Sales Engineer
A dynamic and experienced Sales Engineer is sought to support the growth of system integration software services for industrial automation. This role involves engaging with prospective and existing clients to understand operational challenges, propose innovative automation solutions, and drive business value through consultative selling and technical expertise. The ideal candidate will blend deep technical knowledge with exceptional communication and relationship-building abilities to help clients implement new automation and process control strategies successfully.
Desired Outcomes
- Close a minimum of $3 million in sales annually.
- Revamp positioning on all productized offerings within the first year.
- Grow at least five smaller accounts to a minimum of $100,000 each by the end of the first year.
- Overhaul the Sales Playbook within the first year.
Essential Duties and Responsibilities
- Demonstrate expertise in industrial automation and system integration, applying best practices in implementation.
- Engage with both new and existing clients to assess operations and identify how automation solutions can enhance productivity, efficiency, and overall performance.
- Align technical requirements with client business objectives to grow relationships and revenue, and close new opportunities.
- Conduct initial engineering assessments and discovery sessions to shape solution design and implementation plans.
- Develop and present customized proposals reflecting accurate project scope, pricing, risk analysis, and customer value strategies.
- Architect and communicate automation solutions to both technical and executive audiences in a compelling and clear manner.
- Drive business growth by identifying new opportunities within existing accounts and pursuing new customers through proactive, consultative selling.
- Lead internal collaboration across engineering, operations, and project teams to ensure seamless execution of client engagements.
- Build and sustain trusted relationships with executive stakeholders and technical personnel.
- Collaborate with marketing to offer input on messaging, campaigns, and lead-generation strategies.
- Provide accurate and timely sales forecasts on a quarterly basis.
- Maintain detailed records and activity logs within CRM systems to ensure data accuracy and visibility.
- Exhibit excellent interpersonal, written, and verbal communication skills, including the ability to develop and deliver presentations and proposals.
- Perform additional related duties as assigned.
Qualifications and Requirements
- Bachelor's degree required; an engineering background is a plus.
- Proven experience in enterprise sales and account management.
- Background in cross-selling or overlay business development is a plus.
- Minimum of 3-5 years in a quota-carrying sales role with a strong record of individual contribution.
- Experience in services and solution selling, with a preference for those familiar with manufacturing automation.
- Strong decision-making skills, flexibility, sound judgment, and high levels of emotional intelligence and communication abilities.
- Demonstrated success in closing complex deals, particularly in the Life Sciences or Manufacturing industries.
- Professional demeanor with strong executive presence and credibility.
- Consistently meets or exceeds assigned quarterly and annual sales targets.
- Proficient in CRM usage, including deal tracking, forecasting, and business reporting (experience with HubSpot is a plus).
- Skilled in project planning and capable of independently managing complex assignments with cross-functional coordination.