Sales Engineer Principal

Job Description:

In this role, you will be responsible for developing innovative client solutions, emphasizing VAT Compliance and e-Invoicing, while leveraging deep knowledge in information systems, financial management, and operations. You will utilize your understanding of business processes and technology to offer tailored solutions for tax-related challenges. The Sales Engineer Principal will work closely with Account Executives to manage prospects, understand customer pain points, and present solutions that deliver measurable value. A core part of the role is working to close complex sales opportunities and ensuring seamless integration with delivery teams for the successful implementation of Vertex solutions.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Operate independently to manage multiple sales cycles, ensuring prioritization of engagements that maximize overall opportunity.
• Act as a subject matter expert in VAT Compliance, e-Invoicing, and related tax domains, providing thought leadership in these areas.
• Partner with Sales Management to develop strategies and tactics for winning business, ensuring Vertex’s solutions are positioned effectively against competitors.
• Engage deeply with client needs, processing their challenges, and designing solutions that align with tax/technical environments.
• Lead product demonstrations and presentations focused on VAT Compliance and e-Invoicing, tailored to meet specific client requirements.
• Collaborate with Account Executives on complex proposals, ensuring a deep understanding of the client’s needs and expectations.
• Help clients re-engineer business processes to optimize their VAT compliance and e-invoicing workflows.
• Assist in transitioning projects from strategy to execution by coordinating with delivery teams, ensuring smooth handovers and successful implementations.
• Continuously advocate for customers by communicating product enhancements and providing feedback to Vertex’s product development teams.
• Develop and refine internal sales tools and provide training for Account Executives on VAT Compliance and e-Invoicing.
• Travel requirement of at least 60% of the time.
• Participate in other projects or duties as needed.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Outstanding sales engineering and pre-sales skills, with a proven track record of working in similar SaaS environments.
• Strong background in engaging customers from solution discovery through to final presentations, providing clear and effective value propositions.
• Experience working with similar SaaS providers, with a focus on understanding and solving complex client needs.
• Strong interpersonal and presentation skills, with the ability to communicate complex tax solutions clearly to various audiences.
• Ability to manage multiple projects and engagements simultaneously, making independent decisions and prioritizing effectively.
• Experience in indirect tax, e-invoicing, or VAT compliance is preferred but not mandatory.
• Familiarity with major ERP systems like SAP, Oracle and Workday is a plus.
• Strong results orientation, with a focus on delivering client-focused solutions that solve tax compliance issues.

EDUCATION AND TRAINING:

• Significant experience in a sales engineering or pre-sales role, ideally within SaaS or technology solutions companies.

• Proven track record in solution selling, with a focus on addressing complex client needs and driving sales success.

• Strong experience in sales is required, particularly in a consultative or value-based sales environment.

• Demonstrated experience in developing client solutions, from discovery to presentation, particularly related to VAT compliance, e-invoicing, or tax technology.

• Experience operating in a team-selling environment, working closely with Account Executives to close sales opportunities.

Other Qualifications
The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.