Regional Sales Engineer (Washington, US)

The Regional Sales Engineer (RSE)will fulfill an important role in the organization by working in concert with branch and dealer sales leadership to provide guidance in selecting the rightsolution, required infrastructure and resources for the project to be completed successfully and profitably. This pursuit will include PARCS projects as well as other parking and security opportunities with a goal of achieving annual sales revenue objectives while helping ensure profitable 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 have the following responsibilities in support of branch and dealer sales efforts:

Training

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

Sales Support

  • Participate in site walks when size of projectjustifies
  • Attend sales presentations and customer meetings in support of regional sales management
  • Interface with parking consultants and private operators supporting regional branch and dealer sales effort
  • Support sales leaders in their efforts to promote AMI products and specifications to parking consultants and parking operators
  • Support regional sales leaders for lunch-and-learn and roadshow initiatives
  • Participate in regional sales meetings
  • Spearhead communications with Product Specialists when necessary to facilitate development, integrations with thirdparties etc. to meet the requirement of an RFP
  • Engage Professional Services for best practices

Quotation Review

  • Review regional branch (and in the future dealer) quotations with requirements that trigger SE involvement (parameters to be determined)
  • Upon implementation of Callidus, SE will respond to auto-generated requests to review quotations
  • Quotation review to include the following:
    • Review plans and specifications (ifapplicable)
    • Review and confirm subcontractor proposal scope and pricing meets requirements
    • Validate that the hardware, software and infrastructure components address scope being proposed (number of lanes matches equipment counts, all software modules needed to meet scope are included, etc.)
    • Review and edit technical response, including exceptions and clarifications
    • Provide value-engineering suggestions
    • Approve quotation in Callidus once all required changes have been made

Support Non-Capture Team RFP Opportunities on deals valued over $200K

  • Pre-proposal efforts
  • Participate in evaluation/discussion of opportunities (input regarding if good fit, red flags, etc.)
  • Attend pre-proposal conference in-person or via conference as warranted
  • Civil Work Evaluation and Scoping
  • Develop subcontractor scope of work
  • Source subcontractors
  • Meet with subcontractors on site when warranted
  • 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 meeting non-standard hardware/software requirements
  • Validate that the hardware, software andinfrastructure components address scope being proposed (number of lanes matches equipment counts, all software modules needed to meet scope are included, etc.)
  • Prepare Timeline/Gantt Chart (if applicable)
  • RFP Response and Document Review
  • Prepare custom written responses to address prompts within the RFP document
  • Review draft versions of RFP response
  • Provide edits to RFP response as warranted
  • RFP Presentation
  • Assist in preparation of oral interview presentation (if applicable)
  • Participate in oral presentation (if applicable)
  • Post-Award Evaluation
  • Participate in RFP response post-mortem (winor loss)
  • In event of win/loss on an opportunity that involves a public entity, review FOIA information obtained by Opportunity Owner
  • Prepare post-mortem assessment in cooperation with regional sales management

Capture Team Support

  • RFP is obtainedby Opportunity Owner (branch/dealer sales lead)
  • Opportunity Owner completes 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 has the following responsibilities:
  • Pre-Proposal Conference
  • Participate in pre-proposal conference (if applicable)
  • Determine if participation in-person or via conference call is warranted
  • Civil Work Evaluation and Scoping
  • Develop subcontractor scope of work
  • Source subcontractors
  • Meet with subcontractors on site (if applicable)
  • Review and confirm subcontractor proposal scope 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 and the 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 interview presentation (if applicable)
  • Participate in oral presentation to represent the 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 to RFP to company standards
  • Completes required training and development objectives within the assigned 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 Sales Directors and Vice President of Sales
  • Works closely and collaboratively with both local project management and Professional Services teams
  • Works closely and collaboratively with Product Specialist for project specific and product enhancement development tasks
  • This position will be assigned to support a specific geographical area

Skills And Qualifications

  • Presentation Skills, Multi-Tasking,Client Relationships, Negotiation, Project Planning, Independence, Meeting Deadlines for content creation, Creativity, Time Management, Communication
  • Bachelor’s degree and/or at least eight years of industry experience. Previous project planning/ implementation experience required.
  • Parking Operations and/or Access Control or Technical experience preferred.
  • Intermediate level of competency in Microsoft Office Suite including PowerPoint/Excel
  • Preferred experience with Microsoft Project for Schedule creations

For more than 40 years, Amano has delivered innovative technology solutions for the parking and time and attendance markets. Amano provides sophisticated and reliable parking systems which satisfy the most demanding applications. As a subsidiary of Amano Corporation Japan, Amano McGann receives the support of a global organization generating in excess of $900 million in annual revenues and over 2,900 employees worldwide. Amano Corporation Japan is headquartered in Yokohama, Japan and was founded in 1931.

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