Sales Application Engineer

• Accelerate pipeline growth by cultivating high-trust relationships with architects, engineers, contractors, OEMs, dealers, and channel partners—turning Key Influencers into consistent opportunity sources.
• Surface and route qualified deals by recognizing early buying signals, documenting them in CRM, and seamlessly passing to the right Sales Manager/Sales Professional to shorten sales cycles.
• Shape specs and purchasing decisions by aligning solutions to project needs and total cost of ownership, influencing product/project specifications in favor of our portfolio.
• Be the go-to technical/business resource for Key Influencers—translating data into clear decisions and enabling sales, service, and technical teams to resolve issues faster.
• Drive account strategy and execution by building Key Influencer account plans, coordinating internal stakeholders, and holding shared accountability for outcomes.
• Expand market presence and credibility through segment and industry insight—supporting trade associations, speaking engagements, and factory kickoff participation as needed.
• Inform strategic choices with market analysis and alternative technology assessments—guiding where to focus, how to position, and what to de-prioritize.
• Uplift commercial capability by mentoring sales personnel, sharing best practices, and fostering new methods/processes that scale across the salesforce.

• Communicate with impact: Deliver clear, multi‑mode communications tailored to each audience (customers, influencers, sales, technical teams) to drive alignment and action.
• Be relentlessly customer‑centric: Build strong relationships, uncover needs, and deliver solutions that create measurable customer value.
• Influence and persuade: Use data, competitive insight, and compelling narratives to secure buy‑in from customers and internal stakeholders.
• Plan with precision: Prioritize and sequence work against business objectives; maintain tight ownership of timelines, dependencies, and deliverables.
• Articulate a differentiated value proposition: Translate customer applications and pain points into clear product/solution benefits, demonstrating strengths versus alternatives.
• Navigate channels and ecosystems: Understand industry structure, decision flows, and the path to market to advance opportunities with architects, engineers, contractors, OEMs, dealers, and partners.
• Set and defend pricing strategies: Align cross‑functional stakeholders on pricing that meets market realities and achieves margin and revenue targets.
• Build and execute account plans: Define objectives, milestones, risks, and actions; track progress and adjust to hit targets at the account and territory level.
• Adapt complex topics to any audience: Simplify technical and commercial content so sales pros, customers, and training partners can understand, retain, and apply it.
• Develop winning account strategies: Diagnose current account health (relationships, financials, competitiveness, quality, service), set a desired future state, and create a practical path to get there.
• Integrate the customer perspective in selling: Use customer insights to shape sales content, proposals, and messaging that increase win rates and revenue.
• Forecast with discipline: Aggregate internal and external data, compare to history, and produce consumption forecasts that inform resourcing and inventory decisions.
• Manage the pipeline proactively: Monitor health (coverage, stage balance, velocity), coach sellers where applicable, and adjust activities to ensure target attainment.
• Practice sense‑making: Ask incisive questions, synthesize information across sources, and craft tailored recommendations that advance the customer’s buying journey.
   

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