Senior Solution Advisor, Regulated Industries

WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.
As a Senior Solution Advisor for Regulated Industries at WalkMe you will act as the conduit between sales and delivery to translate A&D and SLED customers' business vision and strategy into solutions, and guide the technology evaluation part of the sales process. You will work with our most strategic clients, and need to have a passion for understanding their needs and expressing the value of WalkMe's products and solutions in meeting those needs. This role will report to the Director of Solution Advisory for Regulated Industries.

What You'll Own

• Partner with the A&D and SLED Account Executives by taking a consultative role in the customers' evaluation processes across highly regulated sectors. This includes answering all technical questions, troubleshooting development/configuration issues, and managing escalation to Support and Engineering.
• Effectively plan and execute on a strategy for Discovery calls. Ability to ask leading questions that allow for you to find a problem.
• Design and deliver tailored, compelling demos that tell a story aligning WalkMe’s capabilities to the needs and priorities of prospective RI customers. These may be communicated through various mediums, including phone, presentation, and live/online demonstrations.
• Develop and maintain trusted advisor relationships with technical and business stakeholders.
• Support RFxs, security assessments/questionnaires, and other technical diligence with precision and responsiveness. 
• Manage technical POC's both onsite and offsite.
• Collaborate on and present custom product demonstrations to support the sales cycle.
• Effectively position and communicate WalkMe’s security posture internally and externally.
• Create and maintain collateral to demonstrate WalkMe’s ability to meet the prospect security and privacy requirements.
• Aggregate feedback from customer meetings and be able to convey cross-functionally (i.e. Product Management, Engineering)
• Speak at field events to both the technical and non-technical audiences.
• Educate prospects on best practices in Digital Adoption and WalkMe implementation strategy.
• Work as an extension of marketing by promoting product knowledge by writing blogs, participating in demo-inspired webinars when needed.

What You Need to Succeed

• Minimum of 8 years of experience in SaaS sales working with enterprise customers in one of the following roles: technical pre-sales, Solution Advisor, Sales Engineer, post-sale functional/technical consultant or equivalent, ideally working with enterprise/regulatory customers.
• Strong presentation skills with an ability to examine, interpret, and articulate complex technical concepts to audiences of varying technical levels.
• Experience working with SAP products and CRM systems such as SFDC preferred
• Familiarity with complex IT/security environments and compliance standards (e.g. FedRAMP, Impact Levels, SOC2, etc.)
• Experience building and presenting demo environments for customers at all levels - engineers to C level executives.
• Deep knowledge of the sales cycle and a proven ability to influence deal strategy with technical credibility
• Self-starter with a strong “team player” mindset and positive attitude
• Experience working with aerospace & defense, higher education institutions, or state & local agencies.
• Bonus if you have experience working with WalkMe, other DAPs, or similar platforms.

What Sets Us Apart

• At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more.  We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.   
• We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation.  We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteris