Sales Engineer

Job Description

Job Description

Sales Engineer (Large, Intermediate, and Retrofit Machines)

Packaging Machines / Assembly Machines / Industrial Machinery

Filamatic is seeking a Sales Engineer who is the primary technical-commercial resource within the sales organization, connecting customer operational requirements to Filamatic equipment and system capabilities. You will qualify opportunities, capture and translate customer specifications, partner with Application Engineering to assess feasibility, and develop customer-ready technical proposals.

The Sales Engineer also delivers technical presentations and product demonstrations that build customer confidence and advance the sales cycle. You will be focused on Large Machines, Intermediate Machines, and Aftermarket Upgrades / Retrofits and is based in Baltimore, MD.

Responsibilities

• Discovery, qualification, and account targeting : Engage early in the sales cycle to qualify inbound leads and outbound prospects against defined criteria (application fit, budget availability, competitive position, and decision timeline).
  • Conduct structured discovery conversations with customer engineering, operations, and procurement stakeholders to clarify requirements (throughput targets, package formats, regulatory constraints, and integration needs).
  • Document and communicate qualification findings to the National Sales Manager and Regional Sales Team to inform prioritization and resource allocation.
  • Identify upselling and cross-selling opportunities within existing accounts during engagement.
• Application scoping and engineering coordination : Conduct detailed remote assessments of customer packaging operations to identify pain points, inefficiencies, and automation opportunities.
  • Capture complete customer specifications including line speeds, package types and dimensions, upstream and downstream integration requirements, facility constraints, and compliance requirements.
  • Translate customer operational language into structured application briefs that enable Application Engineering to evaluate feasibility and develop solution concepts.
  • Serve as the primary interface between the customer and internal Application Engineering during the technical evaluation phase, managing the feedback loop and translating technical content into accessible language.
  • Escalate scope ambiguities, application risks, or feasibility concerns proactively to Engineering and Sales leadership.
• Proposal development and deal shaping : Lead the development of technical and commercial proposals for capital equipment opportunities, upgrades, and aftermarket programs.
  • Ensure proposals accurately reflect customer specifications, proposed solution scope, performance guarantees, lead times, and pricing—coordinating with Application Engineering, Product Management, and Finance as needed.
  • Tailor proposal narratives to address customer-specific decision criteria, ROI expectations, and competitive differentiators.
  • Manage proposal timelines to meet customer-driven deadlines and sales cycle requirements.
  • Engage customers in early-stage budget conversations to establish realistic investment expectations and assess alignment with internal pricing structures.
  • Develop preliminary cost estimates and budget ranges for pre-proposal opportunities, and identify customer cost targets, budget approval processes, and capital appropriation timelines to inform deal strategy and close planning.
• Presentations, demonstrations, and technical selling : Develop and deliver technical presentations to audiences including plant engineers, operations managers, procurement teams, and executive stakeholders.
  • Clearly articulate solution architecture, performance capabilities, integration approach, and total cost of ownership. Plan and execute product demonstrations—including live demonstrations at company facilities, virtual demos, and customer site trials—to address buying criteria and objections.
  • Customize demo content and messaging to the specific application, vertical market, and competitive context.
• Competitive intelligence and enablement : Assess competitive position on active opportunities by gathering and analyzing information on competing OEMs, integration approaches, and pricing benchmarks.
  • Provide the sales team with differentiation strategies and objection-handling guidance.
  • Contribute structured competitive intelligence to Product Management and Marketing to inform roadmap priorities and positioning materials.
  • Support Regional Sales Managers on technically complex or strategically important opportunities through joint customer calls, site visits, and proposal reviews.
  • Provide technical training and selling tools to regional account managers and channel partners.
  • Participate in trade shows, industry conferences, and customer events as a technical subject matter expert.

Qualifications

• Bachelor’s degree in Mechanical Engineering, Packaging Engineering, Industrial Engineering, or related technical field (or equivalent relevant experience)
• 4+ years of experience in technical sales, applications engineering, or sales engineering within packaging machinery, automation systems, or industrial capital equipment
• Ability to interpret customer specifications, line layouts, and technical drawings to define scope and constraints
• Experience developing technical proposals and delivering presentations to mixed technical and commercial audiences
• Working knowledge of packaging line operations, OEE principles, and ROI/value frameworks used in automation and capital equipment decisions
• Proficiency with CRM platforms, Microsoft Office, and proposal development tools

Nice to Have

• Experience with primary and/or secondary packaging automation platforms including form-fill-seal, cartoning, case packing, palletizing, liquid filling, capping, labeling, or conveying systems
• Familiarity with PLC/HMI systems, controls integration, and Industry 4.0 connectivity requirements
• Exposure to pharmaceutical, diagnostic, biotech, and personal care / cosmetic liquid applications
• Experience with CAD tools or packaging line simulation software
• PMMI or other packaging industry certifications or training

Key Competencies

• Exceptional ability to translate complex technical concepts into clear, persuasive commercial language for diverse audiences
• Strong analytical and structured problem-solving skills applied to real-world customer application challenges
• High degree of intellectual curiosity and eagerness to develop deep product and application expertise
• Organized and self-directed with the ability to manage multiple active proposals and customer engagements simultaneously
• Collaborative team player who actively supports regional sales partners and channel resources without requiring direct authority
• Professional presence and communication skills suited to both plant-floor discovery and executive-level presentations
• Customer-first orientation with a genuine commitment to solving operational problems, not just selling equipment

Compensation and Benefits

Base Salary Range : $75,000 – $125,000 per year

Incentive Compensation : Performance bonus tied to proposal conversion rates, bookings contribution, and pipeline development metrics

Benefits: 3 weeks of annual vacation, 10 paid holidays, 401(k) with company contribution, parental leave, and comprehensive health (3 plan options), dental, and vision coverage. Eligibility for insurance begins the first of the month following your first day of employment.  Eligibility for 401(k) begins the first of the month following 60 days of employment.

About Us

Filamatic, a division of National Instrument, LLC, is a leading manufacturer of industrial packaging machinery for the Pharmaceutical, Biotech, Diagnostic and Cannabis Industries. Our success over the last 70 years is attributable to exceeding customer expectations by providing products and services which offer a superior value proposition, creating a great working environment for our employees, hiring exceptionally qualified staff, and driving continuous process improvement.

Our Values represent the lens we use when making decisions that impact the company, employees, and our customers.  Each person we add to our organization should reinforce these values.  We seek out individuals who support/embrace these values.  Filamatic core values are:  Adherence to the Golden Rule, Continuous Improvement, Customer Centric, Takes Ownership, Persistence, Courage to be Curious, Resilient Mindset, and Practical Excellence.  To learn more about the exciting work of Filamatic, please visit our website at  and check out our capabilities on our YouTube video:  

Employment opportunities are contingent on successfully completing a background check, drug test and physical as applicable based on the position.  

Equal Opportunity Employer

National Instrument dba Filamatic is an equal opportunity employer. National Instrument dba Filamatic does not discriminate in employment with regard to actual or perceived race, color, creed, religion, national origin, citizenship status, ancestry, age, sex or gender(including pregnancy, childbirth, related medical conditions and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service or veteran status, disability, protected medical condition as defined by applicable state or local law, genetic information or any other characteristic protected by applicable federal, state or local laws and ordinances