Smart Factory Sales Engineer Lead - Manager - NBI_US

The team

Deloitte is defining the Smart Factory landscape. We are pioneering a new model for a new digital world. Does curiosity feed your soul? Are you addicted to the thrill of creating? Do you want to be your authentic self at work? Then consider a career within our Smart Factory practice. Creative design, state-of-the-art technology, and your imagination merge here to create a lasting impact for our clients-not to mention a pretty fun atmosphere and meaningful career! As proof, checkout www.thesmartfactory.io to see what we're doing in Smart Factory with a consortium of ecosystem partners at Wichita State University to bring Smart Factory to life for our clients.

Work You'll Do:

The Smart Factory Sales Engineering team provides functional and technical product subject matter expertise to Deloitte Consulting Principals, Managing Directors and Senior sales staff. The team is responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with sales and practice personnel as the key technical advisor and product advocate. The Sales Engineering Lead will be responsible for driving productivity and excellence through facilitation and collaboration.

RESPONSIBILITIES:

Sales Process

• Define, develop, organize and execute internal sales enablement initiatives
• Proactive coordination of sales enablement initiatives with offering, practice, marketing, product management, product delivery and customer success
• Support Sales personnel throughout the Sales process
• Respond to functional and technical elements of RFIs/RFPs
• Deliver product presentations and demonstrations
• Lead technical deep dive conversations with current and prospective customers
• Respond to in-depth customer questions and inquiries
• Understand customer needs and recommend optimal solutions
• Document customer configuration requirements, to aid in solution definition and implementation SOW

• Develop and deliver product demos to current and prospective customers
• Maintain demo environment (data, branding, etc.)
• Author and maintain demo script (internal and external)
• Product training delivery and execution (internal and external)
• Product sales collateral tailoring
• Support product opportunity pursuits

• Communicate technical product needs and customer requirements to Product Management
• Represent the product to the market at field events such as conferences, tradeshows and seminars
• Perform competitive research and share with product team

• 10+ years of experience
• Bachelor's degree, preferably in engineering, computer science, or MIS
• 4+ years' direct experience in product and service sales, pre-sales and/or sales engineering, SaaS products preferred
• 4+ years direct experience managing a team or group of Sales Engineering professionals (or overall management experience)
• Experience in manufacturing, industrial automation, or production management in a factory environment
• Knowledge of manufacturing business systems such as MES, ERP, and APS
• Basic knowledge of APIs and ability to write simple scripts
• Proven success presenting technology as business solution
• Proven success selling in complex, enterprise sales environments to both technical and business buyers
• Able to deliver effective presentations or demonstrations in time constrained situations
• Strong selling and sales aptitude
• Strong business acumen and presentation skills
• Well versed in Microsoft office
• Highly motivated, self-starter and goal-oriented individual that can build strong business relationships
• Excellent written and verbal communication skills
• Strong organizational and follow-up skills
• Ability to travel 50-75%, on average, based on the work you do and the clients and industries/sectors you serve