Solution Engineer

Solution Engineer – Operational Risk Management (ORM)

Job Brief

• A Solution Engineer understands how enterprise software and technology can be leveraged to solve complex operational, safety, compliance, and risk management challenges.
• This role is a member of the Solution Engineering team and serves as a trusted advisor to customers throughout the customer lifecycle. The Solution Engineer is not directly responsible for selling software but plays a critical role in supporting revenue growth by helping customers understand, evaluate, justify, and successfully adopt Sphera solutions.
• The position combines technical expertise, industry knowledge, solution consulting, and business acumen to help organisations improve operational performance, strengthen compliance, reduce risk, and achieve measurable business outcomes.
• The successful candidate will be the subject matter expert for Sphera Control of Work (CoW) solutions and will also support broader Operational Risk Management initiatives including Advanced Risk Assessment (ARA), Process Safety and Master Data Management (MDM).

Customer Discovery & Value Consulting

• Meet with prospective and existing customers to understand business objectives, operational challenges and strategic initiatives.
• Conduct discovery workshops, solution reviews, requirements gathering sessions and value assessments.
• Help customers identify business pain points and map them to Sphera solutions.
• Assist customers in building internal business cases and justifying investments through quantifiable value propositions.
• Advise organisations on industry best practices and digital transformation strategies relating to Operational Risk Management.
• Build trusted relationships with key stakeholders and become a strategic advisor throughout the customer lifecycle.
• Support customers from evaluation through implementation, adoption and expansion.

Solution Consulting & Subject Matter Expertise

• Act as the primary subject matter expert for Sphera Control of Work solutions.
• Provide expertise across Permit to Work, Control of Work, Isolation Management, SIMOPS, Process Safety Management, Operational Risk Management, Barrier Management, Emergency Response, Risk Assessment, MRO and Master Data Management.
• Stay informed on regulatory, operational and technology trends impacting target industries.
• Recommend practical business and technology solutions that improve operational safety, compliance and risk management outcomes.

Demonstrations & Technical Pre-Sales

• Deliver compelling software demonstrations tailored to customer business requirements.
• Conduct technical presentations, executive briefings, workshops and proof-of-concept engagements.
• Clearly communicate technical capabilities, business value and return on investment.
• Support Account Executives, Regional Sales Managers and leadership teams throughout the sales cycle.
• Translate customer requirements into practical and scalable solution architectures.
• Facilitate discussions with stakeholders ranging from frontline users to executive leadership.

Sales Strategy & Opportunity Support

• Collaborate with Account Executives to develop opportunity strategies and account plans.
• Support pipeline growth and sales planning initiatives.
• Apply value-selling and consultative-selling methodologies.
• Identify cross-sell and expansion opportunities within existing customers.
• Maintain accurate opportunity and customer activity information within Salesforce CRM.

RFP, RFI, RFQ & Tender Management

• Lead and coordinate customer tender responses including RFPs, RFIs, RFQs and procurement submissions.
• Develop technical, functional, commercial and value-focused proposal content.
• Collaborate with Product Management, Sales, Customer Success and Professional Services teams to prepare winning responses.
• Participate in proposal presentations, demonstrations and solution defence activities.

Customer Success & Delivery Support

• Support implementation planning and project kick-off activities.
• Assist with configuration, testing, validation and deployment where required.
• Deliver customer training and knowledge-transfer sessions.
• Support customer adoption, value realisation and continuous improvement programs.
• Identify opportunities for service expansion and broader platform adoption.

Product Management & Innovation

• Work directly with Product Management to provide customer and market feedback.
• Advocate for customer requirements and product enhancements.
• Support validation of new product functionality and solution innovations.
• Contribute to continuous improvement programs across the business.

Thought Leadership & Marketing Support

• Represent Sphera as a subject matter expert internally and externally.
• Support webinars, customer forums, industry conferences and trade events.
• Participate in white papers, articles, case studies and industry publications.
• Promote best practices in Operational Risk Management and Control of Work.

Qualifications & Requirements

• Minimum 5 years’ experience in Solution Engineering, Technical Pre-Sales, Enterprise Software Consulting, Customer Success or Operational Risk Management solutions.
• Proven experience supporting enterprise SaaS applications.
• Demonstrated success developing RFP, RFI, RFQ and tender responses.

Preferred Product Expertise

• Sphera Control of Work (CoW)
• Advanced Risk Assessment (ARA)
• Master Data Management (MDM)
• Process Safety Management
• Operational Risk Management platforms
• Experience using Salesforce CRM.

Industry Experience

• Mining & Resources
• Energy & Utilities
• Oil & Gas
• Chemicals
• Manufacturing
• Infrastructure
• Heavy Industry

Core Competencies

• Exceptional communication and presentation skills.
• Strong business analysis and solution consulting capabilities.
• Ability to translate technical concepts into business value.
• Strategic thinking and commercial awareness.
• Strong stakeholder management skills.
• Customer-first mindset.

Travel Requirements

• Some travel within Australia.
• Occasional travel throughout Asia-Pacific.

Equal Opportunity Employer Statement

Sphera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this position. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

Sphera is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all colleagues.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.