Overview
You partner with AEs to demonstrate DOSS Operations Cloud to prospects. You run technical demos showing how DOSS handles their specific workflows (order management, inventory, procurement, financials), answer technical questions, and configure POC environments. You need deep product knowledge and the ability to adapt demos to different industries and use cases.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Pre-sales Solution Engineer |
| Sales Motion | Demo-driven / POC-heavy |
| Deal Complexity | Enterprise |
| Sales Cycle | 4-9 months (you're involved from demo through close) |
| Deal Size | $100K-500K+ ACV |
| Quota (est.) | Support AEs to $2-3M in bookings/year |
Company Context
Stage: Series B/C (115 employees, scaling to 200 seats)
Size: 115 employees currently
Growth: Scaling fast - likely adding SEs to support growing AE team
Market Position: Challenger ERP competing on flexibility and speed vs legacy systems
GTM Reality
Pipeline Sources:
- N/A (you support AE-sourced opportunities)
SDR/AE Structure: You're paired with AEs (likely 1 SE supports 2-3 AEs)
SE Support: You ARE the SE support
Competitive Landscape
Main Competitors: NetSuite, SAP Business One, Oracle ERP Cloud
How They Differentiate: No-code flexibility, faster implementation, modern UI
Common Objections: "Can it handle our complex workflows?", "What about integrations with [their legacy system]?", "We need industry-specific features"
Win Themes: Show flexibility, prove you can handle their edge cases, demonstrate speed of customization
What You'll Actually Do
Time Breakdown
Demos (35%) | POC Setup/Management (30%) | Demo Prep/Research (20%) | Internal Meetings (15%)
Key Activities
- Custom demo prep: Before each demo, you meet with the AE to understand the prospect's workflows. You configure a demo environment with sample data that mirrors their business - if they're a food distributor, you set up inventory and fulfillment workflows relevant to food distribution.
- Technical discovery calls: You join calls to dig into their current system, data structure, integrations, and specific pain points. You're documenting their requirements and assessing technical fit.
- Running demos: 60-90 minute product demos where you walk through how DOSS handles their workflows. You're screen-sharing, clicking through the platform, and fielding questions. Expect 5-10 stakeholders on the call with different concerns.
- POC management: For serious opportunities, you set up a 2-4 week trial environment. You configure modules, import their sample data, train their team, and troubleshoot issues. You're in daily contact during POCs.
The Honest Reality
What's Hard
- Product breadth: DOSS covers procurement, inventory, orders, finance, warehouse management, demand planning - you need to know all modules deeply. Learning curve is steep.
- Custom demo requests: Every prospect wants to see their specific edge case. You're constantly building new demo scenarios and finding workarounds for gaps in the platform.
- POC scope creep: Prospects treat POCs like free consulting. They'll ask you to test 20 different scenarios, import complex data sets, and troubleshoot their workflows. POCs take 15-20 hours of your time.
- Competing against established systems: Prospects are comparing you to NetSuite or SAP. They'll ask about features those platforms have that DOSS doesn't. You need to position around flexibility and speed, not feature parity.
What Success Looks Like
- 50-60% win rate on opportunities that reach POC stage
- Support 2-3 AEs to quota (your success = their success)
- Run 15-20 demos per month
- Manage 3-5 active POCs at any given time
Who You're Selling To
Primary Audience:
- VP Operations / COO (decision maker, cares about workflows)
- Operations Managers / Supply Chain Directors (end users, technical evaluators)
- IT Directors (integration and architecture questions)
- CFO (in demos, asks about financial reporting and close process)
What They Care About:
- Can DOSS handle their specific workflows and edge cases?
- How does data import/migration work?
- What integrations are available (Shopify, NetSuite, freight carriers, etc.)?
- How hard is it to configure without developers?
- What does implementation timeline look like?
Requirements
- 3-5 years as a Solutions Engineer, Sales Engineer, or Implementation Consultant for B2B SaaS
- Deep understanding of ERP, supply chain, or operations software
- Technical skills - SQL, API integrations, data modeling
- Ability to learn complex products quickly and explain them simply
- Demo skills - engaging presenter who can think on their feet