Enterprise Sales Engineer

Job Description

Hybrid/Remote Position

About the role:

As an Enterprise Inside Sales Engineer, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a Senior resource. There is an expectation that a Enterprise ISE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win most deals. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc.

Additionally, a Enterprise ISE is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader Inside SE Team. A Enterprise ISE will still carry a quota, so a successful Enterprise ISE will possess excellent time management skills and will maintain a clear focus on retiring quota in addition to Senior responsibilities.

You should apply if:

You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.

You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.

You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.

You want to be with the best: Our high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.

You are a team player: At our company, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

In this role, you will:

Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the platform.

Work closely with Product Management, and other relevant teams, to help develop the platform.

Demonstrate the value proposition of our products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.

Respond to functional and technical elements of RFIs/RFPs.

Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.

Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.

Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.

Be a dynamic contributor on both Sales and SE Team internal communications channels.

Champion, role model, and embed our cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

Minimum requirements for the role:

B.S. degree in Computer Science, or Industrial/Electrical/Mechanical Engineering

5+ years of experience in a pre-sales technical role (Sales Engineer, Systems Engineer, Solutions Engineer, etc.)

Previous experience working in a Fleet Sales environment

Strong technical and business acumen

Excellent communication (verbal and written), customer service, and interpersonal skills

Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.)

Experience integrating with RESTful APIs between SaaS applications

Exposure to various SaaS-based integrations

An ideal candidate also has:

IoT or general tinkering experience (work or hobby) a plus

Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus

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