Sr. Sales Engineer - Print/PDF

The Sales Engineer is a pre-sales role which operates in a designated geographic area providing technical support to the Tungsten Automation Sales team. The MFDP business is a channel sales model comprising MFD manufacturers, value-added distributors and resellers. The Sales Engineer will interact at all levels in the channel structure, providing expert knowledge to Tungsten Automation partners with advanced pre-sales support on the Tungsten Automation MFDP product portfolio.

Note that the following is a general description of the Sales Engineering group’s primary tasks and may not, therefore, contain all possible specific work assignments.

The Sr. Sales Engineer is responsible for:

• Assisting the Tungsten Automation Sales team in providing commercial justification and ROI scenarios, tailored to the customer's strategy and future state
• Assisting Tungsten Automation channel partners with selling Tungsten Automation MFDP solutions through advanced pre-sales support to their in-house teams
• Conducting customer demonstrations, demo lab installs and product trials and tracking the successful progression
• Attending partner events and tradeshows to support Tungsten Automation and our partners
• Delivering technical workshops and advanced product deployment training
• Supporting Proof of Concepts (PoC) and pilot design and delivery
• Preparing standard and custom demonstrations for Tungsten Automation Sales Account Executives and resellers
• The handling of all pre-sales technical issues professionally and efficiently
• Maintaining in-depth knowledge of Tungsten Automation products
• Understanding the Tungsten Automation role in supporting business processes
• Responding to technical questions in RFI/P/Qs
• Sharing “Best Practices” with other Sales Engineers
• Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
• Preparing Tungsten Automation Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-sales
• Preparing Tungsten Automation partners on the technical aspects of selling Tungsten Automation products
• Serving as a point of contact for resellers on technical issues
• Responding to resellers' requests for pre-sale technical support

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

Qualifications

The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.

Qualifications include:

• 7-10 years’ experience supporting a solution sales team in the pre-sales technical role
• Experience leading complex, technical, enterprise solution-based opportunities through the opportunity sales step to successful close
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience
• Publishing of white papers, blogs, thought leadership assets
• Business analysis at both the IT and LOB level, including the ability to document the analysis in a useable, shareable format
• Proficiency in working with JSON for data exchange, API requests, and integrations
• Experience with cloud services (e.g., Azure, AWS, or Google Cloud) 
• Experience working with various partners/channel organization
• Experience in the MFDP industry
• Experience in selling software to enterprise-level customers
• Experience in business process management, image capture is ideal
• Can give examples of becoming their customer’s trusted advisor
• Has specific industry experience, such as in Banking, Insurance, Government or Healthcare  
• Ability to travel 50%
• Able to lift and carry at least 50 pounds

Skills and Knowledge Required

Performance is measured by the revenue produced in Tungsten Automation Corporation software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, Internal asset contribution and technical leadership. Measurable performance also includes the individuals willingness to:

• Seek and successfully completes special assignments that enable continued development of his/her technical and/or other job-related skills and abilities
• Regularly go out of his/her way to assist others in the team or department
• Demonstrate openness to feedback and constructive criticism
• Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
• Assist in maintaining a professional customer environment with positive customer satisfaction
• Make a concerted effort to stay abreast of technological advances and Tungsten Automation Corporation’s industry overall

All Tungsten Automation Corporation Sr. Sales Engineers regardless of title or level must possess the following skills and knowledge: 

• Communications/Listening Skills
  • (Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.
• Analysis/Discovery (ROI) –
  • Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).
• Project Management
  • Critical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.
• Sales & Presentation Skills
  • Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Tungsten Automation Corporation Sales Process
• Time Management
  • Ability to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Sr. Sales Engineer will be required to manage multiple sales campaigns at any given time.
• Industry/General Technology Knowledge
  • A high level understanding of basic networking and operating system concepts, Visual Basic development / scripting – Ability to develop, test and deploy custom VB/VBA scripts, Java and JavaScript, Industry specific business pain points with active paper processing, storage, and retrieval, and an understanding of J2EE, XML and .NET
• Tungsten Automation Corporation Technology Knowledge
  • A high level understanding of each of the suites that constitute the Tungsten Automation Corporation product line and the ability to fit the pieces together into the whole strategy - By stating the requirement for ‘a high level understanding’, it is defined as the ability to:
    • Position the Tungsten Automation Corporation Solution
    • Print Management, Capture and PDF products
    • MFDP Print and Scan channel sales through first-hand experience
    • Cloud/SaaS: Experience with major cloud platforms (AWS, Azure, or Google Cloud) and SaaS solution delivery is essential. Ability to explain cloud benefits, security, compliance, and integrations for a SaaS print management solution to both technical and non-technical audiences.
    • Communication protocols: POP3, IMAP, SMTP, EWS, FTP, SMB
    • Web services: WSDL, SOAP, OpenAPI, REST, JSON
    • Scripting: VBScript, JavaScript, Visual Basic, Visual Studio, HTML
    • Database experience
    • Architecture: Load balancing, High Availability and disaster recovery
    • Security: authentication (EntraID, AD, LDAP, OAuth, OpenID, 2FA) and application security encryption methods for data at rest and data in transit
    • Digital print and IT infrastructure environments
    • Optical Character Recognition
    • Printer manufacturer embedded platform frameworks
    • Network technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMP

Tungsten Automation Corporation, Inc. is an Equal Opportunity Employer M/F/Disability/Vets