Sales Engineer

SUMMARY: The Sales Engineer will drive business growth by identifying and securing new opportunities with medium-to-large manufacturers. This role requires a technically knowledgeable and strategic sales professional who can build strong client relationships, provide value-driven solutions, and contribute to the company's long-term success. The position involves client engagement, cross-functional collaboration, and travel to support key accounts.

CORE VALUES

All employees are expected to demonstrate the Company's Core Values through daily actions, decision-making, and interactions:

• Client Oriented - Focus on developing long-term relationships, products, and services that meet client needs.
• Open - Communicate honestly and transparently about capabilities, challenges, and solutions.
• Nimble - Think critically, respond quickly, and adapt effectively to changing priorities and situations.
• Necessary - Recognize that every role contributes to organizational success and take ownership of outcomes.
• Engineering Mindset - Approach challenges by developing practical, thoughtful solutions regardless of role.
• Continuous Improvement - Actively seek opportunities to improve processes, performance, and personal development.
• Teamwork - Collaborate effectively with coworkers, leadership, vendors, and clients to achieve shared goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Engage in consultative selling, weighing pros and cons of solutions and articulating the best path forward.
• Handle objections and negotiate based on value to close complex sales.
• Discover customer pain points and create tailored solutions to ensure wins.
• Develop quarterly revenue forecasts and execute individual strategic annual sales plans with tactical goals to meet annual targets.
• Demonstrate expertise in ceramic HTCC, Glass-to-Metal, and Epoxy hermetic seal solutions, ensuring seamless execution of custom programs within timelines and budgets while meeting critical design requirements.
• Collaborate effectively with teams to close extended sales cycles, engaging key decision-makers across management, engineering, and purchasing departments of top-tier customers.
• Quickly qualify new leads and prioritize activities accordingly.
• Address client questions regarding product lines/capabilities and communicate needs to Engineering for subsequent quotations.
• Efficiently manage all aspects of customer meetings, including coordination, attendance, and documentation (agendas, meeting minutes, action items); proactively follow up with customers and internal stakeholders to achieve milestones.
• Manage sales progress and set tasks for critical opportunities in HubSpot CRM.
• Cultivate and foster relationships with existing clients while actively networking to acquire new clients.
• Act as a liaison between customers and internal stakeholders for key accounts.
• Travel to client locations as required (approximately 25%-30% of the time).

SKILLS AND ABILITIES:

• Consultative selling and complex negotiation skills.
• Strategic planning and forecasting.
• Technical knowledge in ceramics, hermetic sealing, and electrical interconnects.
• Team collaboration and cross-functional engagement.
• Client-focused relationship management.
• Ability to manage long sales cycles and multitask effectively.
• Strong relationship-building skills with excellent written and oral communication abilities.

KEY COMPETENCIES:

• Customer/Client Focus
• Accountability and Ownership
• Collaboration and Teamwork
• Adaptability and Agility
• Continuous Improvement Mindset
• Integrity and Transparency
• Solution-Oriented Thinking

EDUCATION AND/OR EXPERIENCE:

• Bachelor's degree required, preferably technical or engineering.
• 10+ years of experience in technical consultative sales.
• Preferred experience in Aerospace/Defense, Electrical Transmission & Distribution, and/or Semiconductor equipment industries.
• Familiarity with hermetic epoxy components, glass-to-metal seals (GTM), and electrical interconnects is a plus.
• Proficiency in MS Excel, Outlook, Word, HubSpot CRM, and ERP systems.

OTHER QUALIFICATIONS:

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Stand under 1/3 of the time.
• Walk under 1/3 of the time.
• Required to sit for long periods of time.
• Use hands to finger, handle, or feel 1/3 to 2/3 of the time.
• Reach with hands and arms 1/3 to 2/3 of the time.
• Talk or hear 1/3 to 2/3 of the time.
• Lift up to 20 pounds under 1/3 of the time.
• The above physical demands include duties such as sitting at workstation using PC, making and receiving phone inquiries, packing files, moving within company to communicate with other departments.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Working conditions are normal for an office environment and may require occasional weekend and/or evening work.
• Moderate noise (examples: business offices with computers and printers, light traffic and visits to factory).
• Some travel (1-3%) to various training courses may be required during the year.