APAC Sales Engineer

Summary of Role:

As a Sales Engineer, you will be an expert in company's Software Technology Solutions; its software application products and its enabling core technology, 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 Software Technology Solutions to new customers.

With expansion opportunities you will work with existing customers to identify additional value opportunities to grow the business and align Software Technology Solutions to new areas of potential business and process value.

In developing new business, you will be focused heavily on discovery, assessment and analysis to identify and validate solution opportunities. In all cases you will be responsible for defining and validating the appropriate solutions, as well as supporting the development of a solid business case including customer return on investment (ROI).

During these strategic sales pursuits, you will be the expert who demonstrates and validates an integrated Software Technology Solution during on-site business operations workshops using actual customer requirements and data. In most cases you will be working with engineering management, executives and C-levels.

The Sales Engineer shall possess the following experience, expertise and skills:

• Business process assessment (identify pain)
  • Thru communication with customer, collect and understand current as-is process flow, and identify where in the process problems exist (pain points).
  • Thru joint efforts with sales, correctly identify champion, and build close business relationships, so as to execute all of the elements herein.
  • Thru communication with customer, collect and understand metrics associated with the problems above.
  • Thru communication with customer, jointly define the desired to-be process flow, addressing the aforementioned problems.
• Thru communication with the customer as well as with the Account Manager, define and design solution, that maps and addresses the desired to-be process flow above. This will be from two perspectives:
  • Business Value Assessment
  • IT Software Technology Assessment
• Thru communication with customer, define the decision criteria for which the solution is to address. The criteria will be aligned with the pain points identified above. Likewise:
  • Business Value Criteria (Proof Of Value)
  • IT Software Technology Criteria (Proof Of Technology)
• Thru communication with the customer as well as with the Account Manager, validate that the proposed solution design and decision criteria are indeed addressing the pain points above.
• Thru communication with the customer, Account Manager and the Solution Implementation Consultant, provide guidance and support in planning the project management framework for the development and implementation of the solution.
  • Requirement Analysis, Base Design
  • Detailed Design – Work with customer and solution architect in providing guidance/support.
• Communicate with internal stakeholders (sales, headquarter product management, R&D, global pre-sales, global consulting, global customer care, others) during any of the elements listed above, to optimize solution proposal, development and implementation.
• Track record in pre-sales activity for enterprise solution development and implementation projects, thru effective usage of the skills listed above.
• Possesses expertise in account management frameworks such as MEDDIC or equivalent.
• TOEIC scores of 850 or above.

Primary Geographic Scope:

• South East Asia (Malaysia, Singapore, Thailand, Indonesia, Vietnam): 30%
• Australia/New Zealand: 30%
• India: 15%
• Taiwan: 15%
• South Korea: 10%

Required Experience:

• 5 to 10+ years in consultative software sales support role (ideally with knowledge management and PLM systems)
• Excellent knowledge of engineering, manufacturing and supporting processes and software tools
• Proven track record as a trusted advisor serving Fortune 500 accounts

Other Skills:

• Experience delivering compelling presentations to engineers, technical professionals, and executive levels
• Self-motivated with the ability to drive sales growth
• Excellent presentation skills for internal audiences and customer audiences of varying sizes
• Strong expertise with Microsoft Office products (Excel, Powerpoint and Word)
• Excellent client relations and client management skills
• Demonstrated ability to work independently and as part of a team in support of strategic and large value accounts
• Experience with engineering tools such as CAD, PLM and document systems such as SharePoint, Box, OpenText, Documentum, etc.