Manager, Procurement Analytics, Global

2024 has seen a resurgence of enthusiasm about technology's potential to catalyse progress in business and society, and the innovation imperative is stronger than ever. At Digital.ai, we are dedicated to helping Global 1000 enterprises and key public services achieve their digitisation ambitions and deliver innovation at scale. We help our customers unleash the power of enterprise-ready AI and boost their entire software delivery lifecycle, allowing them to innovate to grow their businesses, reduce software-related risk, embrace AI responsibility, and amplify the developer experience. Digital.ai's vision is to unlock the endless digital possibilities achieved by harmonising software development through AI-powered software delivery.

Digital.ai's founding principles have always been to help enterprises scale software delivery, manage DevSecOps tooling complexity, and derive a better understanding of the value software delivers through the application of analytics, machine learning and artificial intelligence. Digital.ai's platform unifies, secures, automates, and generates predictive insights and intelligence across the software lifecycle that allows teams to identify bottlenecks, analyse delivery trends, and uncover risks earlier in the software delivery process. We help leaders manage trade-offs and decision-making with intelligence powered by AI so they can guide their teams to focus on the innovations and creativity required to improve the business. As customers increase AI adoption, we also help them leverage AI responsibly and with governance to ensure software delivery teams and practices don't hinder innovations from AI.

Our space and our audience :

We help our customers innovate and transition to cloud and modern architectures. We deliver strong developer experience while maintaining security and control with platform engineering capabilities, developing quality and secure mobile apps, and leveraging and managing AI in the SDLC. Our global clients lead their industries as innovators in digitisation across financial services, retail, telco, public services, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve :

• Over 50% of Fortune 100 companies
• 8 of 10 top banks in Europe
• 5 of 10 largest gaming companies
• 5 of 10 global airlines

Are you wondering about our culture? Our Digital.ai team has a set of shared values—Action with Accountability, Creativity with Purpose, and Unity with Empathy—that serve as a compass for how we work together and deliver for our customers.

Ready to make an impact and help customers adopt AI to drive innovation?

About the role :

Are you a high-energy, high-performing software pre-sales professional who thrives in bringing solutions to technically complex challenges at the largest and most innovative global companies? As a Senior Sales Engineer in our Customer Experience and Engagement organisation, you will partner with sales across leading German-speaking financial services, retailers, government, utilities, telecoms, and transportation companies throughout the DACH region. We would love for you to bring your amazing expertise to Digital.ai

The Senior Sales Engineer will support territory sales activities by demonstrating technical expertise in all company Solutions and their application in the marketplace. You will identify customer capability requirements and metrics to design business outcome-driven solutions that support customers' business objectives within the context of the Digital.ai sales process.

In this role, you can expect to :

• Collaborate with account executives on all strategic and technical aspects of a sales cycle to meet sales territory quota objectives.
• Develop a deep functional and applied knowledge of Digital.ai's solutions and their proper usage by customers, partners, and prospects.
• Deliver polished, value-centric presentations and demonstrations of our solutions to customer evaluation teams.
• Plan and manage positive business outcome-based technology evaluations using value-based methodologies.
• Evangelise and educate customers' software architects, developers and security engineers in Digital.ai's technology and security best practices.
• You should be comfortable interacting with various customer technical leads, including developers, testers, security teams, software architects, and C-level personnel.
• Present and demonstrate Digital.ai value proposition in a clear and professional manner.
• Develop strong business relationships with technical representatives of customers, prospects and partners.
• Consult with customers to understand their business drivers and technical requirements, working internally with Digital.ai's technical teams to relay important intel from the marketplace.
• Respond to requests for proposals (RFPs) and requests for information (RFIs) using advanced tooling. Knowledge of Responsive (RFPIO) is preferred.
• Provide consistent, proactive technical leadership and expertise to ensure the success of the initial implementation and integration.
• Represent Digital.ai at tradeshows, conferences, webinars, and other prospect events to evangelize and educate on the entire Digital.ai platform and solutions.

What you will bring :

• Bachelor's degree in computer science or related field.
• 3+ years' experience in high-value technical sales in any of the following markets: SaaS, DevSecOps, ALM, SDLC, Business Management Software, Application Security, Application Testing, or experience as a Lean / Agile business leader.
• Knowledge of Software Development Lifecycles, Lean / Agile methodologies, and technical buying processes.
• Ability to think strategically about approaching a prospect in a sales process, leading with technical discovery and value-based positioning.
• Ability to conduct a thorough technical discovery and qualification aligned to prospect's needs.
• Excellent communication and presentation skills; demonstrated ability to work well with all levels of internal management, staff, external clients, and vendors.
• Excellent command of the German language for customer engagement and English for internal communication, both in written and spoken form.
• Self-motivated with superior project management skills. Must be able to work successfully with a geographically dispersed sales team and customer base, including willingness to travel internationally.
• Located in the DACH (ideally Germany, but other locations are considered within DACH) area, and able to travel up to 50% of the time.

Digital.ai is an equal opportunity employer. We comply with laws that prohibit employment discrimination based on age, race, colour, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.

For individuals with disabilities who would like to request accommodation, please advise us in your job application or cover letter.