Solution Engineer - Remote

Overview

Airspace Link is a post-Series B high-growth data and software startup based out of Newlab Innovation Hub at Michigan Central in Detroit. Offering Hybrid and fully Remote work options, we are an award-winning company of 50+ team members that focus on creating a place where people of all different backgrounds and perspectives can thrive as engineers, data scientists, creative thinkers, and passionate innovators.

Our vision is to create a world where the safe integration of drones fuels human progress, advancing social equity, the environment, and the economy. Partnered with the FAA, we work with state and local governments and commercial operators to enable the safe integration of drones into the national airspace and communities at scale through digital infrastructure, strategic partnerships and thought leadership.

Job Summary:  

We are seeking a driven and experienced Solution Engineer to join our growing sales team, specializing in selling enterprise SaaS software solutions to local government and state agencies (SLED). In this role, you will be responsible for providing technical support to the Sales team and assisting them in achieving corporate revenue targets.  Your primary responsibility is to understand client business challenges and in turn articulate the best possible solution to solve those challenges to both business and technical audiences. The ideal candidate will have a deep technical understanding of Drone or Urban Air Mobility and local government landscape with experience selling complex software solutions to government entities. 

Responsibilities and Duties: 

• Works closely with the Sales Team to provide technical expertise and assists in the creation of proposed solutions, professional service estimates, RFP responses and sales contracts.   
• Assist in facilitating effective discovery and needs analysis process to gain understanding of governmental agencies' current state, their challenges, and goals, then develop a unique solution and action plan to address these organization needs. 
• Create and conduct compelling product demonstrations to prospective and existing customers that effectively paint the client solution vision through the Airspace Link’s solution offerings to drive new customer acquisition and expansion opportunities.   
• Conduct training sessions on new product releases and upgrades to prepare private industry and government customers for implementation 
• Maintain strong professional relationships with existing clients and meeting with new clients to expand sales territories 
• Present and demonstrate product capabilities and industry audiences at trade shows, partner, industry events and relevant association panels and discussions.  
• Relay customer and market feedback to product & engineering to ensure customer and industry feedback are translated to product requirements 
• Manage internal and partner product collateral, solution overviews, technical sales collateral and pricing tools.  
• Develop and maintain in-depth knowledge of local government trends, budget cycles, and regulatory changes that may impact current customer and sales opportunities.

Status: Exempt

Travel Required: Up to 30% 

Position Type: Full-Time, 40 hours per week  

Location: Remote 

Requirements

• 6+ years of solution or sales engineering experience with SaaS based solutions to state, local, county or city governments required  
• Strong working knowledge of IT, Drone, Urban Air Mobility, geospatial tech, data, advanced models, and/or geoprocessing services 
• Demonstrated track record of high performance and enabling sales team to reach or exceed team quota 
• Excellent listening, problem solving and persuasive communicate skills  
• Possesses high degree of business acumen and executive presence 
• Curious and coachable when it comes to new challenges 
• Positive self-starter, who thrives in a results-driven and collaborative work environment 
• Passion for innovation, aviation, or new emerging mobility technologies 
• Excellent understanding of sales processes, sales hygiene, forecasting, and urgently driving opportunities to close  
• Experience working with RFPs and government contracts 
• BS/BA from an accredited university preferred (Geography, Computer Science, Engineering, Aviation, Aerospace)