Enterprise Sales Engineer

Enterprise Sales Engineer (remote)  Company Overview  For more than two decades, FoodChain ID has been at the on the forefront of the New Food industry providing expertise worldwide to navigate the requirements of an ever-growing demand for higher levels of transparency, accountability, safety, and sustainability.

Our technical and business services include serving clean label, food safety, and sustainability claims through offerings of Non-GMO Project verification, USDA Organic certification, BRC and SQF food safety certification, and more.

Today, more than 30,000 companies in over 100 countries rely on our industry-leading solutions.

The FoodChain ID vision encompasses nothing less than assuring the safety, transparency, and integrity of the global food chain, one client and product at a time.  Position Summary  FoodChain ID offers a comprehensive suite of software solutions and professional services that help customers innovate, formulate, commercialize, and manufacture products safely and transparently.

Due to the breadth and depth of these offerings, prospective customers often require expert guidance to identify the right solutions for their needs and understand how these solutions integrate within their existing enterprise systems.  The Enterprise Sales Engineer acts as a strategic technical consultant and solution architect, combining deep industry knowledge, engineering expertise, and creativity to design and communicate tailored solution packages.

This role plays a key part in engaging with prospective customers to uncover their unique business challenges and to propose optimal combinations of software, custom development, and professional services that maximize customer value and business impact.  Working in close collaboration with Sales Executives and Opportunity Teams, the Enterprise Sales Engineer leads discovery efforts, develops and delivers compelling demonstrations and presentations, and supports the full pre-sales cycle.

The ideal candidate is a consultative problem solver with both IT engineering experience and industry-specific knowledge in food, beverage, or process manufacturing, enabling them to build credibility with stakeholders and effectively align FoodChain ID’s capabilities with customer objectives.  This role also serves as a product evangelist and trusted advisor, representing FoodChain ID’s core values of ethical conduct, customer success, teamwork, and sustainability throughout the sales process.  Specific responsibilities include :

• Qualify and Pursue Sales Opportunities   Read, interpret, qualify and respond to RFPs   Plan, direct, coordinate and perform estimation and quoting activities   Assist Sales Team with qualifying leads and opportunities  Co-Lead Opportunity Teams  Collaboratively develop and continually reinforce the overall solution vision, value proposition and differentiators with the opportunity team  Along with the opportunity owner lead the core and extended opportunity team through the sales process  Proactively ensure messaging and deliverables are provided on committed timelines and are consistent with the solution vision and customer perception  Independently host and perform prospect discovery, scoping, presentation and demo sessions with prospects as necessary  Discovery, Present and Demonstrate :   Influence and communicate with all levels of stakeholders from C-Level executives to directors to junior staff  Lead discovery meetings with prospects to accurately determine the prospect’s needs and constraints  Prepare re-usable product demonstration scenarios and configurations for compelling product demonstrations  Flexibly and fluidly perform product demonstrations that highlight business value and key differentiators  Develop and refine professional sales presentation materials  Prepare and deliver compelling sales presentations to prospects and customers  Respond to prospect and customer questions and objections  Industry and Community Promotion  Write and publish promotional and industry insight material on blogs, newsletters and social media  Discover and participate in other avenues of product and brand evangelism  Support sustainable sales growth :   When requested, provide field feedback to product management to help with the roadmap of product features  Develop and maintain professional relationships with clients and prospects to assist with customer satisfaction, gain usage insights / anecdotes to inform future presentations and build awareness around additional solutions that could be useful to them  Location and travel  This position is remote, but candidates must be within reasonable distance of a major US airport.   Candidates should expect 25% travel as conditions permit focused on customer and prospect visits.   Qualifications  Candidates should be an experienced consultant leader with significant experience in the manufacturing industry with a strong preference for process industries.   The successful candidate will :    At least 3 years sales engineering, sales consulting and / or pre-sales professional experience in software or professional services sales opportunities  Bachelor’s degree or equivalent experience  Outstanding general consulting skills (soft skills, structured thinking, effective written communications and great presentation and stakeholder engagement skills)   Strong business and sales acumen  Knowledge and experience of significant aspects of related disciplines such as Enterprise Software, Enterprise Architecture, Agile Software Development and Digital Technologies   Significant Experience with Manufacturing or Retail industries including specific experience with enterprise supply chain solutions   Experience with Process Manufacturing industries preferred   Ability to operate in a fluid environment and comfortable with high levels of uncertainty    FoodChain ID, Inc. 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, 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.
• If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our Human Resources Department at hrteam@foodchainid.com.
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