SALES ENGINEER JOB DESCRIPTION
We are seeking a Sales Engineer responsible for managing technical aspects throughout the sales and customer success cycle, including pre-sales engagement, demonstrations, and post-sales client onboarding. This role requires strong technical knowledge, excellent communication skills, and the ability to collaborate with various teams to support regional market penetration and business growth. The Sales Engineer assists enterprise clients with technical solutions, ensuring successful implementation and long-term client satisfaction through on-site, remote, and field event demonstrations.
An Overview of Sales Engineer Job Description Responsibilities and Qualifications
1. The Sales Engineer will play a crucial role in establishing the company as a key supplier in the Scientific Vacuum sector. This position involves managing direct accounts across the Research and Development, Scientific OEM, and Industrial sectors within Central UK. The primary focus will be on developing and executing sales plans, targets, and forecasts aligned with the overall sales strategy. Additionally, the role requires meticulous record-keeping of all activities to exceed set targets. Our company is part of a large international group and has been a leader in the field for many years. This role is vital for the continued growth and success of our business.
Sales Engineer Details and Functions:
- Development and implementation of business plans that drive growth and the achievement of revenue.
- Preparation and adoption of a rolling plan to maximise customer facing time within the territory aiming to spend more than
- Creation of and implementation of initiatives that will enable the delivery of sales objectives
- Achievement of the revenue and profit goals for the direct account base
- Provision of a monthly report for the territory, that includes performance updates and future plans
- Fully maintain and update the CRM System
- Close cooperation with support teams and internal marketing/product teams
- Management of customer payment performance through close collaboration with the customer and credit control team.
Sales Engineer Requirement and Qualification:
- Bachelor's degree or equivalent experience in Engineering
- Strong influencing and presentation skills at senior levels within the customer base and territory.
- A demonstrable track record of Sales success and skills and experiences.
- Significant product and applications expertise ideally within the Scientific Vacuum sector, giving the ability to guide and direct the customer base.
- Ability to influence within the company across multiple functions
- Strong direct selling experience and negotiation skills.
- Strong commercial skills and awareness.
- Ability to influence and engage others in the pursuit of business opportunities.
- Ability to create problem resolution plans and drive to conclusion.
- Strong relationship development skills.
2. The Sales Engineer is assisting with pre-sales activities: sales engagement, demo and technical support for their sales team and reseller partners. In addition, this individual will assist in post-sales client onboarding activities, including client sandbox training, initial rollout planning jointly with the professional services team, and implementation hand-off to the professional services team. The candidate will need to have sufficient technical and functional experience to deeply understand the company's products. Additionally, the candidate will need to have strong communication and client facing skills and experience. Client demonstrations could be on-site, remotely via webinar sessions, and at field events such as conferences and trade shows.
Sales Engineer Details and Duties:
- Understand and qualify customer objectives & needs, and effectively articulate the company's ability to meet those
- Be the owner of all pre-sales activities: Demo environment setups, data, and use cases setups, etc.
- Work with internal teams to set up client demo environments
- Conduct sales demos with all levels of client organizations - these could be on-site or remotely via webinar sessions at field events such as conferences and trade shows
- Work with the broader support team to set up the "sandbox" environment for client use
- Support Proof-of-concept (POC) planning and implementation
- Support RFI / RFP process
Sales Engineer Skills, Experience and Requirement:
- Minimum 3 years in Client facing roles: Pre-Sales Engineer, Solutions Engineer, Technical Consultant or similar.
- Bachelor's Degree with some business management curriculum
- Must have experience with Enterprise SaaS applications software/solutions
- Have a technical background and understanding of software solutions and principles
- Experience working for a technology or solutions consulting firm - desired
- Excellent communication skills
- Highly self-motivated towards personal and professional excellence
- Ability to travel 10-15%
3. The Sales Engineer will be responsible for driving sales and marketing efforts to promote Building Automation Systems (BAS) and Building Energy Management Systems (BEMS) integrated with Digital Solutions in the building and infrastructure market. This role includes managing sales operations, setting targets and objectives, and expanding sales volume, margins, markets, and customer base. Ideal candidates will have a proven track record in successfully selling building automation systems to end users.
Roles and Duties of Sales Engineer:
- Meet sales targets and production expectations by initiating sales campaigns and following assigned goals.
- Plan his and/or her annual secured order goal and strategy aligned with group plan and strategies.
- Forecast accurately sales expectations based on the period directed by the company and report any changes upon known.
- To introduce and promote JCI BAS/BEMS products with Digital Solution to relevant Industry customers.
- Develop market knowledge concerning projects and competitor behavior
- Develop and maintain relation with design consultants
- Influence the specifications into projects with JCI products and design documents
- Prepare tenders and proposals to customers.
- Maintain a positive, supportive attitude,
- Develop relationships and influence customers to maintain a long-term relationship.
- Monitor and collect competitors’ activities in market and report periodically
- Prepare localized catalog and general applications for contractors and consultants.
Qualifications of Sales Engineer:
- Bachelor degree in Electrical engineering or Industrial engineering/any engineering disciplines.
- Highly motivated with good negotiation, sales planning and marketing techniques.
- Good interpersonal, presentation and communication skills
- Good command of written and spoken English
- Friendly, motivated, patient and detail-oriented
- Good at communication, negotiation, problem solving (flexibly)
- Ability to work independent and under pressure
- Fairly good at English communication
4. The Sales Engineer is the technical expert of the team. Its performance is measured by the success of the strategy on the territory that concerns it. Its role is to support the regional market penetration strategy, in close collaboration with local sales managers and business developers.
Sales Engineer Accountabilities and Tasks:
- Establishment of a close link with the technical teams of our integrator clients
- Analyze their technical needs through a permanent technical dialogue, frequent visits
- Validation of the final configuration (including the communication of these elements to the Crestron internal support organization which provides the price offer to the client).
- The technical monitoring of the offer and the consideration of any changes before the order.
- Follow up projects during and after install to reassure customer satisfaction.
- Introduce technology to potential users (both end user and installer) who may have an application but who have not yet acquired knowledge of the material or technique in question. The sales engineer may conduct training sessions or demonstrations to accomplish this.
- Help (potential) customers understand, compare, and contrast the solutions that are available for buying (the pre-sales role), help ensure that the solutions work successfully once the buying decision has been made (the post-sales role); and to reassure the customer satisfaction.
Sales Engineer Experience and Knowledge:
- Experience and knowledge of the AV & UC market
- Fluent in English, and local languages
- Ability to establish relationships
- Networking skills
- Willingness to travel and work in a global team of professionals
- Be able to work in a fast-moving environment
- Creative, responsible and self-motivated
- Commercial and technical mindset, passionate about our product
- Open minded and a real team player
- The ability to prioritize and effectively manage time
5. The Sales Engineer's primary responsibility is to manage all technical aspects with high-end enterprise partners and customers together with the related Key Account Manager and develop solutions to increase the business with Axis. This is a key role in the organization to develop complex projects together with different departments and support the growth of our business in the country. The responsibilities include field, inter-departmental and direct customer support. The role is also responsible for educating about Axis products and solutions, presenting the benefits of Axis to important decision makers in order to develop a relationship as trusted advisor for these key and strategic accounts.
Sales Engineer Roles and Responsibilities:
- Design the best solution for each project, by understanding the problem to be solved from the end customer and/or System Integrator perspective.
- Always act as a trusted technical advisor both internal and externally.
- Assist the sales organization in tender and RFP/RFQ process
- Responsible for developing and presenting Axis solutions with high technical standards.
- Define together with the related account manager the best strategy to better position Axis at all levels.
- Be accountable to maintain and develop contact with technical decision makers from large corporations (system integrators and end customers).
- Learn, keep updated, and collaborate with Axis technology partners (ADP – Application Development Partners).
- Understand the full solutions, not only the products developed by Axis, but also complementary, such as: networking (high level), analytics, software, hardware and services
- Understand the competitive landscape for each solution and follow-up each project with the technical customers.
- Promote pilots and proof of concept implementations.
- Work in close conjunction with Key Account Managers, Business Development Managers, marketing and partners.
- Follow the internal training program to keep being always updated with the latest technologies, products and solutions.
Sales Engineer Knowledge and Experience:
- Degree in computer science or engineering will be preferred
- Minimum of 8 years on a technical position in the IT or physical security market
- Experience within B2B market
- Fluent in French and English, both spoken and written (mandatory)
- Knowledge in network infrastructure is a plus
- Confident Microsoft Office Skills, CAD and SAP desirable
- Sound professional experience in the (service) support of process plants desirable
6. As Sales Engineer Europe, you’ll be responsible for all technical aspects of the sales and customer success cycle. You’ll be an essential part of our sales organization that closely collaborates with our product, marketing, and engineering teams. You will become an expert in our technology and solution offering, and assist enterprises in their buying journey through demonstrations, proof-of-values, solution architecture design, implementation advice, and support.
Sales Engineer Roles:
- Conduct client introduction meetings
- Prepare and present product demos
- Translate customer needs to technical solutions
- Present target solution architecture and benefits
- Drive short proof-of-values from a technical perspective
- Complete technical sections in RFIs/RFPs/RFQs
- Follow-up on customer implementations and help grow adoption
Sales Engineer Experience and Requirements:
- Bachelor degree in software engineering, customer science or a proven track record acquiring the skill set (self-study, self-development, …)
- At least 3 years of proven relevant experience as a Solution Engineer or Architect
- Familiarity with data technologies and the cloud data ecosystem
- Professional certification is a plus (e.g. AWS Certified Solutions Architect, …)
- Excellent written and verbal communication skills
- Attentive to details
- Strong problem-solving skills
7. The Sales Engineer (SE) handles the full customer journey – from the first meeting with UPPER, to coordinating multidisciplinary teams to find the best talent for the customer, to ultimately closing the engagement and then owning the ongoing customer relationship.
Sales Engineer Roles and Responsiblities:
- Assess customer needs and explain UPPERs service offering, process and USPs.
- Ensure that engagements are successfully staffed in time by closely collaborating with the talent sourcing team.
- Own communication with (potential) clients across the full customer journey - ensuring a stellar customer experience for all touch-points.
- Own commercial closing responsibility for the engagements you are working on including setting up agreements and getting them signed.
- Ensure customer satisfaction after closing the engagements.
- Prepare regular reports for senior management about how the team and customer relations are performing.
Sales Engineer Experience and Requirement:
- You have extensive experience with working in account management or customer success within product/software development companies.
- You have a strong understanding of the processes and people involved in building digital products.
- You have a growth and business oriented mindset.
- You have an entrepreneurial mindset and you are thrilled at the idea of joining a team of few in a faced paced, future proof environment.
- You can work autonomously and like to pro-actively improve your workflows .
- You are target driven and have a winning attitude that isn’t intimidated by a series of “No’s”.
- You must be within 1 - 2 hours of the CET timezone.
- (very big plus) You have experience with pre-selecting and assigning talents to project teams.
- (very big plus) Native or bilingual proficiency in German is a bonus.
- (very big plus) Background in software development or product management.
8. We are seeking a self-motivated Sales Engineer with a proven track record in Cloud Compute and Storage sales, possessing extensive knowledge of technology. The ideal candidate will have demonstrated success in closing business deals across various client segments, including Commercial and Enterprise, and in diverse industry verticals. This role requires comfort in a dynamic technical environment with a rapidly growing customer base. Strong presentation skills and professional communication in written responses to emails, proposals, and reports are essential. The candidate must be organized, analytical, and capable of overcoming sales obstacles through creative and adaptive strategies. Extensive travel is required for this position.
Sales Engineer Details:
- Coordination of the Technical aspects of sales campaigns throughout assigned territory
- Accountable for the accuracy and completeness of customer configurations in assigned territory
- Responsible for the development, and delivery of product briefs, proposals and demonstrations that highlight technical and business outcomes
- Responsible for representing the Faction product line to clients at field events and executive briefings
- Ability to work in a team structure supporting other account teams and contributing to the demands of a small, aggressive organization.
- Rapidly learn and develop expertise in the technologies relevant to multi-cloud data services, infrastructure as a service, and ever evolving public cloud landscape
- Defining achievable success criteria and converting proof of concept and evaluation engagements to long-term customers
- Work with sales team to qualify client opportunities and build solutions to solve client technical and business issues
- Position the Faction portfolio of services to and through the Faction channels & alliances
- Build, Maintain and Close Faction Cloud Business
Sales Engineer Qualifications:
- A B.S. in Computer Science or Related Field Strongly Preferred
- Relevant Experience in Vendor SE role
- Relevant SE Experience in Technology Related Field
- Experience and Familiarity with Cloud Solutions (AWS, Azure, OCI, GCP)
- Possess a Deep understanding of Cloud Networking, IaaS and Virtualization
- Three to five references from customers and partners
- Bachelor’s Degree from an accredited university
- Specific sales and technology skills related to Dell, VMware, NetApp,
- VMware VTSP Accreditation
- VMware VCP Accreditation
- DellEMC and or NetApp storage certifications