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The Sales Engineer - Retail will be the go-to solution expert supporting sales in pre-sales selection of standard solutions, documenting deviations from the standard solutions, performing investment analysis and identify and deliver on post-sales professional services opportunities.
This is an instrumental role in supporting the Glory Global Solutions Sales team to accelerate the sales process to ensure greater closure rates and corresponding sales growth for supported regions/territories.
Focused on pre-sales support, solutions selection, configuration, ROI creation/validation, SOP creation, hand-off and knowledge transfers to Customer Experience Management team, performing post-POC/sales analysis, documenting recommendations, creating/upselling opportunities and roadmaps for prospect/customers, optimization model creation, analysis of prospect/customer/Product/Solution data and selling professional services.
Major goal is to perform Investment Analysis, ROI modeling, Gap or Post analysis, as well as Process and Procedure development.
Work with sales and the customer to select a fit-for-purpose solution, monetize customizations and consulting opportunities, and expeditiously guide the customer from first contact to receipt of PO or signed POC agreement.
· Provide pre-sales expertise in selecting standard solutions or documenting deviations from standard solutions for customers. Select release software version for solution, create configuration database and publish to department responsible for creating install instructions, create customer-facing SOP documentation, create internal documentation necessary to describe the solution (how it is configured, how it will be used and customer’s ROI goals), and create any other documentation necessary for the Product Operations, Customer Experience Management, Product Management, and Marketing team’s request
· Conduct information gathering activities to understand and document customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals and ROI metrics
· Create pre- and post- implementation customer business impact overviews and executive summaries including capturing all information required by the DecisionLink application to produce the standard ROI presentation. Present, with Sales, the standard ROI presentation to the customer and enter all assumptions changes requested by customer into DecisionLink. Re-present the resulting revised ROI presentation and receive written sign-off from the customer on the ROI metrics and gals to be obtained (required for POCs)
· Conduct customer best practices and optimization consulting. Document the before and after states, benefits/savings and actions to implement. Create SOW and submit to VP of Product & Marketing for review, approval and pricing. Partner with Sales to obtain signature on the SOW and present documentation and implementation plan to customer
· Work with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large scale rollouts to minimize sales cycles for optimum customer impact
· Provide regular feedback to internal groups for product enhancement and marketing
· Hand-off and knowledge transfer all pre-sales learnings and documentation to Customer Experience Management team; ensue they have everything they need to support Proof-of-Concept customers
· Provide SME knowledge in Train-the-Trainer sessions to ensure 3rd party trainers are prepared to effectively and thoroughly train customers’ end users to proficiently use and expeditiously adopt solutions
· Work with Product Management to make product enhancement recommendations for specific customers and for overall product enhancement. Document all defects and enhancement requests in the system of record dictated by the relevant Product Manager
· Conduct Solution Center Tours with customers to support sales where necessary.
· Support internal teams and internal functions (installation coordinators, trainers, etc.) to ensure flawless customer execution
· Understand retail market cash management practices and customer’s cash management practices to make recommendations
· Have a thorough understanding of product, process, and customers to identify potential downfalls and flag to team to work toward a solution
· Work with internal teams to secure or create necessary documentation needed for customer process with a Glory solution. Hand-off all documentation to Customer Experience Management team after solution selection and SOP have been approved by customer and prior to POC start date being established
· Achieve revenue quota targets for professional services projects
REQUIRED EDUCATION AND QUALIFICATIONS
Education Level:
· Bachelor’s degree in Business or related area of study
Qualifications:
· 8-10 years’ experience working in solution or consultative sales, or related, within the industry
· Strong analytical and financial skills; Ability to assess a customer operation and quickly identify savings and opportunities to improve efficiency and performance
· Experience performing ROI analysis including pre-and post-customer business impact overviews and presenting executive summaries on why the selected solution is optimal, how/when ROI goals will be achieved, change management need to realize ROI, and future opportunities for savings/gains
REQUIRED SKILLS AND COMPETENCIES
· Excellent interpersonal and communication skills along with, as well as ability to effectively communicate with all levels within a retailer with credibility, especially senior management; Skilled at presenting to large groups
· Strong team orientation; Ability to elicit cooperation from a wide variety of sources, including upper management, clients, and other departments, and
· Proven track record of achievement of high-quality performance against objectives; Ability to meet or exceed expectations with sales team
· Creative problem-solving abilities and delivering best practice solutions to customers.
· Proven success working with customer project management teams to set expectations, establish timelines, and convey necessary change management from the customer prior to start of Proof of Concept projects; responsible for customer preparedness and communicating expectations for the installation, implementation, adoption and change management needed to realize ROI
· Self-starter, proficiency in time management to handle deadline pressures and multiple assignments/clients simultaneously
· Ability to effectively prioritize and execute tasks in a high-pressure environment is crucial
· Ability to travel to customer sites and company meetings up to 50% of the time, including potential international travel
· Proficiency with Microsoft Office, including Word, Excel, PowerPoint
Pay Range: $95,000 to 115,000 base + variable $100,000 at target. Actual pay will be adjusted based on job-related factors permitted by law, such as experience and training; education; geographic location; licensure and certifications; market factors; departmental budgets; and responsibility.
Glory is proud to share that our benefit package ranks in the top 25% across the country!
Benefits:
G
Sales Engineer- Retail (Lisle, IL)
United States/Lisle, ILPosted 2 days ago
Permanent - Full Timeonsite
Job Description
Sales Engineer- Retail (Lisle, IL)
Department: Sales - Retail Sales
Employment Type: Permanent - Full Time
Location: United States/Lisle, IL
Reporting To: VP, Retail Markets
Description
The Sales Engineer - Retail will be the go-to solution expert supporting sales in pre-sales selection of standard solutions, documenting deviations from the standard solutions, performing investment analysis and identify and deliver on post-sales professional services opportunities.
This is an instrumental role in supporting the Glory Global Solutions Sales team to accelerate the sales process to ensure greater closure rates and corresponding sales growth for supported regions/territories.
Focused on pre-sales support, solutions selection, configuration, ROI creation/validation, SOP creation, hand-off and knowledge transfers to Customer Experience Management team, performing post-POC/sales analysis, documenting recommendations, creating/upselling opportunities and roadmaps for prospect/customers, optimization model creation, analysis of prospect/customer/Product/Solution data and selling professional services.
Major goal is to perform Investment Analysis, ROI modeling, Gap or Post analysis, as well as Process and Procedure development.
Work with sales and the customer to select a fit-for-purpose solution, monetize customizations and consulting opportunities, and expeditiously guide the customer from first contact to receipt of PO or signed POC agreement.
Key Responsibilities
· Provide pre-sales expertise in selecting standard solutions or documenting deviations from standard solutions for customers. Select release software version for solution, create configuration database and publish to department responsible for creating install instructions, create customer-facing SOP documentation, create internal documentation necessary to describe the solution (how it is configured, how it will be used and customer’s ROI goals), and create any other documentation necessary for the Product Operations, Customer Experience Management, Product Management, and Marketing team’s request
· Conduct information gathering activities to understand and document customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals and ROI metrics
· Create pre- and post- implementation customer business impact overviews and executive summaries including capturing all information required by the DecisionLink application to produce the standard ROI presentation. Present, with Sales, the standard ROI presentation to the customer and enter all assumptions changes requested by customer into DecisionLink. Re-present the resulting revised ROI presentation and receive written sign-off from the customer on the ROI metrics and gals to be obtained (required for POCs)
· Conduct customer best practices and optimization consulting. Document the before and after states, benefits/savings and actions to implement. Create SOW and submit to VP of Product & Marketing for review, approval and pricing. Partner with Sales to obtain signature on the SOW and present documentation and implementation plan to customer
· Work with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large scale rollouts to minimize sales cycles for optimum customer impact
· Provide regular feedback to internal groups for product enhancement and marketing
· Hand-off and knowledge transfer all pre-sales learnings and documentation to Customer Experience Management team; ensue they have everything they need to support Proof-of-Concept customers
· Provide SME knowledge in Train-the-Trainer sessions to ensure 3rd party trainers are prepared to effectively and thoroughly train customers’ end users to proficiently use and expeditiously adopt solutions
· Work with Product Management to make product enhancement recommendations for specific customers and for overall product enhancement. Document all defects and enhancement requests in the system of record dictated by the relevant Product Manager
· Conduct Solution Center Tours with customers to support sales where necessary.
· Support internal teams and internal functions (installation coordinators, trainers, etc.) to ensure flawless customer execution
· Understand retail market cash management practices and customer’s cash management practices to make recommendations
· Have a thorough understanding of product, process, and customers to identify potential downfalls and flag to team to work toward a solution
· Work with internal teams to secure or create necessary documentation needed for customer process with a Glory solution. Hand-off all documentation to Customer Experience Management team after solution selection and SOP have been approved by customer and prior to POC start date being established
· Achieve revenue quota targets for professional services projects
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND QUALIFICATIONS
Education Level:
· Bachelor’s degree in Business or related area of study
Qualifications:
· 8-10 years’ experience working in solution or consultative sales, or related, within the industry
· Strong analytical and financial skills; Ability to assess a customer operation and quickly identify savings and opportunities to improve efficiency and performance
· Experience performing ROI analysis including pre-and post-customer business impact overviews and presenting executive summaries on why the selected solution is optimal, how/when ROI goals will be achieved, change management need to realize ROI, and future opportunities for savings/gains
REQUIRED SKILLS AND COMPETENCIES
· Excellent interpersonal and communication skills along with, as well as ability to effectively communicate with all levels within a retailer with credibility, especially senior management; Skilled at presenting to large groups
· Strong team orientation; Ability to elicit cooperation from a wide variety of sources, including upper management, clients, and other departments, and
· Proven track record of achievement of high-quality performance against objectives; Ability to meet or exceed expectations with sales team
· Creative problem-solving abilities and delivering best practice solutions to customers.
· Proven success working with customer project management teams to set expectations, establish timelines, and convey necessary change management from the customer prior to start of Proof of Concept projects; responsible for customer preparedness and communicating expectations for the installation, implementation, adoption and change management needed to realize ROI
· Self-starter, proficiency in time management to handle deadline pressures and multiple assignments/clients simultaneously
· Ability to effectively prioritize and execute tasks in a high-pressure environment is crucial
· Ability to travel to customer sites and company meetings up to 50% of the time, including potential international travel
· Proficiency with Microsoft Office, including Word, Excel, PowerPoint
Job Benefits
Pay Range: $95,000 to 115,000 base + variable $100,000 at target. Actual pay will be adjusted based on job-related factors permitted by law, such as experience and training; education; geographic location; licensure and certifications; market factors; departmental budgets; and responsibility.
Glory is proud to share that our benefit package ranks in the top 25% across the country!
Benefits:
- 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
- Health insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
- MDLive – 24/7 Virtual Doctor plus a Nurse Line
- Dental insurance
- Vision insurance
- FSA / Dependent Care
- Voluntary Life Insurance
- Basic Life insurance and AD&D – Company paid
- Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
- Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
- Paid Sick days based on City/State requirements
- Paid Holidays – 9 to 11 days based on start date
- Professional development assistance
- Education assistance
- Adoption Assistance
- Legal and ID Theft plans
- Annual Bonus opportunity
- Opportunities for internal promotions/career advancement