Technical Sales Consultant

Building the people that build the world.
With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We're a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world.

As part of Detection and Measurement, CUES is the world's leading developer of water, wastewater, and storm water inspection equipment. With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.

How You Will Make An Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As the Technical Sales Consultant, you will play a critical role in selling industry-leading SaaS solutions to the municipal utility space as well as related infrastructure management organizations in the West Coast territory of the U.S. The sales role involves a blend of new business development as well as the cross-selling and upselling of existing customers.

The salesperson must be customer-focused and revenue-driven with a consultative approach to differentiating how CUES technology helps organizations transform their business. You'll collaborate with a team of CUES technical experts who focus on specific industry domains (Water, Wastewater, Gas, Public Works, etc.), to build solutions that orchestrate advanced asset management, often using AI and AWS workloads. Additionally, a local team of equipment salesmen and Dealers will provide leads and help win deals. This position will be based in our West Coast regional territory.

The ideal candidate will be a technical solution expert with a minimum of 5 years' prior enterprise-level outside software sales experience, preferably with web technology and a history of exceeding quota. Experience with selling traditional software is helpful, however a concentrated skillset in selling SAAS and Cloud technology is desired.

Experience communicating with senior management, asset managers, civil engineers and GIS/IT manager-level customers/clients is very helpful. Managing end-to-end sales cycles including lead generation, qualification, understanding pain points, providing live software demonstrations to disparate departmental decision makers, and ultimately closing net new business is essential for success.

What You Can Expect In This Role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:

• Technical Expertise & Quote Preparation
• Develop an in-depth understanding of our software products and their technical capabilities to articulate unique features that will win new business
• Present technical SAAS and Cloud-based solutions to senior management, asset managers, civil engineers and GIS/IT manager-level customers/clients
• Manage end-to-end sales cycles including lead generation, qualification, understanding pain points, live software demonstrations to various decision makers, and closing new business
• Provide input from customers to the software development team to help shape future updates and enhancements
• Actively pursue key accounts and execute sales strategies to achieve or exceed sales targets
• Customer Focus & Communication
• Gain a deep understanding of the customer's needs to conduct gap/fit analysis and prepare quotes for complex software environments
• Proactively partner with customers by presenting product features and proposing benefits that solve their unique challenges
• Serve as a liaison between the customer and technical support teams to ensure issues are addressed promptly and completely
• Conduct regular check-ins to understand how business needs may be evolving and if additional or enhanced services are needed to drive success
• Build and maintain strong relationships with current and prospective customers
• Continuous Improvement:
• Actively gather feedback from customers to understand their satisfaction levels, pain points, and suggested areas for improvement
• Analyze sales data, customer feedback, and market trends to identify areas for improvement and sales optimization
• Actively participate in process improvement initiatives to enhance the effectiveness of the software sales function
• Participate in group projects as they relate to the overall goals of the department and organization
• Ensure compliance with company policies and procedures
• Other duties as assigned that relate to the overall goals of the department and organization

What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We each bring something to the table, and we are looking for someone who has:

Required Experience

• Minimum 5 years' experience in technology sales with either enterprise software or cloud computing products or services
• Experience preparing software quotes to support complex software environments
• Ability to prepare gap/fit analysis when responding to RFPs
• Thorough understanding of the sales process from lead generation to opportunity assessment, pursuit and post-sale satisfaction for additional up-selling

Preferred Experience, Knowledge, Skills, And Abilities

• Strong business etiquette and judgement related to channel management and customer relationships
• Strong negotiation skills and proven performance closing deals
• Experience and comfort presenting technical solutions to large audiences both virtually and in person
• Accomplished time management and organizational skills
• Ability to listen carefully to the voice of the customer to formulate congruence between the proposed solution and customer needs
• Sound communication skills with command of written and spoken English
• Sharp/Quick Witted – can think on the fly. Flexibility to handle a curveball.
• Confidence with the absence of ego

Education & Certifications

• Bachelor's degree in Business, Marketing, or equivalent technical sales experience

Travel & Working Environment

• The position may require occasional work outside normal work hours
• Requires 10-15% travel to customers, dealers, prospects, and trade shows

How We Live Our Culture
Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.

What benefits do we offer?
We know that the well-being of our employees is integral. Our benefits include:

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

Our commitment to embrace diversity to build a culture of inclusion at SPX
We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.