Sr. Sales Engineer (Automation)

Job Title: Senior Sales Engineer

Job description: The role of Senior Sales Engineer involves aiding sales executives in selling solutions to potential clients, carrying out strategic deals, and aligning customer needs with proposed solutions. Sales Engineers have a solid background in technical knowledge and possess excellent communication and presentation abilities. Will have ownership of technical opportunities and responsibility of growing accounts, developing new customers, and influencing revenue.

Job responsibilities:

1. Proposal Management 40%
" Serve as a liaison between proposal team and customers/sub-suppliers to ensure technical and commercial effectiveness to win the bid
" Coordinate with cross-functional teams in developing proposals and conducting proposal milestone meetings, which sometimes occur outside the EST 8-5 time zones
" Understand cultural nuances and communication styles amongst teams
" Review and analyze Request for Quote (RFQ) and communicate technicalities and specifications given by customer to the Proposal Team
" Ability to work on multiple proposals simultaneously while maintaining deadlines
" Validating final proposal and submitting final package on customer's proposal site
" Coordinate meetings to solve technical issues if/when they arise between Proposal Team, Technical Team and customer
" Learning automation and communicating customer specifications.
" Leading discovery, translating production challenges into solution requirements, identifying risks.
" Manage RFQ and purchase order portals and communicate outcomes to entire team

2. Customer Relations 50%
" Develop and maintain relationships with key stakeholders to stay relevant on potential RFQs and give insight to competitive bids
" Build and sustain viable relationships by responding quickly to emails, answering phone calls, and making weekly client visits in the assigned area
" Scout for new business opportunities
" Go above and beyond to generate customer satisfaction and delight

3. Other Task Assigned 10%
" Create and present on Wipro-PARI solutions and product offerings
" Generate monthly and quarterly reports on sales pipeline/sales forecast, account growth, and contribution to bookings or revenue.
" Process improvements
" Other

Measures of Success:

Success in the Senior Sales Engineer role will be measured by the individual's ability to drive sales growth, develop new business opportunities, deliver effective proposals, and build strong customer relationships while collaborating cross-functionally to support business objectives.
" Sales growth: Qualified pipeline, bookings, revenue contribution, and account growth.
" New business: New customer opportunities identified and converted.
" Proposal effectiveness: Proposal quality, on-time submissions, win rate, and competitive differentiation.
" Commercial performance: Pricing discipline, margin contribution, and accuracy of estimates.
" Customer relationships: Executive-level engagement, customer retention, and repeat business.
" Internal execution: Effective coordination with proposal, engineering, project management, and global teams.
" Forecasting: Forecast reliability, and timely reporting.

Minimum Requirements:

" 3 years of experience in customer facing sales, preferably Industrial
" Robotics and automation knowledge is required
" Demonstrated ability to understand and communicate technical automation solutions.
" Consultative selling and negotiation skills
" Bachelor's or master's in engineering, technical, business, or related degree; equivalent relevant experience considered
" Proficiency in Microsoft Suite
" Ability to make effective, succinct presentation
" Superior analytical and decision making
" Works well under pressure
" Excellent at working on multiple projects while meeting deadlines
" Well organized
" Willingness to go the extra mile to seal the deal
" Travel 40%
" Valid driver's license and mode of transportation

Preferred Requirements:

" Managing complex proposals, timelines, and risks across cross-functional teams
" Basic knowledge of B2B sales
" Excellent interpersonal skills

Reports to: Manager Account Management