The AFC Senior Solutions Engineer is a seasoned, experienced professional with a complete understanding and wide application of AFC industry best practices, principles and theories. The role needs to effectively articulate industry trends, best practices, technological innovation and the Trapeze AFC product portfolio to both internal and external stakeholders at all levels of organizations. This includes working with the AFC Product Director to set the strategic direction for the products and tools and executing on the pre-sales component of the strategies.
The Senior Solutions Engineer is ultimately responsible to ensure that AFC Sales booking targets are achieved and that Account Executives are supported through all aspects of the pre-sales process. The ISM is also responsible for gathering market and competitive intelligence, spotting trends and threats and working with other parts of the organization to address these issues. Finally, the ISM must work to increase the exposure of the Trapeze brand and improve the perception of the AFC product line in the market through thought leadership activities.
Degree/Diploma in Computer Science or another technical discipline
5-10+ years in the Automatic Fare Collection industry, with a preference towards Public Transit experience
5+ years of experience in a pre-sales role
Experience in a technical role (AFC implementation, product management or research and development) is preferred
Support the Account Executive community through all aspects of the pre-sales cycle and ensure that the AFC Sales booking target is exceeded.
Work with the AFC Product Director to define the vision and strategic objectives for the AFC products and tools and ensure that this strategy is executed effectively from a pre-sales perspective
Develop a clear set of customer account targets for the AFC product line and work with the Account Executives to develop opportunities in these accounts with the ultimate goal of contracting these opportunities.
Ensure that all solutions that you propose to customers are deliverable by the Professional Services organization.
Ensure that all proposed solutions are quoted accurately and have achieved internal approval before being delivered to a customer
Always strive to deepen our competitive intelligence by working with customers, prospects and industry contacts to understand our competitors’ value propositions, strengths, and weaknesses and ensure these are documented and evangelized throughout the organization.
Work with the Marketing group to solidify speaking opportunities at key conferences and industry events, publish periodic blog posts on industry trends and hot topics and publish articles in key industry publications.
Work with the Customer Support and Delivery organizations to develop defendable customer stories that highlight the capabilities and effectiveness of our AFC solutions
Contribute to a multi-year product roadmap that goes far beyond today’s product portfolio.
Collaborate with ISMs of adjacent solutions with a strong team focused approach to develop enterprise solutions that exceed customer expectations.
Key Skills and Competencies:
Strong technical knowledge across the industry and awareness of industry future directions
Strong self-motivational drive – able to initiate and manage customer activities independently
Strong writing and presentation skills
Here at Trapeze, we strive to ensure that our employees succeed in all aspects of their career. Our culture provides individuals with the ability and opportunity to collaborate, learn and grow. We encourage our employees to openly contribute ideas, whether you are a student, graduate, or current member of the team. From day one, you will be assigned tasks that are meaningful to both the success of our business and your career development.