and relay insights to Product Management and Engineering to influence roadmap and enhancements.
Speak at field events to technical and non-technical audiences; contribute blogs and demo-inspired webinars to promote product knowledge.
Work in a team, share knowledge and best practices, and operate independently when required.
Travel may be required.
What You Need to Succeed
Minimum of 8 years of experience in SaaS working with enterprise customers in roles such as technical pre-sales, Solution Advisor, Sales Engineer, or post-sale functional/technical consultant (or equivalent).
Strong practical experience and achievements with enterprise software products or services; Service Management and/or integration experience strongly preferred.
Proven ability to assess requirements, identify business problems, and design/demonstrate solutions that drive outcomes.
Demonstrated ability to deliver compelling presentations and confidently engage in public speaking to diverse audiences, including clients, stakeholders, and internal teams.
Ability to examine, interpret, and articulate complex technical information to audiences of varying technical depth.
Experience building and presenting demo environments for audiences from engineers to C-level executives.
Experience with SAP products and CRM systems such as Salesforce (SFDC) preferred.
Both direct and digital sales activity experience is a plus.
Excellent verbal and written communication skills, with the ability to convey technical and non-technical ideas across mediums.
Ability to self-learn new technologies quickly and comfortably discuss new tools and trends.
Intelligent, motivated, and competitive with a “roll-up-the-sleeves” and “get the job done” attitude.
Adaptable to change in a fast-moving environment; strong team-player mindset and positive attitude.
Bachelor’s degree in an IT, business, or sales-related field, or equivalent experience.
Deep understanding of enterprise technologies and business context.
