Campus Pride Jobs

Job Family: Sales

Req ID: 416644

We are seeking an elite Sales Engineer to work side-by-side with our sellers to bring a level of technical depth to customer engagements in the area of power systems protection software – PSS®CAPE. While supporting sellers across the Globe, the role’s primary focus will be the Eastern to European markets. Success in this role is not only measured by your technical knowledge in Power System Protection, but also by your “soft skills”, like your ability to build relationships, maintain a positive presence in high-stakes customer meetings, understand the “sales mindset”, work collaboratively with multi-functional teams (spanning sales, finance, engineering, and product management), understand pain from a customer’s perspective, and think in terms of value.

Some of the highlights of this role which will contribute to achieving yearly sales targets & overall success include:

• Provides engineering/technical expertise and guidance in the area of Power System Protection and Power System Modelling to the Sales organization in accurate technical configurations of our offerings to match the full requirements of the customer;

• Regular interactions with both existing and potential customers though pro-active visits, educational sessions, seminars, and workshops to promote the full and effective use of our software;

• Guide customers through software installation and implementation use-case scenarios;

• Provide pre-sales technical support for customers to complement the commercial/sales team with your technical domain knowledge in protection. Customer engagement can be at any stage of the sales cycle, and include:

o Early-stage discovery meetings with customers to identify pain points and facilitate requirements gathering sessions;

o Product demonstrations and architecture presentations which highlights our software’s capabilities (PSS®CAPE in particular);

o Provide informed context/objection handling to mitigate customer concerns;

• Advise sellers of various technical options for solving a given customer pain point, and explain the commercial implications/tradeoffs of each option;

• Maintain & expand your industry/market knowledge around power systems protection, and continuously share it with internal stakeholders like product management to help shape our strategy and product roadmaps;

• Conduct software demonstrations at customer locations, virtually via webinars, and at industry events and tradeshows. Support customers on software trials;

• Represent our portfolio at industry events, tradeshows, and support PSS®CAPE User Group Meetings;

• Identify opportunities where multiple software solutions could be offered to the customer.

• Contribute to bid-team activities (for example: responding to technical requirements specifications, and writing technical content for proposals);

• Shape customer technical evaluation criteria in a way that maximizes their pain-relief and simultaneously leverages our differentiators;

• Hand-off recently won projects to the solution delivery team;

• A successful candidate may be able to participate in actual project delivery and customer training, should the need arise;

You will work as a headquarters employee of a global organization which consists of sales offices in over 30 regions, as well as resellers in several verticals and geographies. This role reports directly to the Global Head of Technical Sales for the Grid Software business.

Who Are You / What Do You Bring / What Skills Will Help You Succeed

• Bachelor's/Master's Degree in Electrical Engineering with 3+ years working experience with a utility or TSO;

• Familiar with electromechanical, solid-state, and microprocessor-based relaying;

• Familiar with relay protection schemes and relay logic for a variety of applications (Transmission Line, Bus, Transformer, Breaker Failure, Capacitors, Etc.);

• Familiar with the concept of symmetrical components and fault analysis techniques.

• Experience in PSS®CAPE or PSS®E will be advantageous;

• DigSilent PowerFactory experience is a plus;

• Ability to simulate protection networks within PSS®CAPE and provide a comparison analysis;

• Ability to communicate highly technical information clearly and concisely to peers and customers verbally and in written communications;

• Strong people skills and engaging presentation and written communications skills

• Fluent in English (Global role);

• Ability to strategize and creatively solve problems to overcome customer challenges;

• Ability to communicate with all levels of an organization including director/VP/CxO;

• Able to utilize your technical capabilities to provide customer centric solutions in a global sales environment;

Travel: Must be willing and able to travel 25+% of the time, as well as support sales teams located around the globe

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