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How you can make a difference

The Sr. Solutions Engineer uses industry and subject matter expertise to devise solutions for prospective clients. Collaborates cross functionally to develop compelling sales positioning of highly technical content and demonstrates in live, high-stakes sales meetings. The Sr. Solutions Engineer reports to the Director, Product Marketing and Solution Engineering within the Product Marketing and Sales Enablement team. Peers include Product Marketers, Client Marketers, Program Marketers and Client Engagement Consultants. Will also collaborate with leadership across technology, implementation, operations, product, marketing, and sales to partner and drive product adoption and solution identification.

What you'll be doing

Formulating and leading presales technical / functional support activity to current and prospective clients. Focuses on large or complex sales opportunities that require creative and complex solutions primarily in the mid to large market. Develops productivity tools and training for Client Services, Service Delivery, Sales and Relationship Management to enable their independent success. Develop and deliver outstanding presentations and demonstrations for large opportunities and answers detailed product, operations and service questions to influence the sale. Leads all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

Sales solutions engineering, product demonstrations and support

Leverage extensive consumer directed benefits industry knowledge to gather client requirements, inform solutions and demonstrate services to prospective clients through solutions engineering, product demonstrations and sales finalist support.
• Lead product demonstrations to Client or Partner, coordinating with internal partners to ensure what is demonstrated highlights the HealthEquity value proposition and meets the client's requirements.
• Collaborate with Sales and Relationship Management, Product, Implementation, Operations, Product Marketing and RFP teams to develop product solution approaches to win large deals.
• Act as subject matter expert during the sales process, on all aspects of our business, including implementation, integration, data exchange, service delivery, investments, security, and product.
• Attend pre- meetings to ensure finalist meeting coordination and performance.
• Participate in sales conference calls and prospect visits, providing product demonstrations in person and via web, and working with prospects at both a technical and business level to show how HealthEquity's solutions can provide value to them.
• Think on your feet to support ad hoc questions and discussion during client and partner interactions that provide confidence and clarity to situations, problems, and solutions.
• Document and maintain a record of Finalist meetings with a specific focus on VoC product feedback; prioritize and surface recommendations to product organization at regular cadence.
• Participate in Client and Partner Meeting Solution Reviews - together with internal partners.

Requirement gathering and education

• Participate in initial RFP evaluation with prospective clients to assess requirements and plan complexity that may result in potential loss, or "no bid" situations.
• Participate in client requirements discovery meetings with Sales and Relationship Management team members and other external and internal partners.
• Focus understanding of complex, ambiguous, and / or conflicting customer challenges into easily understood requirements and feasibility of support. Engage product owners, business analysts and integration consultants to resolve pre-sales design and configuration questions.
• Conduct solution design meetings with partners and/or client personnel to confirm solution scope and the design required to fulfill requirements.

Demo design, product knowledge and collaboration

• Participate in the development of the demonstration environment and solutions, to support simplified and scaled illustration of HealthEquity's products and solutions and tailored scenarios.
• Identify themes and challenges to selling, provide feedback to business leaders, and validate solutions to overcome obstacles.
• Synthesize themes to be shared with the Marketing and Product teams of barriers in meeting the needs of the client requests and recommendations to support business justification for support or declination.
• Elevate the VoC to Product teams by documenting and prioritizing critical business and/or IT requirements, features and enhancements.
• Act as liaison between sales and all internal teams with a focus on product, answering questions and learn fine details for solutions to complex needs when necessary.
• Document and contribute product answers to technical repositories, e.g. Confluence.
• Gain and maintain technical knowledge of and company systems, capabilities, processes, procedures, and roadmap in a changing landscape of platforms, enhancements, regulation changes that may materially impact our team, partner, client, or member experience.
• Provide insights on competitor service offerings and defensible positioning.
• Assist with the delivery of Sales trainings on products and services, and development of externally facing content to answer proposal and ad hoc client and partner questions.

What you will need to be successful

• 2+ years' experience with consumer directed benefits provider, preferably in client or member services, implementations, service delivery, product or marketing is required
• 5+ years' influencing a Business to Business (B2B) sales process in any capacity (ex. as a member of the service team, sales team, marketing team)
• This role will require exceptional inquiry, influencing, communication, and relationship skills.
• Proficiency (or ability to learn) using demo tools such as FIGMA is required
• Proficiency with business and communications software (preferably Word, Excel, PowerPoint, common Windows operating systems, and Outlook) is required. A strong, hands-on knowledge of technical business applications is also required.
• Hands on experience with Confluence and AHA! required.
• Thorough understanding of consumer directed benefits (HSA, FSA, DCRA, HRA, LSA, Commuter, COBRA) products, platforms, architecture, and capabilities
• Ability to present highly complex concepts and specific solutions to internal and external audiences in a clear, concise, and easily understood manner
• Compliance standards knowledge (PCI, SOX, HIPAA) - an advantage

#LI-Remote

This is a remote position.

#LI-KBHQY

The compensation range describes the typical minimum or maximum base pay range for this position. The actual compensation offer is determined based on job-related knowledge, education, skills, experience, and work location. This position will be eligible for performance-based incentives as part of the total compensation package, in addition to a full range of benefits including:

• Medical, dental, and vision
• HSA contribution and match
• Dependent care FSA match
• Uncapped paid time off
• Adventure accounts
• Paid parental leave
• 401(k) match
• Personal and healthcare financial literacy programs
• Ongoing education& tuition assistance
• Gym and fitness reimbursement
• Wellness program incentives

Why work for HealthEquity

HealthEquity has a vision that by2030 we will make HSAs as wide-spread and popular as retirement accounts. We are passionate about providing a solution that allows American families to connect health and wealth. Join us and discover a work experience where the person is valued more than the position. Click here to learn more.

Come be your authentic self

HealthEquity, Inc. is an equal opportunity employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, age, color, religion, sex, sexual orientation, gender identity, national origin, status as a qualified individual with a disability, veteran status, or other legally protected characteristics. HealthEquity is a drug-free workplace. For more information about our EEO policy, or about HealthEquity's applicant disability accommodation, drug-free-workplace, background check, and E-Verify policies, please visit our Careers page.

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