Sales EngineerSummary: The Sales Engineer is responsible for managing existing customer relationships and cultivating new business. The Sales Engineer is tasked with developing account management strategies, identifying business opportunities, maintaining AIT's CRM tool for their area of responsibility, conducting market research, gathering competitive intelligence, and liaising between our customers, the Business Development team, and other AIT departments, including but not limited to Program Management, Engineering and Operations. The Sales Engineer provides expert technical advice and commercial support to our customers and prospects throughout the entire customer engagement process.
This role is responsible for forecasting booking activity, generating profitable revenue streams, monitoring the business activity, and ensuring that sales targets are met.Duties and Responsibilities:Provide detailed and accurate sales forecastingGenerate long-term strategies and potential outcomes of contracts across the organizationDevelop and implement plans and strategies for achieving the company's sales goals and objectivesTravel for in-person meetings with customers and partners and to develop key relationships.Regularly monitor and report results against plan, taking remedial action when necessaryCommunicate to ensure stakeholders are informed on the progress toward goals and they are engaged in the achievement of these goalsGrow AIT's business with current customers by establish long term relationships to develop custom solutions that meet their known needs and identify latent business opportunitiesActively research, identify, develop, and win new business with new customers in existing or adjacent marketsUndertake Bid/ No Bid assessments, to identify bid specific requirements and risks before progressing proposalsCollaborate on the development of proposals for projects based on client needs and company capabilities and integrate the necessary stakeholders to assure successSuccessfully negotiate contracts with clients that are mutually beneficial to optimize profit, minimize risk and maximize cash flowManage customer expectations and contribute to a high level of customer satisfactionMonitor customer and competitor activity providing feedback to the Executive Leadership Team and other company functionsAssess market dynamics for future opportunities and competitive threats; developing strategies to address these proactivelyPlan and prepare presentations and promotional strategiesParticipate in trade shows and industry events as appropriate representing AIT as an industry leader and monitoring competitionSecure customer feedback and analyze market conditions providing status reports to the Executive Leadership TeamHelp foster a culture of teamwork, shared success, and goal achievementPerform other duties as assignedEducation and Work Experience:Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related fieldMinimum of five (5) years experience in sales/business development, engineering, program management, or technical marketingWork Authorization/Security Clearance Requirements:This position may require a government security clearance; you must be a US Citizen for considerationKnowledge, Skills and Abilities:Ability to understand a range of technical issues and potential solutions.Break down a complex concept so that is easily understood by the target audienceCan multitask and manage multiple large to small projects in a cross functional environmentComfortable working in foreign business environments; must have strong interpersonal skillsConceptualize long-term business goals and develop orderly processes to accomplish those goalsWork in a high energy, high volume, rapidly changing environmentExcellent time management skills and ability to plan and set prioritiesGive full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate timesClear and effective communication skills in both written and spoken formsRespond and follow up to a customer's inquiry or problem in a timely and effective mannerWork well under pressure and manage sensitive or controversial subjects with tact, kindness, and professionalismMaintain confidentiality while processing and handling confidential information with discretionEnable employees to grow and succeed through feedback, instruction, and encouragementWell-developed leadership skills, including a team orientation, flexibility, integrity, and creativityProven negotiation skills and ability to explain products to an audienceExcellent organizational and time management skillsUnderstand the organization's strengths and weaknesses as compared to competitors. Has an in-depth understanding of competitive products and services within the marketplaceWorks collaboratively and build strategic relations with colleagues, coworkers, contractors, and customersProficiency with Microsoft OfficeWork Conditions:Environment Type:Indoor. Office environment.
Temperature controlledExposure Types:No adverse environmental conditions expectedWork Hours:Standard work schedule, overtime may be necessary for meeting deadlines, required travel, and emergent conditionsFlexible work scheduleTravel Requirements:Regular travel to customer sitesTravel to worldwide AIT locationsThis position may involve travel exceeding 50% of the timePhysical Demands:Light work that includes moving objects up to 20 poundsPicking, pinching, typing or otherwise working, primarily with fingers rather than with whole hand or arm as in handlingProlonged periods sitting at a desk and working on a computerRepeating motions that may include the wrists, hands and/or fingers