Mission:
As a Solution Engineer specializing in real-time location services, you will be a key contributor in driving the sales process by providing technical expertise, solution demonstrations, and support to our sales team, partner eco-system, and clients. You will collaborate closely with our sales, product development, implementation, and customer success teams to deliver comprehensive RTLS solutions that meet our clients' unique needs. The Sales Engineer is a technical and clinical-focused cross-functional role that requires a deep understanding of multiple concerns in a healthcare setting. A successful candidate can articulate complicated technical topics to operationally and/or clinically focused audience and translate their business needs to sales, project management, and product managers to help develop market-required solutions. This role is part of the commercial sales organization, reporting to the VP of Solution Sales, and will be instrumental in assisting the sales team to drive opportunities through the sales process. The ideal candidate will have strong RTLS technical acumen, a clear understanding of its use cases, excellent communication skills, and demonstrate a collaborative and team approach to exceeding customer expectations.
Responsibilities:
Key Results / Performance Metrics:
- Attainment of quota and profitability targets for the commercial sales organization as a whole
- Attainment of individual quota per Sales Director
- Shorten the overall average sales cycle to =<9 months
- Opportunity closure rate >75% for partner lead deals
Essential Responsibilities:
- Technical Consultation: Act as a trusted advisor to clients, understanding their business challenges and recommending appropriate real-time location services solutions.
- Solution Demonstrations: Assist in product demonstrations and presentations to showcase the capabilities and benefits of our RTLS offerings and effectively communicate the value proposition to prospects.
- Requirements Gathering: Work closely with our direct sales team, partners, and clients to gather and analyze their requirements, translating them into technical specifications and solution designs.
- Collaboration: Collaborate with cross-functional teams, including sales, product management, and customer success, to ensure alignment between customer requirements and product capabilities.
- Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging technologies in the real-time location services space, leveraging this knowledge to contribute to product development and sales strategies.
- Develop in-depth knowledge of CenTrak solutions to serve as the product and technology expert for the sales teams, partners, and clients.
- Support sales and marketing as a technical and process expert in customer meetings and demo presentations.
- Work closely with sales teams, partners, and clients in developing pre-sales proposal scopes, SOWs, ROMs, and quotes.
- Develop multi-use-case solution decision tools to ease in scope and technical server architecture diagrams and summary requirements.
- Maintain current understanding of CenTrak hardware design standards and understand use-case implications of significant deviations; Understand product capability SWOT and gaps in functionality and/or competitive threats and develop strategies to handle them, educating Sales and partners
- Assist in the delivery of internal education sessions for new product launches and re-education on key solutions when necessary.
- Provide responses for sales-related technical RFPs and customer evaluation meetings.
- Assist PMO with complex sales transitions and initial customer project meetings, maintaining a consistent presence during handoffs.
- Continue providing input on SOW and Quoting tools, and assisting the Sales Operations team as needed, transitioning operational ownership when complete.
- Other activities as assigned. (Multi-role contributor with a can-do attitude.)
- Communicate with clients by phone, email, and face-to-face to ensure their needs are clearly understood and addressed.
- This position requires the individual to be home office based and commit to travel to customer locations.
Qualifications:
Experience and Education:
- Bachelor's degree in engineering, Computer Science, or related field. (Master's degree preferred)
- Desired experience in a healthcare/hospital environment with a clear understanding of patient and staff workflow, asset management, and safety.
- Proven experience in technical sales, pre-sales engineering, or solution architecture, with a focus on real-time location services or related technologies.
- Strong understanding of real-time location services technologies, including RFID, GPS, BLE, UWB, and related protocols.
- Demonstrated ability to understand client requirements, identify business opportunities, and develop tailored solutions to address client needs.
Foundational Skills and Core Competencies:
- Excellent communication and presentation skills, with the ability to articulate technical concepts effectively to both technical and non-technical audiences.
- Ability to work independently and collaboratively in a fast-paced, dynamic environment.
- Strong customer service and interpersonal skills for dealing with different types of customers and clients.
- Exceptional analytical skills for interpreting client data
- Time management and multitasking skills to handle multiple tasks and clients simultaneously.
- Strong organizational skills and attention to detail
- Listening, creative thinker, decision-making acumen, problem solver, takes responsibility, demonstrates personal integrity & honesty.
- Driven to meet or exceed customer expectations.
Physical Requirements:
0-24%25-49%50-74%75-100%Seeing: Able to read reports and communicate with co-workers.XHearing: Able to hear well enough to communicate with co-workersXStanding/Walking/Mobility: Able to stand to open files and operate office machines; mobility between departments and to attend meetings of employees and managers.XClimbing/Stooping/Kneeling:XLifting/Pulling/Pushing:XFingering/Grasping/Feeling: Able to write, type, and use phone system.X
