What are the responsibilities and job description for the Solutions Engineer position at Terra Dotta?
About Terra Dotta
Terra Dotta is a global software company that provides more than 700 organizations with software that allows them to manage international education programs. Terra Dotta offers an exciting workplace dealing with organizations worldwide and working with staff who have worked, lived, and studied around the globe. We foster internationalization for incoming and outgoing teams, faculty, and students, increase travelers’ safety and reduce organization liability.
Our Vision
Transforming the future through global connections today.
Our Mission
Develop innovative solutions that delight and empower international educators by expanding their global impact, fostering life-changing cultural exchanges, and preparing students to flourish in a global community.
The Role
As a Solutions Engineer, you will play a critical role in helping our prospects understand the value of Terra Dotta. Through thorough discovery and alignment with the customer’s outcomes, you will guide the customer through an ROI-based conversation. Using your demo skills to marry the pain points you’ve uncovered to the value that Terra Dotta can bring to them. You will also bring value to internal stakeholders by creating and helping to facilitate better communication with cross-functional teams about the deals you’re involved in. Through your deep product knowledge and technical expertise in how companies decide to purchase SaaS applications, you’ll support our Sales team and ensure they constantly move towards a close.
We’re looking for someone who will understand the customers’ core pain points, and quantitatively show the value that Terra Dotta’s technology can provide. Someone who also understands the whole sales process and the critical role they play in making sure the customer experience is world-class.
Location: This role can either be fully remote depending on which US state you live in or based in our Chapel Hill, NC office with an office-centric hybrid schedule.
What You’ll Achieve
Terra Dotta, LLC is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, marital status, ancestry or any other characteristics protected by federal, state or local laws
What makes us a great place to work?
Terra Dotta is a global software company that provides more than 700 organizations with software that allows them to manage international education programs. Terra Dotta offers an exciting workplace dealing with organizations worldwide and working with staff who have worked, lived, and studied around the globe. We foster internationalization for incoming and outgoing teams, faculty, and students, increase travelers’ safety and reduce organization liability.
Our Vision
Transforming the future through global connections today.
Our Mission
Develop innovative solutions that delight and empower international educators by expanding their global impact, fostering life-changing cultural exchanges, and preparing students to flourish in a global community.
The Role
As a Solutions Engineer, you will play a critical role in helping our prospects understand the value of Terra Dotta. Through thorough discovery and alignment with the customer’s outcomes, you will guide the customer through an ROI-based conversation. Using your demo skills to marry the pain points you’ve uncovered to the value that Terra Dotta can bring to them. You will also bring value to internal stakeholders by creating and helping to facilitate better communication with cross-functional teams about the deals you’re involved in. Through your deep product knowledge and technical expertise in how companies decide to purchase SaaS applications, you’ll support our Sales team and ensure they constantly move towards a close.
We’re looking for someone who will understand the customers’ core pain points, and quantitatively show the value that Terra Dotta’s technology can provide. Someone who also understands the whole sales process and the critical role they play in making sure the customer experience is world-class.
Location: This role can either be fully remote depending on which US state you live in or based in our Chapel Hill, NC office with an office-centric hybrid schedule.
What You’ll Achieve
- Collaborate with the sales team to understand customer requirements and pain points.
- Leverage your technical expertise to design comprehensive solutions that align Terra Dotta’s capabilities with customer needs and objectives.
- Develop compelling presentations, demos, and other materials to effectively communicate the value proposition of Terra Dotta's solutions.
- Utilize solution selling techniques to engage with prospective clients and articulate how Terra Dotta's solutions can address their specific challenges.
- Conduct product demonstrations and proof of concept sessions to showcase the capabilities of Terra Dotta’s software solutions.
- Build and maintain strong customer relationships with key stakeholders, including executives, functional office staff, IT professionals, and academic administrators.
- Serve as a trusted advisor to clients, providing technical expertise and guidance throughout the sales process.
- Conduct in-depth discussions with customers to understand their goals, technical requirements and provide tailored recommendations
- Collaborate with the Product team to gather feedback from clients and contribute to product enhancements and roadmap planning.
- Facilitating the creation of Statements of Work (SOWs) and Responses to Requests for Proposals (RFPs).
- Win Rate (50%) – Measure of successfully closed deals relative to total opportunities. Ensuring a well-paced sales process and effective discovery helps improve alignment and reduce prolonged deal cycles.
- Discovery-to-Demo Conversion Rate (90%) – Percentage of opportunities that successfully progress from the discovery phase to a product demonstration, indicating effective qualification and engagement.
- Demo-to-Negotiation Conversion Rate (90%) – Percentage of demos that advance to the negotiation stage, reflecting the Solutions Engineer’s ability to align product value with customer needs and navigate potential obstacles such as budget constraints, competitive considerations, and internal stakeholder buy-in.
- Strong interpersonal skills to earn customers’ trust and hear out and understand the customer’s true pain points.
- Strong quantitative and analytical skills to translate the customer’s true pain points into solutions that can be effectively demonstrated for the customer.
- Experience working with Higher Ed technology (Terra Dotta, Salesforce, Workday, etc).
- Deep industry knowledge of international higher education preferred.
- A storyteller who is comfortable creating a story out of technology and data and presenting it to anyone in any setting.
- Experience in a presale's role (or similar) in a SaaS environment.
- Demonstrated success dealing with ambiguity in a high growth environment
- Knowledge of CRM or ERP systems commonly used within the industry.
- Someone who can work cross functionally within Terra Dotta to find efficient paths to ensure our customers reach their intended goals with our software.
- 3 years of experience in a Solutions Engineering, Pre-Sales, Technical Consulting, or related role.
- Experience demonstrating, configuring, and integrating enterprise SaaS solutions.
- Proven ability to translate complex technical concepts into easy-to-understand business solutions.
- Hands-on experience with customer-facing technical engagements, such as RFP responses, and pre-sales technical demonstrations.
- Industry experience in relevant sectors (e.g., Higher Ed, Healthcare, Enterprise SaaS, etc.).
- Bachelor’s degree
Terra Dotta, LLC is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, marital status, ancestry or any other characteristics protected by federal, state or local laws
What makes us a great place to work?
- Unlimited paid time off, 13 paid holidays, and unlimited wellness (sick) time off.
- Medical, dental, and vision benefits (Blue Cross Blue Shield) - medical benefits start on day one!
- Access to physical and mental wellness programs.
- Financial literacy training with Fidelity.
- Automatic enrollment into our 401k on day one with up to 5% company match (Fidelity).
- Company-paid life insurance, short-term & long-term disability.
- Exceptional colleagues with a passion for global education!
