About The Role

The Partner Solutions Engineer will play a key role in supporting the Partner team and Partner Account Managers by leading technical presales & aftersales activities. The Partner Solutions Engineer will do the utmost to convince partners of the solutions we are offering. To accomplish this, the solutions engineer must understand the partner’s challenges and requirements through conversations with the partner’s technical team, matching those requirements with the right combination and configuration of our solutions. The Partner Solutions Engineer is, for example, responsible for preparing and delivering product demonstrations to partners (and their customers) that match their expectations. The demos are expected to go above and beyond a standard demo, incorporating the knowledge gathered about the partner’s needs, and creating a first “wow” experience with them. As a Partner Solutions Engineer you are the technical SPOC for the partner during the presales stage, ready to answer technical questions rapidly and professionally, if needed involving additional technical experts within the wider company. In some cases, the process may include technical compliance analysis (like in an RFx process), in which case the Partner Solutions Engineer is expected to support the bid manager to supply the right answers to the requirements list, carefully looking after the balance between delivering what the partner and its client wants and setting the right expectations (that means avoiding to overpromise on anything that could not be delivered).

In addition, the Partner Solutions Engineer can fulfill a Partner Success Manager role: following up with existing and new partners to ensure that they are successful with and delighted by IQGeo. While the service delivery teams of the partner will be responsible for the initial implementation and delivery of the solutions to the customer, a Partner Success Manager will overlook the project to ensure that all expectations are met. After a successful delivery, the Partner Solutions Engineer, working together with the Partner Account Manager, will keep regularly monitoring the usage and adoption at partner side and proactively reach out to key stakeholders to ensure that they are maximizing ROI. The goal is to build high partner and customer satisfaction and ensure partner and customer renew their running subscriptions with us or even take new subscriptions for extra modules or users to unlock additional value. A Partner Solutions Engineer will also act as the voice of the partners internally at IQGeo. Engaged, energetic and self-driven, you understand the partner and their use cases and know how to be a trusted partner so companies grow with IQGeo. You will manage numerous partners at different stages of the partner lifecycle. You must have a deep understanding the IQGeo product solutions and then communicate those solutions to the users.

Our hybrid working policy allows for remote working. However, regular travel to meet onsite with the key stakeholders of your partners, as well as with other IQGeo employees located in one of our centers of excellence in Kuala Lumpur is expected.

Key Responsibilities

The Partner Solutions Engineer supports the VP Partner Sales to drive new sales, partner expansion and its customer retention by:

• Pro-actively engaging in the sales cycle and take charge of the technical aspects and deliverables during the potential partner and its customer’s product evaluation.
• Meetings with partners early in the development cycle to fully appreciate and understand the problem the partner and its customer is trying to solve.
• Define and implement appropriate demonstrations to fulfil the partner and its customer’s needs.
• Confidently presenting these to the partner and its customer at the appropriate level.
• Represent the company at trade shows and conferences.
• Manage all post-sales activity for assigned partners through strong relationship-building, product and domain knowledge, planning and execution.
• Develop joint partner success plans with its sales managers and delivery team to ensure there is a plan in place to drive adoption and high value use cases within the organization, often requiring change management.
• Increase partner and its customer adoption by conducting regular check-in calls for tactical items, and performing strategic business reviews for alignment of objectives and outcomes.
• Maintain a deep understanding of the IQGeo products and speak with assigned partner about the most relevant new features and functionality that could be interesting for their specific business needs
• Function as the partner advocate and provide internal feedback on how IQGeo can better serve our partners and its customers.
• Work closely with Product and Engineering on identification and tracking of product improvement requests.
• Work with delivery teams on effort estimations for additional work-items like extra customizations and training. Ensure a smooth transition from presales to implementation.
  
  

Required Skills/Abilities

• Build up and maintain expert knowledge on IQGeo software usage in order to have a thorough understanding of the technical scope of the sale.
• Ability to build demonstrations and Proof of Concepts (POCs) to present new solutions to the partners and its customers (end users, technical experts, IT experts, senior management).
• Subset of the following technical skills:
• Experience with Python.
• Experience with SQL and RDBMS technology (PostgreSQL, Oracle, SQLite).
• Experience with Docker, K8s, Amazon AWS.
• Experience with Geospatial Information Systems (GIS) or web mapping is helpful.
• Experience with ETL tools such as Safe Software’s FME, GeoKettle or Python libraries is helpful.
• Experience with JavaScript or mobile application development is helpful.
• Excellent listening and oral communication skills; the ability to think on your feet, to articulate technical solutions and how they can solve customer's business problems to all audiences from the very technical to non-technical.
• Skilled at building strong client relationships through excellent interpersonal skills, with a passion for engaging directly with customers to understand their challenges and objectives.
• Excellent analytical and problem-solving skills. A hands-on problem solver, with ability to think on your feet and change approach as required.
• Commitment to the success of implementation post-sale ensuring an effective handover to professional services organization, if relevant.
• Fluent English language skills are essential.
• Knowledge of other languages is a bonus.
• Being open and flexible with regards to time management and willingness to travel.
• Excellent time management skills with a proven ability to meet deadlines.
• Proficient with Microsoft Office Suite.
  

Education and Experience

• A Bachelor’s degree (or equivalent) in a relevant Engineering or Technical subject.
• Minimum 5 years of technology and industry experience and 3 years’ experience in a customer facing role in a technology organization, preferably working with enterprise sized partners and customers.
  
  

Why Join IQGeo?

• IQGeo is a very exciting place to be, with unprecedented levels of investment in all areas of the organization, joining IQGeo means joining the number one technology software provider for Telecoms and Utilities network operators.
• IQGeo is accelerating its extensive telecommunications and utilities expertise to support international growth, providing employees with opportunities to engage in diverse markets & cultures with significant career prospects.
• Significant investments are planned to broaden IQGeo's product range, fostering an environment of innovation where employees can contribute to cutting-edge geospatial solutions.
• Work in a high-growth, innovative company shaping the future of geospatial technology.
• Collaborate with a dynamic team of professionals passionate about solving real-world industry challenges.
• Competitive salary, benefits, and opportunities for professional development.