Value Engineer

Make is the leading visual platform for anyone to design, build, and automate anything—from tasks and workflows to apps and systems—without the need for coding skills. We are headquartered in the flourishing tech hub of Prague, Czech Republic, and our teams are spread across the USA, UK, Germany, France, Canada, India and Chile, among other locations.

We are seeking a Value Engineer to join our growing Go‑to‑Market team. This is a highly visible, collaborative position with responsibility for the technical aspects of closing sales opportunities each quarter. As a Value Engineer
, your primary mission is to engage with prospects during the pre‑sales process, demonstrating the technical and business value that Make delivers. While post‑sales support is part of the role, your main focus is on shaping the customer journey before they become clients.

• Responsible primarily for pre‑sales activities within a given territory, helping to win new customers and demonstrate value. While post‑sales support is included, it serves mainly to ensure smooth adoption and lay the groundwork for future expansion opportunities.
• Focusing on US enterprise clients, perform business and technical discovery with customer prospects to quickly understand customer priorities and pain points.
• Partner with the account team (Account Managers) by owning the technical diagnosis, prescription and validation phases of the pre‑sales and post‑sales cycles and provide a consultative approach in advising customers.
• Conducting research into prospects, discovering and understanding customer requirements, communicating the value of the solution in a compelling fashion.
• Create and deliver custom product demonstrations to support the sales cycle.
• Successfully manage and execute technical workshops and proof of concepts (POCs) in prospects and existing customers.
• Articulate and educate on business, technical and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management.
• Create and deliver customer roadmaps, solution visions and corresponding value.
• Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in a value proposition.
• Respond effectively to functional and technical elements of RFIs/RFPs.
• Participate in developing content such as presentations, demos, white papers, best practices, solution packs, architecture patterns, and online courses for use by both customers and to enable our extended team.
• Provide direction/feedback on customer needs to product development & GTM strategy team.

• University degree or equivalent professional training.
• Relevant work experience (2+ years) in the area of pre‑sales in a SaaS/iPaaS/Automation application organization at an Enterprise Account level or above.
• Digital Natives is a plus.
• Hands on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, BPM, SDKs, and Databases.
• Experience with cloud technologies – iPaaS, SaaS applications, cloud infrastructure.
• Integration product experience is preferred (but not required). Other integration vendors include Mule Soft, IBM, BEA, Oracle, TIBCO, etc.
• Knowledge of key applications such as Salesforce, Workday, Service Now, SAP, Oracle EBS, Databases.

• Confident in sharing knowledge to a highly skilled and experienced audience and presenting to a large range of audiences including experts in the field.
• Ability to learn new concepts, technologies and solve problems.
• Strong interpersonal skills with the ability to convey and relate ideas to others and work collaboratively to get things done.
• Excellent presentation skills and composure in front of all levels of technical and business audiences.
• Ability to lead architectural discussions.
• A passion for technology and translating that passion into business impact for customers.
• Excellent verbal communication, written communication, and presentation skills in front of all audiences.
• Ability working in a fast‑paced and dynamic environment flexible hours throughout the sales…