Enterprise Solution Engineer

About the role

As a Zip Enterprise Solution Engineer, you act as the primary technical advocate for our most strategic enterprise prospects across the DACH region. You will own the end-to-end pre-sales journey, from initial discovery through to proof of concept execution and deal acceleration. This role requires you to be a confident communicator who can translate complex procurement workflows into clear, compelling value propositions for C-level stakeholders. You will serve as the bridge between customer ambitions and Zip's AI-powered platform, ensuring technical concerns are addressed with precision and confidence. In this capacity, you will directly influence the narrative of how modern procurement teams operate. Your expertise will shape how prospects perceive our capability to drive efficiency and cost savings at scale. Ultimately, you will be responsible for building trust and momentum that turns interest into committed deployment.

Key facts

What you'll do

• Drive discovery conversations with enterprise stakeholders to map procurement workflows and pinpoint high-impact opportunities for Zip to generate value.
• Own the creation and delivery of tailored product demonstrations that directly align with the specific requirements and strategic goals of each prospect.
• Serve as the central point of contact for responding to detailed customer inquiries, including technical RFx responses and comprehensive IT security questionnaires.
• Design and manage proof of concept initiatives in collaboration with Post-Sales teams to validate solution fit and accelerate purchase decisions.
• Translate complex integration requirements into clear technical narratives that highlight the flexibility and power of Zip's API and middleware capabilities.
• Provide critical market feedback to the product and engineering teams, highlighting emerging customer needs and competitive dynamics in the procurement technology landscape.
• Act as a strategic advisor to sales executives, helping them build compelling narratives that differentiate Zip in highly competitive enterprise procurement decisions.
• Contribute to the continuous improvement of sales methodologies and playbooks based on real-world interactions and evolving market expectations.
• Mentor junior team members on best practices for solution selling within the procurement and billing technology vertical.
• Proactively identify new use cases within existing customer organizations to expand the scope of engagement and drive expansion revenue.
• Collaborate closely with Post-Sales Solutions Consultants to guarantee a smooth and consistent transition from sale to implementation.
• Maintain a rigorous understanding of the Zip roadmap to clearly communicate upcoming features and their relevance to current customer challenges.
• Leverage data and customer insights to refine the positioning of Zip's value proposition across the DACH region.
• Champion the adoption of AI-driven procurement practices by showcasing how Zip enables enterprises to innovate faster.

Requirements

• Bring a minimum of 8 years of proven experience in solution selling or a closely related role that has honed your consultative approach.
• Demonstrate a strong track record of selling sophisticated software solutions to Fortune 500 companies and engaging effectively with C-level decision makers.
• Exhibit exceptional solution selling capabilities, with the ability to clearly articulate how Zip addresses core procurement pain points in a differentiated manner.
• Show familiarity with the intricacies of procurement and billing or accounts payable software ecosystems.
• Master the art of discovery by guiding conversations that uncover latent needs, quantifiable value, and the specific criteria for sales success.
• Possess a deep understanding of key software integration principles, including integration platforms, APIs, and connectivity standards.
• Apply a robust solutioning mindset to help customers visualize how Zip integrates into their existing technology landscape and future state.
• Exhibit strong technical troubleshooting skills to address complex questions regarding performance, security, and scalability.
• Operate effectively as a self-starter who can rapidly assimilate new information and technologies in a fast-paced environment.
• Demonstrate fluency in German at a C1/C2 level or as a native speaker, as this role involves extensive interaction with German-speaking customers and stakeholders across the DACH region.
• Be willing and able to travel to customer sites and attend in-person meetings as required to build relationships and close deals.

Nice to have

• Possess integration or development experience, particularly with REST APIs and middleware tools, to discuss technical architectures in detail.
• Have direct experience with demoing, implementing, or administering applications relevant to the procurement and billing space.

Practical notes

• Willing and able to travel to onsites/customer meetings.