Senior Field Applications Engineer SmartDrive Systems
THIS JOB HAS EXPIRED Primary Objective of Position:
The SmartDrive Sr. FAE delivers strategic pre-sales and post-sales guidance to accelerate strategic contract closure and assure a significant return on our customers? SmartDrive investment. The Sr. FAE helps to ensure SmartDrive?s and the clients? combined operational and financial success by driving the technical sales agenda, handling objections, removing internal and external barriers to success, and helping the rest of the sales team move strategic sales opportunities along swiftly from qualification toward closure.
The Sr. FAE will become or will already be a subject matter expert in the area of onboard video based safety and fuel programs. As a member of the SmartDrive sales team, the Sr. FAE will support the SmartDrive sales campaign by providing solutions-oriented business/technical support to the Americas sales team by actively engaging in enterprise and commercial customer accounts and evangelize SmartDrive business value and technical benefits to senior level business, operational and technology decision makers. The Sr. FAE is a high impact, very visible role, instrumental in driving the adoption of SmartDrive products and programs in large scale enterprise and strategic commercial accounts as well as influencing product enhancements and the new products/solutions that SmartDrive brings to market.
Engage with key technology influential users, Line of Business (LOB) and Executive decision makers (CIO, CTO, CEO, CFO, VP of Operations, VP of Distribution, VP of Safety, etc) within Global 5000 accounts and medium to large strategic public/private sector end user transit agencies, private and for-hire transport fleets, utilities, and OEMs.
Participate in or lead pre-sales qualification efforts including: technical sales presentations, program design discussions, operator/driver employee motivational program development and delivery, competitive displacement, proof-of-concept engagements, RFP/RFI responses, program and solution demonstrations, and technical workshops and lunch and learns. Evolve to become regular participant and speaker as Subject Matter Expert (SME) at industry conferences and conventions.
Analyze customer's business and technology objectives by asking probing questions that are relevant to the customer in order to collect information that enables the rest of the sales team to be more effective and responsive to customers? needs and business, technical or financial objectives.
Develop and propose value-added or sometimes tailored solutions that differentiate SmartDrive programs from the competition, and exceed customers? requirements and business objectives.
Take a leadership position in recruiting and orchestrating internal and external resources assigned to the engagement, monitor progress and help Service Operations manage milestones during the POC/pilot.
Create a document/presentation portfolio of compelling sample reference architectures and customer use/business cases that demonstrate the value of SmartDrive solutions in real-world scenarios and teach/mentor/coach other sales team members how and when to leverage them.
Present SmartDrive?s technical and business value proposition at industry events. Help lead RFP response team activities, insuring a timely, accurate, and compelling winning response. Also help develop Board of Director level content, and participate in quarterly BOD management preparation meetings and activities.
Develop in-depth technical knowledge of SmartDrive and domain expertise within technology subject area. Become a competitive market analyst and be viewed as an SME and trusted advisor by SmartDrive?s customers, partners, and employees when it comes to addressing features/benefits of all current solutions alternatives.
Assist in the development of the future FAE organization by providing subject area training (knowledge transfer) to future FAEs and sales team members by helping to create the necessary training materials when appropriate.
Participate on a consistent basis in industry discussion forums for in-cab technology and insurance/3rd party reimbursement programs.
Core Technical Requirements:
Demonstrated leadership and accomplishments as an advisory team leader orchestrating a team of subject matter experts, collaborating on issues and solutions as well as collecting information on industry trends, customer requirements and competitive analysis.
Experience helping to document client feature requests and issues, providing executive level and technical feedback to sales, engineering, marketing and product management.
Experience owning and delivering success assurance plans for customer proof-of-concepts (POCs) with particular expertise in qualifying the technical sales opportunity by advising/consulting, and selling the customer on the alignment of their achieved outcomes and expected goals from the POC/pilot.
Demonstrated experience ?leading from the front? in positioning and refining the executive message and outcomes from a pilot, and has led the delivery of the final work product and presentation to the customer?s executive staff and closing for the first order or final contract.
Key attributes are building relationships, evangelizing technical solutions, and providing domain expertise to assist in removing technical objections and closing near-term business.
BA/BS or equivalent required, Engineering, Computer Science, or another technical discipline preferred
Technical pre-sales and/or consulting experience and 8+ years of high tech or embedded/onboard transportation industry experience
A strong technical background in Virtual Infrastructure, Software as a Service, or Cloud-based Enterprise business applications with expert knowledge in positioning products and programs as solutions to large volume end-user customers or OEMs is desired
Industry certification(s) within subject area may be required
Must be immensely capable, an excellent communicator with a ?can do attitude? and the ability to adapt to rapid change
Strong presentation skills as well as the ability to build and present high quality product demonstrations to technical, operational and executive audiences. Must exhibit ability to speak in front of large audiences as well as small groups
Strong customer-facing and relationship-building skills
Strong writing skills with the ability to create technical documentation as needed
Must be effective in working both independently and in a team setting
Experience working in fast-paced environments while architecting solutions, designing process, teaching/coaching, and implementing technology
Experience in project management, conducting competitive analysis, technology research, benchmarking, and writing technical documentation is desired
||9276 Scranton Road |
San Diego, CA 92121
THIS JOB HAS EXPIRED