Solutions Director (Pre-Sales & Implementation)(Europe - Remote)

Mission – Why we exist, what we do, and why we need you

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.

Reporting to the CEO, the Solutions Director is a new role responsible for pre-sales solutions engineering and for post-sales implementation programs. Our ambition is to grow our pre-sales and implementation programs to better integrate our solutions into our customers’ systems, and embed them with more teams and stakeholders.

This role is ideal for a solutions consultant or a program manager in life sciences technology who wants to step into a leadership role while staying very hands-on on deals and projects..

After the initial diagnostic phase, you will:

• [20%] Oversee pre-sales activities and coordinate between sales, solution engineering, product, engineering, implementation and operations to ensure deals are scoped and showcased in a compelling way that makes us win.

• [30%] Support the planning and successful execution of customer implementations, including oversight of the Program Managers (2 direct reports) and solution architect (1 direct report). Provide leadership to ensure onboarding, integrations and enablement are progressing within the established scope, are brought to completion and deliver tangible/measurable customer value.

• [20%] Step in as a hands-on contributor for high-impact pre-sales and implementation activities when needed. You will take on specific projects/tasks yourself, or jump in for hands-on troubleshooting.

• [30%] Implement reworked pre-sales and post-sales workflows and assets, including updated implementation processes, scoping, sales pitches, and SOW templates that better align with our current product positioning and buyer expectations. You will work closely with sales, product, engineering and services teams to put these changes into action and embed these changes into our operating model to ensure stronger alignment and consistent delivery standards.

Objectives - The problems you will solve

• In your first 2 months, onboard, get up to speed and provide diagnostic, gaps and areas for improvement within the pre-sales workflows and implementation organization.

• In the first 2 weeks, meet with all implementation team members, exec team members, and sales reps to understand where we are heading as a company, and how pre-sales and implementation work

• Meet with 3 implementation customers face-to-face to determine current implementation (process) gaps, competitive alternatives and untapped opportunities (untapped product usage, untapped revenue opportunities)

• Identify gaps in current pre-sales and post-sales workflows, resources, assets and interlock with other functions (sales, product, engineering, services), and how to improve them (rework, invest, etc.)

• Prepare and share a “what’s working” analysis and execution plan for our pre-sales solutions engineering and implementation group. Present findings, priority gaps and next steps to the exec team

• Hire and onboard an additional solutions architect and implementation program manager to bolster the team

• In your first 6 months, optimize our pre-sales solutions engineering and our post-sales implementation.

• Implement new/reworked pre-sales solutions and implementation workflows and assets

• Redevelop implementation scoping, sales pitch and SOW

• Assess the need for additional solutions engineering and/or implementation talent and if required, scope role and recruit additional talent

• In your first 12 months, you will be improving business results as follows:

• Improved >$100k ARR opportunities scoping to close won rate

• Increase new life sciences ACV

• Completed 5 major implementation projects that were in initial stages upon joining

• Grown LTM implementation revenue

• Increase product usage for customer with an implementation program

What you need to be great at:

• Industry expertise with business orientation: you speak, and understand pharma HCP engagement, with all the nuances (medical, commercial, marketing). You have a flair for spotting pain points, helping customers form business cases and guide them towards execution

• Building a very close relationship with customer stakeholders: you can navigate the buying/implementation centers, build trust (“align”) with stakeholders and influence decisions

• Technical expertise & adaptability: You quickly get complex technical concepts with CRM, MAP, DXP and event platforms, and translate them into clear explanations for non-technical stakeholders. You are comfortable diving into new technologies and platforms to understand integration points. You can anticipate technical challenges and proactively develop solutions before they become obstacles.

• Hands-on, pragmatic troubleshooting: pharma implementation is complex; you ensure it never comes to a standstill by being creative and always seeking the small wins

What we are most curious about:

• What’s your opinion on the 2-3 mistakes companies make in technical pre-sales and that kills/slows their deals or leaves money on the table? With AE, with sales engineers?

• What have you seen working best in terms of pre-sale technical win: go deep as soon as possible (demo, architecture, custom etc) or rather late stage?

• At the start of an implementation project (and by extension, the first time you meet a prospect pre-sales), what are the things that work best for building rapport and trust with your technical counterpart?

• How do you deal with too many cooks in the post-sales implementation kitchen? Specifically, choosing between implementing your preferred technical solution versus accommodating the agency/system integrator? More generally, what are the 2-3 tactics that seem to always work to deal with politics on the customer side?

• What is your surest tactic for justifying a (fairly) large implementation proposal?

• In implementation, how do you see the best cadences and rituals to move things forward - beyond the usual suspects (kickoff and weekly calls). What’s your secret for customers not dreading kickoffs and weekly calls?

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.