Sales Engineer

US-TX-Carrollton
Job ID
2016-1051
# of Openings
2
Category
Sales and Sales Related

Overview

The primary responsibilities of the Sales Engineer are:

 

  1. Present and demonstrate technical products, typically communication hardware and software, to current and potential clients
  2. Make engineering jargon like program specs and technical requirements easily understood
  3. Explain to potential clients how complex products work, and to demonstrate how the product could be of service to clients
  4. Respond to technical questions in RFP’s
  5. Provide advice for potential and current clients, and helping sales teams put together sales strategies based on their knowledge of a product
  6. Travel extensively to meet with clients and sales associates all over the U.S.
  7. Use consultative style of selling in determination of the exact technical needs of their clients and provide a solution with their company’s product, based on their own engineering knowledge and background.
  8. Apply an engineering mindset to the business of selling products
  9. Must have excellent communication skills

Reporting to the Senior Manager, Sales Engineering the SE reports on a dotted line to the sales director or vertical Vice president for the sales team supported.

Responsibilities

Principal Accountabilities or Duties

Client

  1. Proactively scopes the technical solution required to address customer requirements, assesses customers’ met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.
  2. Attend conferences and trade shows, as required, to develop relationships, represent our brand and identify new product requirements.
  3. Be responsible for Customer Satisfaction for your assigned accounts and ensure that customers are aware of and utilize Securus products and services thru regular account reviews and management/corporate involvement in your accounts.
  4. Ensure that client relationships are maintained and strengthened.
  5. Work with the AM and the CMT teams to conduct service reviews with customers and our field service team each quarter, to ensure customer satisfaction with our product and service offerings among the assigned customer accounts.

Territory

  1. Proactively help manage and maintain accounts within your assigned Sales Vertical
  2. Assist the AE or AM, to create and manage territory plans that deliver on all goals & objectives
  3. Be proactive with your customers, keeping them informed of new products, services and applications in support of their facilities, staff, inmates, friends & families.
  4. Ensure that every account in your assigned territory is visited as required per the Field KPI’s.
  5. Provides coaching and professional development to team-member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills.
  6. Monitors the status of the customer‘s account: service requests, trouble tickets and outages to communicate to sales associates and identify risks to customer satisfaction. Confers with Field Engineers monthly to get read out of the customer’s satisfaction with Securus.
  7. Prepares sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.

Systems and Process

  1. Ensure that the SFA is updated and up to the minute current with the required data points.
  2. Ensure that Field engineering comments are entered into the SFDC record and shared with the sales associate.
  3. Co-write the RFP’s with the sales associates to produce high quality, highly impactful RFP responses that exceed customer expectations.

 

Financial

  1. Meet or exceed assigned objectives in revenue, retention, client relationships, and expanded product footprint.
  2. Opportunistically pursues additional business development opportunities within customer firms. Collaborates with sales to ensure these opportunities are effectively covered and advanced thru the sell cycle.
  3. Manage travel & expense to meet targets and leverage investment in the territory.

Territory Initiatives

  1. Implement and execute territory initiatives as directed.
  2. Implement and execute marketing initiatives designed to drive revenue, increase customer retention and increase customer satisfaction.

Implement and execute territory initiatives designed to drive awareness and education/knowledge of our solutions & products.

Qualifications

Qualifications

  • Industry:
    • Software and Services sales engineering experience
    • Telecommunications sales engineering experience
    • State and Local sales engineering experience
  • Functional:
    • Minimum 5 years of sales engineering experience in the specified industries
    • Job experience in the Corrections or Public Safety Industry a plus
Required
  • 4 year College Degree is required to be considered
  • Working knowledge of MS Windows and Office Suite
  • Working knowledge of Sales Force software
  • Must live or be able to relocate to the Dallas, TX area

 

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.

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