Sales Engineer

About Worksoft

Worksoft empowers business and IT to deliver flawless applications faster and more efficiently with the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments.

Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformations.

Role Overview

The Sales Engineer is a critical member of our Sales team, serving as the senior Technical Advisor and liaison to our Prospects, Customers, and Partner ecosystem. This role requires a seasoned professional who can lead complex technical sales cycles, develop winning strategies, and drive revenue impact.

To be successful in this role, the ideal candidate should have extensive experience soliciting business requirements, developing technical sales strategies, configuring and demonstrating solutions that address complex requirements, and building lasting relationships with enterprise customers and strategic partners. The ability to uniquely differentiate Worksoft solutions in a varied competitive landscape is essential.

Key Responsibilities

• Lead technical discoveries and deliver compelling demonstrations, presentations, and impromptu technical conversations to business and technical audiences ranging from end users to C-level executives
• Serve as the primary technical liaison with key contacts at enterprise prospects and within our partner ecosystem, articulating Worksoft's value proposition, technical capabilities, and strategic vision
• Build and maintain strategic technical and business relationships within our customer install base and partner ecosystem
• Understand and effectively communicate current and future product information, product strategy, and competitive positioning
• Develop and demonstrate deep expertise within the Worksoft product line with the ability to map complex customer requirements to comprehensive solutions
• Demonstrate mastery of portraying complex technical concepts in a concise, compelling manner for varied audiences (business users, executives, subject matter experts, functional testing experts, etc.)
• Embrace and demonstrate mastery of the Tell-Show-Tell demonstration methodology, which is the Worksoft Solution Architect standard
• Provide strategic customer and partner feedback to product management and software development teams
• Maintain thorough understanding of competitors' products, market positioning, and Worksoft's competitive advantages
• Lead technical input for complex RFI/RFPs and develop winning proposal strategies
• Set proper expectations regarding solution capabilities during sales cycles to ensure customer success
• Participate in all appropriate product training to acquire and maintain expert-level product knowledge
• Effectively transition comprehensive information gathered during the sales cycle to implementation teams
• Support deal strategy and contribute to revenue achievement through technical excellence

Required Skills & Experience

• Bachelor's degree in Computer Science, Information Systems, or related technical field
• 5+ years in technical sales or sales engineering selling enterprise software solutions
• Proven track record of contributing to revenue achievement in complex B2B software sales
• Strong technical foundation with extensive test automation or enterprise application experience
• Enterprise experience is a requirement for this position with a proven track record of deals $500k+ACV
• Exceptional presentation and demonstration skills with proven ability to engage audiences from technical users to C-level executives
• Advanced consultative approach: ability to ask strategic questions, read customer and stakeholder cues, identify root causes, and architect comprehensive solutions
• Demonstrated expertise in translating complex technical concepts into clear business value and ROI
• Strong follow-up discipline and customer service orientation with track re