Senior Sales Engineer

POSITION OVERVIEW

As part of the Sales Operations team, the Sales Engineer plays a key role in supporting the successful sale and delivery of FTC Solar products. This role involves working closely with internal sales and engineering teams, as well as external customers, to ensure the effective communication of technical solutions and benefits. The Sales Engineer helps facilitate the alignment of project requirements with FTC Solar's products and assists with technical inquiries, project specifications, and value engineering.

RESPONSIBILITIES

1. Pre-Sales & Requirement Analysis

• Review RFPs (Request for Proposals) and extract technical requirements.
• Understand customer expectations and align them with product capabilities.
• Analyze technical specifications, weigh feedback, and assess input efficiency.
• Identify potential project challenges and translate them into viable technical solutions.
• Assist in managing a pipeline of projects and technical deliverables using the company’s CRM and task management systems, ensuring high-quality, on-time results.
• Vetting of project technical requirements, customer provided information and other available information to identify value engineering opportunities, red flags and solutions

2. Solution Development & Estimation

• Collaborate with Project, Product, and R&D teams to select the most suitable product/solution.
• Facilitate the development of optimized solutions considering technical and commercial feasibility.
• Prepare accurate estimations, quantity take-offs, and cost calibrations.
• Develop Bills of Materials (BOMs) and refine them for precision and efficiency.

3. Cross-Functional Collaboration

• Work closely with Sales teams to align solutions with commercial expectations.
• Collaborate with R&D, Project Engineering, Sourcing, and Supply Chain teams for solution finalization.
• Maintain focus on improving project margins through innovative design and cost optimization.

4. Market & Competitor Awareness

• Stay updated on competitor products and solutions to effectively position FTC in the market.
• Provide insights to internal teams for continuous product improvement and differentiation.

5. Customer Engagement

• Meet with potential customers via phone, email, and in-person to discuss project specifications and partner with sales to articulate the business benefits and technical advantages of FTC products
• Conduct technical workshops, product presentations, and solution demonstrations.
• Participate in customer meetings, site visits, and travel as required.
• Build and maintain strong relationships with customer technical counterparts.

Qualifications & Skills

• Bachelor’s degree in Mechanical / Electrical / Civil Engineering (or equivalent).
• 3–7 years of experience in Sales Engineering, Applications Engineering, or Technical Sales.
• Strong knowledge of Civil/structural/Mechancial design, estimation, and technical analysis.
• Proficiency in preparing BOMs and technical documentation.
• Excellent communication, presentation, and negotiation skills.
• Ability to work in cross-functional teams with a solution-oriented mindset.
• Willingness to travel frequently for customer meetings and site visits.

Performance Indicators

• Accuracy and timeliness in technical proposal preparation.
• Success rate of proposals converted into projects.
• Margin improvements achieved through optimized solutions.
• Customer satisfaction and relationship strength.
• Technical workshops, presentations, and market engagement effectiveness.