Regional Sales Engineer (Home, US)

Amano McGann

Job description

The Regional Sales Engineer (RSE)will fulfill an important role in the organization by working in concert withbranch and dealer sales leadership to provide guidance in selecting the rightsolution, required infrastructure and resources for the project to be completedsuccessfully and profitably. This pursuitwill include PARCS projects as well as other parking and security opportunitieswith a goal of achieving annual sales revenue objectives while helping ensureprofitable project outcomes and referenceable installations.

The Sales Engineer reports tothe Vice President of Business Development.

Job Responsibilities

Day to Day Sales Support

  • The RSE will havethe following responsibilities in support of branch and dealer sales efforts:

Training

  • Produce checklists for use in pursuing PARCSopportunities (what to look for and what is needed for a successfulopportunity)
  • Provide training on all product lines tobranch and dealer sales staff in cooperation with Product Specialist andMinneapolis Training staff.

Sales Support

  • Participate in site walks when size of projectjustifies
  • Attend sales presentations and customermeetings in support of regional sales management
  • Interface with parking consultants and privateoperators supporting regional branch and dealer sales effort
  • Support sales leaders in their efforts topromote AMI products and specifications to parking consultants and parkingoperators
  • Support regional sales leaders forlunch-and-learn and roadshow initiatives
  • Participate in regional sales meetings
  • Spearhead communications with ProductSpecialists when necessary to facilitate development, integrations with thirdparties etc. to meet the requirement of an RFP
  • Engage Professional Services for bestpractices

Quotation Review

  • Review regional branch (and in the futuredealer) quotations with requirements that trigger SE involvement (parameters tobe determined)
  • Upon implementation of Callidus, SE willrespond to auto-generated requests to review quotations
  • Quotation review to include the following:
  • Review plans and specifications (ifapplicable)
  • Review and confirm subcontractor proposalscope and pricing meets requirements
  • Validate that the hardware, software andinfrastructure components address scope being proposed (number of lanes matchesequipment counts, all software modules needed to meet scope are included, etc.)
  • Review and edit technical response, includingexceptions and clarifications
  • Provide value-engineering suggestions
  • Approve quotation in Callidus once allrequired changes have been made
  • SupportNon-Capture Team RFP Opportunities on deals valued over $200K
  • Pre-proposal efforts
  • Participate in evaluation/discussion ofopportunities (input regarding if good fit, red flags, etc.)
  • Attend pre-proposal conference in-person orvia conference as warranted
  • Civil Work Evaluation and Scoping
  • Develop subcontractor scope of work
  • Source subcontractors
  • Meet with subcontractors on site whenwarranted
  • Review/confirm subcontractor proposal scopeand pricing meets requirements
  • Hardware/Software Review and Evaluation
  • Review and complete Compliance Matrix, following first pass by Opportunity Owner (if applicable)
  • Interface with Product Specialist for input on meetingnon-standard hardware/software requirements
  • Validate that the hardware, software andinfrastructure components address scope being proposed (number of lanes matchesequipment counts, all software modules needed to meet scope are included, etc.)
  • PrepareTimeline/Gantt Chart (if applicable)
  • RFP Response and Document Review
  • Prepare custom written responses to addressprompts within the RFP document
  • Review draft versions of RFP response
  • Provide edits to RFP response as warranted
  • RFP Presentation
  • Assist in preparation of oral interviewpresentation (if applicable)
  • Participate in oral presentation (ifapplicable)

Post-Award Evaluation

  • Participate in RFP response post-mortem (winor loss)
  • In event ofwin/loss on an opportunity that involves a public entity, review FOIAinformation obtained by Opportunity Owner
  • Prepare post-mortem assessment in cooperationwith regional sales management

Capture TeamSupport

  • RFP is obtainedby Opportunity Owner (branch/dealer sales lead)
  • Opportunity Ownercompletes Strategic Deal Review document
  • “Go, No-Go”meeting is scheduled
  • SE reviews opportunity in advance of call
  • SE participates in “Go, No-Go” discussion,providing input on civil work requirements
  • Following anaffirmative “Go” decision, SE hasthe following responsibilities:
  • Pre-Proposal Conference
  • Participate in pre-proposal conference (ifapplicable)
  • Determine if participation in-person or viaconference call is warranted
  • Civil Work Evaluation and Scoping
  • Develop subcontractor scope of work
  • Source subcontractors
  • Meet with subcontractors on site (ifapplicable)
  • Review and confirm subcontractor proposalscope and pricing meets requirements
  • Regional Sales Engineer will collaborate withthe Product Specialist to perform the review of Hardware/Software revenue andevaluation.
  • Serve as a conduit between the sales team andthe Product Specialist(s) to facilitate communication and information flow.
  • RFP Response Document Review
  • Review draft versions of RFP response
  • Provide edits to RFP response as warranted
  • RFP Presentation
  • Assist in preparation of oral interviewpresentation (if applicable)
  • Participate in oral presentation to representthe project scope in coordination with Product Specialists when needed.

Accountabilities and Performance Measures

  • Improves project profitability and success rate
  • Maintain and update proposal materials required for responses toRFP to company standards
  • Completes required training and development objectives within theassigned time frame
  • Collaborates with the Product Specialist(s) and the Engineeringteam to stay current with all AMI product capabilities

Organizational Alignment

  • Reports to the Vice President of Business Development
  • Works closely and collaboratively with the Regional SalesDirectors and Vice President of Sales
  • Works closely and collaboratively with both local projectmanagement and Professional Services teams
  • Worksclosely and collaboratively with Product Specialist for project specific andproduct enhancement development tasks
  • This position will be assigned to support a specific geographicalarea

Skills And Qualifications

  • Presentation Skills, Multi-Tasking,Client Relationships, Negotiation, Project Planning, Independence, Meeting Deadlinesfor content creation, Creativity, Time Management, Communication
  • Bachelor’sdegree and/or at least eight years of industry experience. Previous projectplanning/implementation experience required.
  • Parking Operations and/or AccessControl or Technical experience preferred.
  • Intermediate level ofcompetency in Microsoft Office Suite including PowerPoint/Excel
  • Preferred experience withMicrosoft Project for Schedule creations

 

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