Organizations today are faced with a dynamic and rapidly changing environment influenced by geopolitical risks, regulatory changes, and security events impacting their people, places, and operations. Disparate physical security systems and data make it difficult to get a clear picture of their current security posture and the path to a more resilient organization. We are here to change that. Bearing brings together the best of ServiceNow to automate incident detection & response, synthesize physical security data, and proactively identify previously unforeseen risks and trends, charting a path to resilience. We are the first physical security operations platform built on and natively for ServiceNow.
About this role:
As an early-stage Solutions Engineer, you will be the technical linchpin in our customer engagement process. In this critical role, you will be responsible for presenting tailored demos, addressing technical queries, and architecting solutions that meet the unique needs of our prospects and customers. You will partner closely with Account Executives and Account Managers to accelerate deal cycles, translate complex security operations into deployable workflows, and ensure customers realize value quickly. This role operates at the intersection of technical credibility and commercial execution with a primary goal of maintaining trust continuity from pre-sale through onboarding hyper care and expansion readiness. This is a revenue acceleration role with direct impact on sales velocity, time-to-value, and expansion success.
Bearing’s platform delivers value across the full spectrum of corporate security operations — from physical security infrastructure to intelligence and risk operations.
In this role you will combine:
- Deep expertise in a primary domain, and;
- Full-platform fluency to position Bearing as an integrated enterprise solution
We use a domain track model so team members can develop specialist credibility while supporting customers across the entire platform. You will have competency in the full system but lead with depth in your specific domain.
Domain Tracks
Physical Security Infrastructure (Primary focus for this role)
Access control, video systems, identity ecosystems, device lifecycle, facilities security, and integration of physical security technologies with enterprise platforms.
Intelligence, Investigations & Risk Operations
GSOC operations, critical event and threat management, workplace violence programs, executive protection, travel risk, and investigations workflows.
What You’ll Do:
- Conduct comprehensive product demonstrations, highlighting features and customizing the presentation to address each prospect's specific needs and pain points while ensuring alignment with Product, Design, and Engineering teams to represent our solution's capabilities accurately.
- Serve as the technical expert during sales calls and meetings, confidently answering technical questions and addressing concerns, and liaising with the Engineering and Product teams to provide accurate, in-depth technical insights.
- Collaborate closely with the sales team to understand customer requirements and develop effective technical sales strategies while maintaining a solid connection with the Product and Design teams to ensure feasibility and alignment with product vision.
- Provide detailed technical guidance and support to customers during the post-sales process, ensuring a smooth implementation and a high level of customer satisfaction, and coordinating with the Engineering team for any complex technical issues or customizations.
- Gather and relay feedback from customers and prospects to inform product roadmap and feature enhancements and ensuring that customer input is integral to the development process.
- Stay abreast of industry trends, competitive landscape, and technological advancements, utilizing this knowledge to address customer needs better and position our product effectively while sharing insights with the Product, Design, and Engineering teams to inform future development.
- Support the maintenance of technical documentation, including FAQs, knowledge base articles, and case studies, to support the sales process and enhance customer understanding of the product, ensuring consistency and accuracy in collaboration with the Product and Design teams.
- Train and mentor team members on technical aspects of the product, fostering a culture of knowledge sharing and continuous learning within the team and facilitating regular knowledge exchange sessions with the Product, Design, and Engineering teams to ensure a unified understanding of the product's capabilities and roadmap.
- This is a customer-facing and interacting role with approximately 25% travel to both industry conferences and events as well as on-site meetings with customers.
What You’ll Need:
- Proven or related experience in a technical sales, pre-sales, or sales engineering role, preferably within enterprise B2B SaaS
- Direct experience with enterprise physical security systems and technologies
- Certified ServiceNow Administrator within six (6) months of hire
- A solid technical background with a demonstrated ability to learn and adapt to new technologies quickly
- Excellent communication and presentation skills, with the ability to articulate complex technical concepts clearly and persuasively to a variety of audiences, including non-technical stakeholder
- A collaborative mindset with a proven track record of working effectively with cross-functional teams, including Product, Design, and Engineering, to drive product improvements and deliver customer solutions
- Strong problem-solving skills and the ability to think strategically about customer needs and how our product can meet those needs
- High level of initiative and self-motivation, with the ability to work independently in a dynamic, fast-paced environment
- Experience in gathering and interpreting customer feedback and working with internal teams to translate this into actionable product improvements
- A customer-centric approach, with a passion for delivering outstanding customer experiences and a commitment to ensuring customer success
- Strong organizational and project management skills, with the ability to manage multiple tasks and projects simultaneously while maintaining attention to detail.
Compensation:
Our Values:
DREAMING BIG
We constantly challenge ourselves to push boundaries, defy conventional wisdom, and take smart risks by pursuing big opportunities hiding in plain sight.
MOVING FAST
We push ourselves and portfolio companies to build processes and systems that compress time, speed, and decision-making to produce results faster.
EXPECTING MORE
We demand the best from ourselves, our team, and our partners. We create the context for success by providing the appropriate resources, infrastructure, training, and mentorship required to win.
Bearing is an equal opportunity employer, and we value diversity at our company. We don’t discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
