Sales Engineer

The Tungsten Automation Sales Engineer is a pre-sales role which provides technical support to Sales for Tungsten Automation products and associated applications. While assigned to a geographic area, Sales Engineers also collaborate with and backup peers across other subregions and regions to help improve the Tungsten Automation business and team capabilities regardless of location. The Sales Engineer is responsible for achieving the “technical win” on each customer opportunity and helping Tungsten Automation become the vendor of choice for each opportunity that is worked.

The Sales Engineer is responsible for:

• Preparing standard and custom demonstrations for Tungsten Automation Sales Account Executives and resellers
• Leading or assisting with Proof of Concepts
• The handling of all pre-sales technical issues professionally and efficiently
• Maintaining in-depth knowledge of Tungsten Automation products
• Understanding the Tungsten Automation role in supporting business processes
• Responding to technical questions in RFI/P/Qs
• Preparing Tungsten Automation Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-sales
• Preparing Tungsten Automation partners on the technical aspects of selling Tungsten Automation products
• Serving as a point of contact for resellers on technical issues
• Responding to resellers requests for pre-sale technical support
• Supporting marketing efforts, such as trade shows, webinars, and other activities,
• Having In-depth knowledge of the Tungsten Automation Technology including:
• An understanding of and the ability to articulate the technical differentiators and benefits of the Tungsten Automation solution
• Understand the components that make up each the solution and why they are beneficial
• Explain the business value/value proposition
• Describe sample use cases
• Provide reference of other customers
• Position and differentiate each solution from the other Tungsten Automation technologies
• Identify and Qualify potential opportunities
• Understand the applicability of the technology i.e. where the solution is a good fit and where it is a bad fit
• Deliver high-level presentation and associated demonstrations
• Understand the underlying technology concepts
• Differentiate capabilities and features in new product releases
• General Architecture – understanding of how all the components fit together technically as well as how they integrate and work with external technologies. This includes an understanding of:
  • Foundation technologies
  • Tungsten Automation Networking Constraints
  • Tungsten Automation Components and Services
  
  

Performance is measured by the revenue produced in Tungsten Automation software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individual’s willingness to:

• Seek and successfully completes special assignments that enable continued development of their technical and/or other job-related skills and abilities
• Regularly go out of their way to assist others in the team or department
• Can mentor others within their department
• Demonstrate openness to feedback and constructive criticism
• Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
• Assist in maintaining a professional customer environment with positive customer satisfaction
• Make a concerted effort to stay abreast of technological advances and Tungsten Automation’s industry overall

All Tungsten Automation Sales Engineers regardless of title or level must possess the following skills and knowledge:

• Communications/Listening Skills

(Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.

• Analysis/Discovery (ROI) -

Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).

• Project Management

Critical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.

• Sales & Presentation Skills

Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Tungsten Automation Sales Process. Presentation skills at this level should include instances of presenting to any size audience.

• Time Management

Ability to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Sales Engineer will be required to manage multiple sales campaigns at any given time.

• Industry/General Technology Knowledge

The Sales Engineering should have at least a high-level understanding of the following:

• Web technologies: HTTP, SSL, HTML5, CSS, JavaScript, XML, JSON
• Network technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMP
• Communication protocols: POP3, IMAP, SMTP, EWS, FTP, SMB
• Web services: WSDL, SOAP, OpenAPI, REST, JSON, sync + async
• Integration methodologies and best practices with some of the above
• Artificial technologies (e.g. NLP, Machine Learning and Computer Vision)
• Programming: object oriented vs. script languages, C#, Java, VB (WinWrap)
• Virtualization and Containerization: VMWare/HyperV, Docker, Kybernetes / Docker Swarm
• Databases: basic knowledge of SQL, SQL vs NoSQL, load balancing, TDE
• Architecture: nTier vs. client/server, load balancing, High Availability and disaster recovery
• Cloud: private vs public, IaaS/PaaS/SaaS, and NIST and CSA cloud criteria
• Security: authentication (AD, LDAP, OAuth, OpenID, 2FA) + application security (encryption methods for data at rest + data in transit)

The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.

Qualifications include:

• Over 3 years of experience supporting a solution sales team in the pre-sales technical role
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience
• Business analysis at both the IT and LOB level
• Experience working with various partners/channel organization
• Experience in selling software to enterprise-level customers
• Experience in business process management, image capture, process analytics and/or robots processing is ideal
• Can give examples of becoming their customer’s trusted advisor
• Has specific industry experience, such as in Banking, Insurance, Government or Healthcare
• Able to travel up to 50%
• Able to lift and carry at least 50 pounds

Tungsten Automation is an Equal Opportunity Employer M/F/Disability/Vets

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.