Sales Engineer
PSSI - Illinois

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The Sales Engineer is the primary solution and technical resource for the field sales force. Responsible for actively driving the solution demonstration and evaluation stage of the sales process, working in conjunction with the sales team as the key solution advisor and product advocate for our products and services. The Sales Engineer must be able to articulate solution and product positioning to both business and technical users. Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports. Must be able to identify and articulate business value to the customer. Must be able to identify all technical issues to assure customer satisfaction through all stages of the sales process, including presales, preinstall, install, post-install. Must be able to establish and maintain strong relationships throughout the sales cycle.

Essential Duties and Responsibilities:
Managing and interpreting customer requirements - speaking with clients to understand, anticipate and meet their needs.
· Assisting with and collecting customer and partner feedback regarding their experience and satisfaction. Support the analysis, give insight into the recommendation and continually improve actions needed to ensure a great customer experience.
· Identifying the appropriate solutions to solve customer problems.
· Preparing for and developing product demonstrations.
· Making technical presentations and demonstrating how our products meet client needs.
· Eliminating sales obstacles through creative and adaptive approaches.
· Persuading customers and partners that our products and/or services best satisfy their needs in terms of functionality, quality, ease-of-use and delivery.
· Traveling to visit potential customers and partners. Travel up to 80%.
· Preparing for, developing and implementing Proof of Concepts (POCs).
· Responding to functional and technical elements of RFPs, RFls, etc.
· Providing partner and customer requirements to Engineering.
· Producing supporting diagrams and other material for members of the sales and marketing teams.
· Supporting marketing activities by attending and/or presenting at trade shows, conferences and other marketing events.
· Providing pre-sales and post-sales technical assistance and product education to the sales team, partners and customers. Ensure a great customer experience from pre-sales and post-sales until transition to Support for on-going maintenance.
· Interfacing with members of the sales team, marketing team and technical staff.
· Helping in the design of custom-made products.
· Providing input to and reviewing Marketing materials.
· Monitoring and advising on the activities and products of the competition.
· Recommending product additions and enhancements based on customer feedback and competitive analysis.
Education and/or Experience:
Bachelor’s degree (B.S.) in Computer Science or related technical field from a four-year college or university; four years or more related experience and/or training; or equivalent combination of education and experience.
· Extensive knowledge or ability to acquire such knowledge of Business to Business (B2B) internet-based data communications products (e.g., B2B Gateway, Managed File Transfer), EDI Translator products and/or Application to Application (A2A) integration products.
· Significant experience assisting customers in understanding software technology, particularly in a selling capacity.

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