Enterprise Sales Engineer
1 month ago
Hybrid/Remote Position
About the role:
As an Enterprise Inside Sales Engineer, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a Senior resource. There is an expectation that a Enterprise ISE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win most deals. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc.
Additionally, a Enterprise ISE is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader Inside SE Team. A Enterprise ISE will still carry a quota, so a successful Enterprise ISE will possess excellent time management skills and will maintain a clear focus on retiring quota in addition to Senior responsibilities.
You should apply if:
- You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
- You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
- You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
- You want to be with the best: Our high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
- You are a team player: At our company, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.
In this role, you will:
- Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the platform.
- Work closely with Product Management, and other relevant teams, to help develop the platform.
- Demonstrate the value proposition of our products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.
- Respond to functional and technical elements of RFIs/RFPs.
- Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.
- Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.
- Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.
- Be a dynamic contributor on both Sales and SE Team internal communications channels.
- Champion, role model, and embed our cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.
Minimum requirements for the role:
- B.S. degree in Computer Science, or Industrial/Electrical/Mechanical Engineering
- 5+ years of experience in a pre-sales technical role (Sales Engineer, Systems Engineer, Solutions Engineer, etc.)
- Previous experience working in a Fleet Sales environment
- Strong technical and business acumen
- Excellent communication (verbal and written), customer service, and interpersonal skills
- Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.)
- Experience integrating with RESTful APIs between SaaS applications
- Exposure to various SaaS-based integrations
An ideal candidate also has:
- IoT or general tinkering experience (work or hobby) a plus
- Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus
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