Technical Sales Engineer - (Edgewood, MD/HYRBID)

Smiths Detection - Edgewood, MD

Full-time - Mid Level

Edgewood, MD

10,001+ employees

Professional, Scientific, and Technical Services

About the position

The Smiths Technical Sales Engineer (TSE) will be responsible for working closely with Sales Representatives to develop account-winning strategies in the US and Latin America regions. This role is crucial in providing the necessary product sales support to successfully close business deals. The TSE will collaborate with Sales Reps to research and understand customer needs, defining comprehensive technical and business solutions tailored to those needs. This position requires leading internal technical resources to prepare and deliver compelling demonstrations and presentations, addressing in-depth customer inquiries, and owning the technical responses to assigned bid requests. As a subject matter expert within the sales organization, the TSE will leverage a deep understanding of business issues related to their assigned product offerings to define solutions that deliver significant business value. In addition to direct sales support, the TSE will be responsible for hands-on sales training to enhance product knowledge among the sales team, thereby increasing credibility within the customer base. The goal is to cultivate the most technically knowledgeable sales force in the market. Furthermore, the TSE will communicate feedback to product management regarding current and future customer needs, recommend product enhancements, and provide insights on competitive positioning. This role is pivotal in ensuring that the sales team is equipped with the necessary tools and knowledge to effectively engage with customers and drive sales success.

Responsibilities

• Conceptualize and communicate how Smiths products and services impact opportunities and sales coverage within the industry.
• Actively contribute to and own the technical account strategy definition and review.
• Perform needs assessments and solution discovery sessions.
• Define which Smiths products (and partner offerings, if applicable) are best to address prospect requirements, considering potential competitive offerings.
• Understand product functionality/capability gaps and define ways to address these gaps using product enhancements or partners.
• Design and deliver product demonstrations based on requirements and competitive sales situations.
• Define product and technical responses for RFP requests.
• Request and coordinate resources needed to support the sales engagement.
• Participate at tradeshows, conferences, and other events as needed by the business.
• Demonstrate a thorough understanding of all assigned Smiths products, features, functions, and benefits, as well as competitive products.
• Provide education and training to peers, sales, presales staff, and others in the Smiths organization.
• Become affiliated with industry groups and user groups.

Requirements

• Four-year college degree with a major in engineering, math, science, computer science, or business.
• Five years of proven presales or sales success at selling business solutions in a complex selling environment.
• Proven success presenting technologies as business solutions.
• Proven success selling into complex sales environments with both business and technical buyers.
• Expert knowledge and understanding of BHS and CTX, and the associated manufacturing, distribution, and supply chain business issues.
• Existing relationships with core customer base of Smiths Detection and Security equipment OEMs/Suppliers.
• Strong sales and selling aptitude.
• Strong self-motivation.
• Effective written, oral, and presentation skills.
• Ability to create effective presentations in a time-constrained environment.
• Ability to organize and prioritize work in a multi-tasking environment.
• Ability to meet deadlines, follow through on commitments, and take corrective action where appropriate.

Nice-to-haves

• Experience with sensitive security information (SSI) access and vetting via the TSA.

Benefits

• Competitive salary and performance bonuses.
• Health insurance coverage.
• 401k retirement savings plan with matching contributions.
• Paid time off and holidays.
• Professional development opportunities.
• Flexible scheduling options.