Carrier Life Science Solution Engineer in Beverly, Massachusetts
United States of America
CAM60: Sensitech, Inc 800 Cummings Center, Beverly, MA, 01915 USA
ESSENTIAL FUNCTIONS AND BASIC DUTIES
The Opportunity: Our customers come from all walks of life, and so do we. We hire great people from a wide variety of backgrounds, not just because it is the right thing to do, but because it makes Sensitech stronger. If you share our values and our enthusiasm, you will find a home at Sensitech. At Sensitech, we take care of each other, value different, win, and have fun. You will be joining a people-focused company as a member of a dynamic team shaping the future of our process and automation.
The Sensitech Life Sciences industry Solutions Engineer will work directly with customers and provide support to Account Managers in the sale of Sensitech products and services to the Life Sciences vertical, as well as broader members of the pharmaceutical supply chain.
Primary responsibility is to drive and support the sale of Sensitech's real-time SaaS solutions. These solutions require a more detailed understanding of complex and dynamically changing elements of our offerings. Specific examples include the sale of our ever-expanding real-time solutions and associated, regulatory compliant software platforms – including the tailored services supporting different use cases across Sensitech's Real-Time Offerings.
Serve as the first-level technical/knowledge resource for the Field Salesforce in relation to Sensitech products and services.
Act as the liaison between Customer/Field Sales, Professional Services with respect to Sensitech's real-time visibility services.
Leads a group of indirect cross-functional resources to design and implement a successful proof of concept/pilot programs directly with customers.
Serves as customer success advocate ensuring success criteria are clearly documented, achievable, and realized during the proof of concept/pilot testing.
Work with Marketing, Product Management, Sales, and leadership to provide customer and market feedback, ensuring Sensitech's solutions remain at the forefront of innovation.
Responsible for accurately identifying and scoping the appropriate solution (hardware, software, services combination) to meet stated customer goals. More broadly, the goal of the Solution Engineer is to support the wider sales activity driving successful pilot/proof of concept execution.
Conversational knowledge of international regulations related to the storage, handling, and distribution of temperature-sensitive medicinal products.
Collaborate with Sensitech Key Account Executives in qualifying/evaluating opportunities and expanding relationships to develop enterprise solution sales
Ensure consistency in solutioning/pilot process and clearly communicate results and requirements of discovery and scoping, ultimately fostering a smooth transition to the implementation and program management team
Leverage technical, operational, and sales expertise to lead the expansion into broader, larger, more sophisticated projects and programs.
Thoroughly research, refine and document customer requirements. Develop and deliver compelling value propositions based on customer requirements.
Leverage technical, operational, and sales/consulting expertise to support the sales opportunity and determine the best solution to maximize ROI.
Work to document project updates appropriately within the Salesforce CRM tool.
Write proposals and support responses to RFIs/RFPs/RFQs.
Support marketing activities by occasionally attending and/or presenting at trade shows, conferences, associations, and other marketing events.
Directly and indirectly work with a cross-section of roles at the prospect, including C-level executives, to build and deliver compelling presentations, demonstrations, and proposals.
Collaborate with Product Marketing Management (PMM) to document specific use-cases and the broader Voice of the Customer (VOC) to help in the definition of market needs that support the development of new products and services.
Provide training and product support material for other members of the sales team.
Bachelors degree plus 7+ years supply chain/logistics experience with enterprise SaaS solutions and consulting or equivalent experience.
Knowledge of Pharma, logistics, regulatory compliance, and transportation
Strong knowledge of the pharmaceutical supply chain. Have worked in or as a provider/supplier of the pharmaceutical industry.
A highly motivated individual who thrives in a dynamic team environment and is always willing to go above and beyond
Deep domain knowledge with Transportation Management Systems (TMS), Warehouse Management Systems (WMS)
Global sales experience is a plus.
Travel required, approximately 40%
Strong sales aptitude, learning agility, and ability to function in a team environment.
Exemplary written, oral and presentation skills
Ability to work with a cross-functional team including engineers and salespeople.
Ability to create effective presentations in a time-constrained environment.
Ability to organize and prioritize work in a multi-tasked environment.
- Position may require non-standard working hours
Comply with the EH&S Policy and applicable regulatory and company EH&S rules and requirements.
Report to supervisor conditions or practices that are either unsafe or that may adversely impact the environment, to ensure prompt resolution of potential hazards.
Attend scheduled EH&S training program.
Actively support the organization's efforts to meet or exceed EH&S goals and plans.
Recommend improved EH&S practices.
Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
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