Solutions Engineer - HydroForecast
Opportunity
Upstream Tech is a climate tech software company enabling better decision-making around natural resource management. We have two software products, Lens and HydroForecast, and hundreds of customers. Lens is a cutting-edge remote monitoring platform to support land protection and stewardship, and HydroForecast leverages machine learning to provide accurate and actionable streamflow forecasts for water resource management.
We are seeking a Solutions Engineer (primarily pre-sales) for the HydroForecast product. In this role, you will help us scope and grow new sales, expand within current customers, build out business value impact analyses, and promote our work in conferences and public events. You will develop a deep understanding of the HydroForecast product, use cases, customer needs, and business impact.
Role
This is a fully remote, full-time position. As a Solutions Engineer, you will be the technical expert on sales calls and meetings, probing and listening to discover the prospects related needs and drivers, and articulating back the unique value proposition of HydroForecast to the particular use case of the customer. You will lead on developing Scopes of Work with the internal team and represent, internally and externally, the technical nuances of delivering HydroForecast in different situations. You will collaborate closely with cross-functional teams, including Product Management, Sales, Product Marketing and Customer Success, to help grow sales, execute in emerging new markets and execute on additional growth strategies. Early deliverables will include developing a technical narrative of HydroForecast for our primary target markets and working with Account Executives to develop and execute strategic account plans for the largest opportunities. Travel to conferences and customer meetings is expected, normally between 3-6 per year.
Responsibilities:
Technical product expertise: Develop a clear and compelling understanding of the HydroForecast product and communicate this across a range of stakeholders within potential new customers, e.g. technical operators, executive level water resources managers, energy traders.
Scope new sales: Create and deliver Scopes of Work based on technical sales conversations using online and internal basin delineation tools combined with a deep knowledge of hydrology, river management, and the nuances and complexities of building accurate models in different types of watersheds.
Technical Sales Enablement: Partner with the Marketing and Sales teams to develop messaging that communicates the value of HydroForecast for particular customer personas. Work closely with the Customer Success team to build case studies from customer experiences that are suitable for pre-sales conversations.
Strategic Account Growth: Work closely with Account Executives to develop narratives, presentation content and messaging that will resonate with the potential customer for their largest opportunities. Collaborate with Account Executives to be creative in how to approach these customers, researching their technical teams and systems and bringing a unique and technical point of view along with compelling data to help advance customer acquisition and expansions.
Be a face of HydroForecast: Use existing networks and develop new connections at events to promote sales in existing and new markets. Develop and lead technical presentations at conferences and at sales meetings.
Requirements:
Bachelor's degree in a water or hydrology related field (e.g., civil or environmental engineering, hydrology, water resources management).
3+ years of work experience in using technical knowledge in hydrology, water resources, modeling.
Proven track record of communicating technical concepts to a diverse set of stakeholders.
Strong analytical skills with the ability to interpret data and insights to drive decision-making.
Excellent written and verbal communication skills, with the ability to take model output and transform it into a narrative that speaks to customers and potential partners.
Creative and strategic thinker with a passion for storytelling and an ability to draw connections and synthesis.
Collaborative team player with the ability to work effectively in a fast-paced, dynamic environment.
An understanding, appreciation, and curiosity around the intersection of Business, Government, and Civil Society and how each of these make their own organizational decisions as well as how they influence one another.
Work authorization: Candidates must be authorized to work in the United States or Canada without sponsorship from Upstream Tech.
You’d be a good fit if
You want to work at a small, impact-focused company. We measure our success with a triple bottom line and put our principles before profits.
You're pragmatic and want to get things done without sacrificing quality.
You're humble, empathetic, and understand that giving and receiving honest direct feedback helps everyone to grow.
You’re a great communicator, and can stay organized and manage your own time.
We encourage you to apply if you don’t meet every qualification. If you’re passionate about conservation and climate tech, we look forward to your application.
Compensation & Benefits
Starting pay for the successful applicant will depend on a variety of job-related factors, which may include job-related knowledge, skills, experience, market location, business needs, other compensation components, and/or market demands. The starting base salary range for this role is $100,000-$130,000/year.
This role will be eligible for a performance incentive bonus related to individual and company performance, as well as an equity grant in the form of options.
We are proud to offer great benefits like 4 weeks of paid vacation and trans-inclusive health insurance plans (along with dental, vision, and life insurance). We want our team to live full lives outside of work.
For more details on benefits and what it’s like to work for Upstream Tech, visit: upstream.tech/careers
Location
Remote. We conduct business using technologies like Slack and video conferencing. We get together for an annual in-person trip to work, bond, and celebrate our successes.
How to Apply
If interested, please provide your resume detailing your experience via jobs.upstream.tech.
Applications will be reviewed on a rolling basis.
Upstream Tech is committed to building, supporting, and growing a diverse team. We have a standardized interview process designed to reduce individual bias, and have structured pay scales to prevent inequity. We don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Remote restrictions
Must be a resident of Canada or United States