Customer Engineer (Pre-Sales) ANZ

About the role

In this position, you will be a vital part of the Federato team, supporting insurance providers and managing general agents by helping them understand and the Federato platform to its fullest potential. Your primary responsibility will be to work closely with the Sales team to facilitate technical discovery sessions, design tailored solutions, and deliver impactful demonstrations that showcase the platform's capabilities. You will serve as a technical advisor, translating customer workflows into configurations, and providing expertise to ensure customer success. This role is based on-site in Sydney, Australia, and involves working directly with clients and internal teams to drive platform adoption and support sales efforts.

Key facts

What you'll do

• Lead and manage technical sales engagements from initial discovery through to deal closure, ensuring a smooth and effective process.
• Conduct detailed technical discovery sessions with prospective clients to understand their workflows, challenges, and goals.
• Deliver customized, high-impact demonstrations of the Federato platform that clearly illustrate how the solution addresses customer needs and delivers business value.
• Convert customer workflows into Federato configurations, including policy quoting, rating, endorsements, and portfolio optimization, ensuring solutions are tailored to each client's requirements.
• Collaborate closely with the Product and Security teams to complete RFPs (Request for Proposals) and security questionnaires, ensuring all customer concerns are addressed thoroughly.
• Develop and maintain demo environments that accurately reflect the target customer segments and use cases, enabling effective demonstrations and proof-of-concept sessions.
• Create onboarding resources, configuration libraries, and sample rating logic to support customer onboarding, implementation, and ongoing success.
• Work alongside the Manager of Pre-Sales and Product Marketing teams to enhance messaging, develop technical materials, and improve the overall sales enablement process.
• Assist in refining and continuously improving the pre-sales process, including discovery, solutioning, and handoff procedures to the implementation and customer success teams.
• Contribute to the development of discovery playbooks, configuration scopes, demo guides, and other resources to streamline the pre-sales workflow.
• Partner with Product and Engineering teams to ensure the product roadmap aligns with customer needs and feedback gathered during pre-sales activities.
• Identify recurring objections, product gaps, and areas for improvement, effectively communicating these insights to internal teams for future development.
• Provide detailed context and technical insights to the Implementation and Customer Success teams after the sale is closed, ensuring a transition and continued customer satisfaction.
• Support the sales team by answering technical questions, assisting with proposal development, and providing expert input during customer meetings.
• Maintain a deep understanding of the Federato platform, industry trends, and competitive landscape to effectively position the solution and address customer concerns.
• Engage with potential clients to build trust and demonstrate technical expertise, helping to accelerate the sales cycle and close deals efficiently.
• Travel up to 30% as needed to meet with clients, attend industry events, or support sales activities across the ANZ region.

Requirements

• 6 to 10 years of experience in technical pre-sales, solutions engineering, or technical consulting, preferably within the insurance or insurtech sectors.
• Proven experience in delivering technical demonstrations, designing solutions, and supporting enterprise sales processes.
• Strong understanding of insurance workflows, including policy lifecycle management, rating, quoting, endorsements, and underwriting systems.
• Ability to translate complex technical concepts into clear, compelling presentations tailored to both technical and non-technical audiences.
• Proficiency in Javascript and SQL, with the ability to develop sample code, configure systems, and troubleshoot technical issues.
• Excellent communication skills, with the ability to engage effectively with clients, internal teams, and stakeholders at all levels.
• Willingness to travel up to 30% for client meetings, industry events, and sales support activities.
• Demonstrated ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Strong problem-solving skills and a proactive approach to identifying and addressing customer needs.
• A customer-centric mindset with a passion for delivering exceptional technical support and solutions.

Nice to have

• Experience working with insurance rating engines, policy management systems, or underwriting platforms.
• Familiarity with cloud-based platforms and SaaS solutions.
• Previous experience supporting sales teams in a pre-sales or solutions engineering capacity.
• Knowledge of data modeling, API integrations, or other technical skills relevant to insurtech platforms.
• Experience working in a startup or high-growth environment, demonstrating adaptability and initiative.

Skills & tools

• Javascript
• SQL
• Customer engagement and presentation skills
• Solution design and architecture skills
• Demo environment development and management
• RFP and security questionnaire completion
• Collaboration with cross-functional teams
• Technical documentation and resource creation

Practical notes

Federato is committed to fostering a diverse and inclusive workplace environment. We do not discriminate based on race, religion, color, national origin, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status. We offer reasonable accommodations for individuals with disabilities during the application or interview process. If you require any accommodations, please reach out to us. This role involves on-site work in Sydney, Australia, and may require up to 30% travel within the ANZ region. Candidates should be prepared to engage actively with clients and internal teams to support sales and customer success initiatives. We value proactive, customer-focused individuals who are eager to contribute to a growing insurtech company dedicated to innovation and excellence in the insurance industry.