Senior Presale Technology Specialist

Washington, DC
Mar 09, 2021
Mar 16, 2021
Full Time
Job Description

In just four years, Arc Publishing has grown from just a handful of people to a team of several hundred, as Arc has become the leading digital experience platform among brands, publishers and broadcasters in 23 countries. You will work on the sales team helping Arc to grow and expand around the world.

The Senior Presale Technology Specialist (Internal title is Senior Technical Product Consultant) is the sales team's expert on how the Arc products work - giving sales demos, leading conversations to understand a prospective client's needs and goals, and coming up with creative solutions. You will lead prospects through proof-of-concept evaluations, offering training and guidance as they prove out the value of the platform against their own needs. You will also work closely with our Professional Services, Product, and Platform teams.

The Specialist must maintain a firm understanding of the Arc products and product roadmaps, both from a user perspective and from a technical perspective, and be able to explain how they work to both content creators as well as developers. You will work with the other members of the sales team, driving deals forward to achieve our goals in closing new business.

To be successful in this role, you must understand the products and explain them to both technical and non-technical audiences, and engage in active listening to understand their individual needs. You will lead demos, proof-of-concept product trainings, and deep-dive conversations with everyone from content marketers to Chief Technology Officers.

While not a product role, the Specialist will work closely with Arc product leadership to understand current capabilities and future roadmaps, and with the account and training team to understand how the products are used by live clients.

  • Understand and communicate the product inside and out, and be able to give tailored demos that will be relevant to the specific prospective client's needs
  • Understand and communicate the customer's business goals and technical environment, including software currently used
  • Collaborate with solutions architect, product, engineering, and professional services teams to assess and recommend solutions that support customer needs
  • Grow internal capabilities of sales team and improve team success through various methods, including analyzing key performance indicators and metrics in Salesforce CRM
  • Embody sales team ethos:
    • Accountable and transparent with each other for continuous improvement
    • Experts in our domains driving creative solutions
    • Small things, big impact, every prospect, every time
    • Agile, ego-free deal mindset

  • Bachelor's Degree or equivalent work experience
  • At least 5 years of experience in B2B and SaaS environments; preferably customer-facing roles in product management, sales engineering, or success management
  • Strong analytical, oral and written communication, and presentation skills
  • Self-directed with a bias for speed
  • Willingness to adapt and change as our agile sales process evolves
  • Experience with Agile methodology
  • Preference for previous experience with Salesforce, Keynote, and Github
  • Ability to travel 25% to 35% for client meetings (once travel restrictions are lifted)
  • Strong organizational, listening, creative problem-solving, and collaborative skills
  • Proven ability to interact effectively at all levels within an organization, including executive and C-level clients
  • Ability to work well in a dynamic group environment and under deadline pressures

The Post strives to provide its readers with high-quality, trustworthy news and information while constantly innovating. That mission is best served by a diverse, multi-generational workforce with varied life experiences and perspectives. All cultures and backgrounds are welcomed.

The innovation doesn't end in the Newsroom - dozens of teams power The Washington Post. We are now hiring the next innovator - how will you Impact Tomorrow?


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