Technical Sales Engineer - Military veterans preferred

JOB PURPOSE:

As a member of the Estimating & Design Department, the Sales Engineer will work closely with the Sales Team to develop and position solutions involving the full product portfolio. The Sales Engineer is responsible for technical aspects of the sales process and works closely with the Sales Department to develop and position solutions in the market. The Sales Engineer is responsible for creating and designing systems, and will support the Sales Team with the design and sale of electronic security systems to qualified customers. The primary focus of this position is to actively drive and manage the Engineering Review stage of the sales process by providing pre-sales design & estimating services, including participating in site walks, assembling bill-of-materials and labor estimates.

During the needs analysis process, the Sales Engineer will confirm scDataComs products meet the prospects requirements and assist the Account Manager in developing the technical response for quote. The Sales Engineer will support the Account Executive throughout the proposal process by providing subject matter expertise on the proposed technology and will formulate system designs that conform to both technical and budgetary requirements.

This role is a technical one and is empowered to identify, advise, and communicate within the organization on best practices related to pricing strategies, client qualification, product selection and other industry trends.

ESSENTIAL TASKS:

In-depth analysis of plans, functional specifications and site visits in order to determine and advise on overall project requirements.

Review and analyze the customer requirement documents

Understand client requirements, including NDAA and FICAM compliance, and articulate the value proposition of security products and services to the customer.

Articulate the technology and demonstrate differentiated value propositions to both business and technical prospects

Conduct compelling product demonstrations and lead technical discussions

Provide input, review and coordination of the preparation of shop drawings and wiring diagrams, based on project plans and specifications for completeness, showing locations of devices, cable pathways, etc.

Utilize subject matter expertise, along with research skills, to find and/or formulate

response to the various assigned technical requirements.

Prepare labor estimates and scope of work inclusions, assumptions & exclusions for sales team

For obscure, difficult or poorly defined related requirements, liase with manufacturer or internal engineering resources to formulate an appropriate response.

Ability to scrutinize BOM for specified parts suitability

Ability to see specified errors in RFPs and/or BOMs and recommend substitutions

Conduct review and approval of Account Managers Estimates to ensure accuracy, completeness and competitiveness of proposed solution.

Meet with the sales team to confirm responses meet customer expectations

Utilize subject matter expertise, along with research skills, to find and/or formulate response to the various assigned technical requirements

Use product knowledge to assign the various technical requirements to the right stakeholders, when appropriate.

For obscure, difficult or poorly defined related requirements, liase with manufacturer or internal engineering resources to formulate an appropriate response.

Ability to scrutinize BOM for specified parts suitability

Ability to see specified errors in RFPs and/or BOMs and recommend substitutions

ADDITIONAL RESPONSIBILITIES:

Provides customer/prospect with answers to technical questions & documentation

Accompanies Account Managers to customer sites for presentations, account updates or management meetings on an as-needed basis.

Conduct customer site surveys in order to develop the best solution to fit the application, including supporting the sales team with creating labor estimates and BOMs (bill of materials) for out of town installations

Network and consult with manufacturers, A&Es and consultants to accomplish pre-sales deliverables in support of Sales Team.

Coordinate internal efforts to provide a cohesive team approach.

Build long-term advisory relationships with multiple clients.

Seek to influence clients to negotiate work versus bidding work.

Generate necessary reports and complete administrative duties in a timely fashion.

Keep informed on industry trends, products and training & certifications as required by the business.

Assist the sales force with value added consultation services

Maintain knowledge of industry trends and competitive pricing principles

Other duties as assigneD

KEY COMPETENCIES:

Target Driven works to meet and exceed both personal and team goals.

Communication Clearly conveys technical information and ideas to internal & external stakeholders in a manner that helps them understand the information and influences them to action and a decision.

Organized Establishes ways to ensure that tasks are completed effectively and

efficiently and that all coordination on behalf of the customer is seamless and timely.

Team Focused Actively and joyfully collaborates with the department to help the

team achieve collective goals.

QUALIFICATIONS

2+ years Technical Sales Engineering or Design experience in support of medium enterprise commercial customers and/or Federal agencies.

An in-depth understanding of the unique requirements of Federal agencies, including FICAM and NDAA Compliance.

3+ years experience installing and/or designing access control systems with experience in LenelS2, Amag or Hirsch Identiv preferred.

3+ years experience installing and/or designing Video Surveillance systems with experience in Avigilon, Axis, Bosch, Pelco, and Milestone preferred.

Demonstrated comfort in working with executive leadership in various organizations.

Demonstrable ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level

Must be willing to travel.

Experience with CRM software (Zoho) and MS Office (particularly PowerPoint and MS Excel)

Proven ability to manage multiple priorities at a time while paying strict attention to detail and deadlines

Excellent verbal and written communications skills

High level Industry Certification, including:

PSP (Physical Security Professional)

CSC (Certified Security Consultant)

Low Voltage Licensure

RCDD

CSEIP

BICSI