Remote Technical Sales Engineer

About us:Accuris, a company long-known for accelerating innovation in engineering workflows and supporting the vibrancy of the engineering community, launched in May 2023 as a standalone company. Accuris was formerly known as S&P Global's Engineering Solutions division. The Company is valued for its standards content and workflow solutions like Engineering Workbench, Goldfire, Haystack and Parts Management Solutions.
Under its previous owners, including S&P Global, IHS and IHS Markit, Accuris has been an integral part of the engineering ecosystem for more than 60 years.
Job Title - Sales Engineer
Level: Principal
Vertical Focus: Energy, Aerospace & Defense, Automotive, High Tech
Reporting: This position reports to Americas Sales Engineering Leader.
Location and Travel:
o Region - America
o Travel: Up to 25% of the time to support sales and visit with clients.
Summary of Role:
As a Sales Engineer, you will be an expert in Accuris portfolio of products (Engineering Workbench, Goldfire Search, Parts Solutions); AI based software platforms, content, and services, with the specific goal of providing pre-sales solution expertise and business development skills to close new deals. You will be client facing. Your pre-sales expertise will be integral to close new business with focus in two primary areas; (1) solution sales support to expand and grow opportunities in the existing account base and (2) solution sales support to position and validate our Solutions to new customers. With expansion opportunities you will work with existing customers to identify additional value opportunities to grow the business and align the Accuris Solutions portfolio to new areas of potential business and process value. In developing new business, you will be focused heavily on MEDDPPIC based discovery, assessments, product demonstrations and value analysis to identify and validate solution opportunities. In all cases you will be responsible for defining and validating the appropriate solution, as well as supporting the development of a solid business case including customer ROI. In most cases you will be working with engineering and research management (Directors, VPs).
Job duties:
The Sales Engineer will assist the Accuris sales team in all aspects of the solution selling process. Sales support activities to include:
o Drive discovery to understand customer's challenges and metrics associated with them.
o Drive discovery to understand customer workflows/use cases: Engineering, Innovation, Change Management, Requirements Management, Quality Management, Research & Development, Knowledge Management, and others in the engineering related domains
o Build product demonstrations based on customer requirements to demonstrate feasibility of the solution, often requiring rapid prototyping.
o Uncover competitors, and objections during discovery meetings and position Accuris solutions accordingly.
o Provide vetted subject matter expertise and continuity to sales team as it relates to account intelligence, products, and services throughout the sales cycle.
o Leverage solution selling and value-based solution positioning to grow high-value opportunities and align solutions to client business value.
o Lead customer workshops for solution strategizing, requirements gathering, configuration, and training.
o Acts as a liaison to facilitate smooth transition from pre-sales and post-sales customer experience.
o Answer technical and functional items/sections on RFIs/RFP responses.
o Collaborate closely with Account Management and Product Management throughout the sales process.
o Develop and maintain close customers relationships across different organizational hierarchy (specifically engineering).
o Work with Accuris Marketing team to drive vertical specific messaging and campaigns.
o Monitor industry competitors and adjust messaging accordingly.
Other capabilities, skills and traits required:
o Excellent written and verbal English language skills
o Must be self-motivating with a demonstrated ability to work independently and as part of a team in support of strategic accounts
o Solid performer in MS Office, Excel and PPT
o Good understanding of engineering tools such as PLM, CAD, Requirement Management Systems, and Document Management Systems.
o Should be highly customer focused, prioritizing efforts to optimize results for both customer and company and dedicated to meeting the customers' expectations and requirements.
Required Education:
o Bachelor's degree or higher in STEM field (Engineering, AI, Computer Sciences, Mathematics, Statistics, Physics, Data Science preferred)
o Master's degree preferred
Required Experience:
o 10+ years in Pre-Sales/Sales Engineering role (ideally with a software vendor selling into Engineering organizations, such as PLM, RM, Digital Twins, Content Management, Knowledge Management, AI, Data Science vendors)
o Excellent knowledge of product design lifecycle stages and corresponding tasks (Strategy, Innovation, R&D, Design, Validation, Engineering, Construction, Maintenance, Shutdowns and Obsolescence) and their related software tools
o Proven track record as a trusted advisor serving Fortune 500 accounts
Compensation/Benefits Information:
Accuris states that the anticipated base salary range for this position is $130,000 to $150,000. In addition to base compensation, this role is eligible for an annual incentive plan as well as comprehensive benefits. For more information on benefits, please reach out to the recruiter assigned to the role.
About Company Statement:
Accuris delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. https://accuristech.com/
Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world's most complex problems.
Accuris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
About Company Statement:
Accuris delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. ( https://www.spglobal.com/engineering/en/index.html )
Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world's most complex problems.
Accuris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.