Solutions Engineer (Sales Engineer)

SCRAM Systems - Denver, CO (30+ days ago)

Job Description:

We are currently searching for a Solutions Engineer, somebody with extensive experience using case-management software, preferably in the pre-trial, probation, or parole sectors of criminal justice, followed by experience training or implementing case-management software with end-users. You must be friendly, informed, and able to explain complex software solutions to non-technical, case-management-using end users. This job will require extensive travel to go on-site with end-users of case management software, and you will be the face of the company.

Solutions Engineers, often synonymous with Sales Engineers, are the primary technical resource for the field sales organization. They are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for our products.

The Solutions Engineer, must be able to articulate technology and product positioning to both business and technical users. Manage relationships between testing teams, sales staff and customers. Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships through the sales cycle.

Equally important objectives include assisting in the development of product/market intelligence and sales enablement activities. Developing competitive positioning, functional requirements, pricing analysis and market sizing, while developing competitive target lists, win/loss analysis and executive due diligence. Roles may be given a core product line focus by position, such as Software or Electronic Monitoring Solutions, but must be able to provide support to different or emerging product lines as required.


Be the technical point person for sales team relative to software sales demonstrations, industry trade shows, workshops, etc.
Responsible for representing our product line in the field through technical sales support activities
Responsible for development and delivery of excellent product demonstrations
Able to respond to functional and technical elements of RFIs/RFPs
Able to convey customer requirements to Product Management teams
Support the sales organization, RSMs and AMs in the execution of technical sales demonstrations, maintaining customer satisfaction with products, assisting with the research and resolution of high level technical issues within key accounts.
Assess the state of existing customer issues to better understand product enhancement opportunities and project prioritization.
Support Engineering and Network Development efforts by being a key interface between the market and the organization.
Dissect contracts and RFPs for relevant competitive information - pricing, expiration dates, functional specifications, competitive positioning.
Maintain a working knowledge of procurement law, industry standards and evaluation processes of Requests for Proposal (RFP) impacting current and competitive contracts.
Utilize the target opportunity lists created by the Product Marketing Manager to assist our field sales team in developing strategy for both competing and incumbent contract opportunities.
Aid in the development of market sizing, competitive functionality, gap analysis and industry pricing trends.
Aid in the development of sales tools - maintain a working product demo environment and demo equipment, mobile devices, competitive handbook, target lists, PowerPoints
Maintain a working knowledge and understanding of product roadmap and project timelines
Able to travel throughout the sales territory

Timely execution of all externally facing field support activities -product demos/presentations, key account product satisfaction/issue resolution, RFP strategy.
Timely execution of internally facing product/market related projects - software development support research and market analysis projects.
Timely execution of key projects as defined by Executive Team aimed at reaching market share imperatives.

Required Experience:

Bachelors’ Degree in Criminal Justice, Business, Computer Science or related field preferred

Required Knowledge:
Excellent knowledge of company products, positioning and services.

Strong understanding of competitive positioning and competitor product lines.

Strong understanding of customer buying/procurement process, Requests for Proposal (RFP).

Strong knowledge of sales strategies and techniques.

Experience Required:
3 - 5+ years relevant experience in a corrections industry Case Management organization preferred or extensive experience using case management software or development experience with case management software

Experience and success with technical software product demonstrations a must

Experience and familiarity of our products and line of business a plus

Making the complex, simple - ability to take complex ideas and explain in beautifully simple terms

Being creative, with technical ability - a natural catalyst for communication in the organization

Strong interpersonal skills

Strong presentation skills in both hardware and software demonstrations.

Being a great story teller

Demonstrated time-management skills.


Keyword: Solutions Engineer, Sales Engineer, RFP, RFI, Case Management, product positioning, software
From: SCRAM Systems