Sales Engineer

Role & responsibilities

The Sales Engineer is a key individual contributor role within Sutherland, responsible for providing technical expertise and strategic support throughout the sales cycle to drive revenue growth. This role involves close collaboration with various stakeholders, including Sales, Product Development, Solution Architects, and Customer Success, to craft compelling technical solutions that align with client needs. 

The Sales Engineer leverages their expertise to demonstrate product capabilities, conduct technical presentations, and address customer challenges, ensuring seamless integration of solutions into client environments. By translating complex technical concepts into clear business value, the Sales Engineer plays a critical role in accelerating deal closure and fostering long-term customer relationships. 

ROLE SUMMARY AND OVERVIEW:

As a Sales Engineer at Sutherland, youll be the go-to technical expert, helping customers see the true value of our solutions. Youll work side by side with sales teams, diving into client challenges, crafting tailored solutions, and delivering impactful product demonstrations. 

Your role is all about making the complex simple—translating technical capabilities into real-world business benefits. You’ll collaborate with sales, product, and customer success teams to ensure seamless solution integration and provide expert guidance throughout the sales cycle. Ultimately, your technical know-how and problem-solving skills will play a key role in driving revenue growth and building lasting customer relationships. 

KEY RESPONSIBILITIES  

1. Technical Sales Support: Partner with sales teams to understand customer requirements and deliver tailored technical solutions that align with business needs. 
2. Product Demonstrations & Presentations: Conduct engaging demos and presentations that highlight the value and capabilities of Sutherland’s solutions. 
3. Solution Design & Customization: Collaborate with product and engineering teams to tailor offerings based on client requirements, ensuring seamless integration into their existing environments. 
4. Technical Consultation: Act as a trusted advisor to customers, addressing technical concerns, answering questions, and guiding them through solution implementation. 
5. Proof of Concept Development: Build and showcase proof-of-concept (PoC) solutions to validate capabilities and demonstrate how Sutherland’s products solve customer challenges. 
6. Cross-Functional Collaboration: Work closely with sales, marketing, product management, and customer success teams to ensure alignment in positioning and delivering solutions. 
7. Industry & Market Knowledge: Stay up to date on industry trends, competitor solutions, and emerging technologies to provide insights and maintain a competitive edge. 
8. Proposal & RFP Support: Assist in crafting technical content for proposals, RFPs, and sales collateral to effectively communicate Sutherland’s value proposition. 
9. Customer Relationship Management: Build and maintain strong relationships with key technical stakeholders to foster trust and long-term partnerships

Preferred candidate profile

• Bachelor’s degree in Engineering, Computer Science, Information Technology, or a related field (or equivalent experience). 
• 3+ years of experience in a Sales Engineering, Pre-Sales, or Technical Consulting role. 
• Strong understanding of enterprise technology solutions, software architecture, and industry best practices. 
• Experience with solution selling, proof-of-concept development, and technical demonstrations. 
• Familiarity with cloud technologies (AWS, Azure, GCP), APIs, data analytics, or automation solutions is a plus. 
• Ability to communicate complex technical concepts to both technical and non-technical stakeholders. 

Critical Competencies: 

• Technical Expertise: Deep understanding of relevant technologies and ability to translate them into business value. 
• Sales Acumen: Ability to align technical solutions with business objectives to support sales strategies. 
• Customer-Centric Mindset: Strong problem-solving skills with a focus on delivering exceptional customer experiences. 
• Communication & Presentation Skills: Ability to convey technical concepts clearly and persuasively to diverse audiences. 
• Collaboration & Teamwork: Proven ability to work cross-functionally with sales, product, and engineering teams. 
• Adaptability & Learning Agility: Quick to learn new technologies, industry trends, and customer needs. 
• Problem-Solving & Analytical Thinking: Ability to assess complex challenges and recommend effective solutions. 
• Time Management & Prioritization: Skilled in managing multiple projects, meeting deadlines, and maintaining attention to detail. 

Key Result Areas (KRAs):  

• Technical Sales Enablement 
• Deliver compelling product demonstrations and presentations to drive customer engagement. 
• Provide pre-sales technical support to ensure seamless solution positioning. 
• Solution Design & Customization 
• Develop tailored solutions that align with client needs and business goals. 
• Work with product and engineering teams to ensure seamless integration and feasibility. 
• Revenue Growth & Sales Support 
• Support the sales team in closing deals by addressing technical objections and showcasing value. 
• Assist in responding to RFPs, RFIs, and other technical documentation for proposals. 
• Customer Engagement & Relationship Management 
• Act as a trusted advisor for customers, providing ongoing technical guidance and support. 
• Build and maintain strong relationships with key technical stakeholders. 
• Market & Product Knowledge 
• Stay updated on industry trends, competitor offerings, and emerging technologies. 
• Continuously enhance product knowledge to effectively position solutions. 
• Cross-Functional Collaboration 
• Work closely with sales, marketing, product management, and customer success teams. 
• Ensure alignment between customer needs and product capabilities. 
• Proof of Concept & Technical Validation 
• Develop and present proof-of-concept (PoC) solutions to validate technical feasibility. 
• Address customer concerns by demonstrating real-world application of solutions.