Sales Engineer - Energy and Refined Fuels

Description

The company supplies data and decision tools to operational leaders in energy, agriculture and weather-driven industries, and has done so for decades.

The company is growing and widening its global reach, backed by strong finances and a long record of profit. Its solutions use AI and draw on years of sector knowledge.

This is an enterprise software sales engineering role for the Energy and Refined Fuels business. You act as a trusted advisor across long, complex sales engagements, which goes well beyond product demos.

You will work with executives and operations staff to understand their challenges, run discovery, shape the solution approach, and get cross-functional teams aligned behind it.

Success here depends on strong discovery, experience consulting on enterprise solutions, clear executive communication, and handling deals with many stakeholders.

You will work with Sales, Product Management, Engineering, Professional Services, Customer Success and Marketing to build solutions that deliver measurable value.

Customers depend on this technology to run fuel supply, pricing, logistics, inventory, transport, trading and commercial operations.

Sales engineers help customers assess operational problems, get stakeholders aligned, understand what implementation involves, and gain confidence in the solution.

The focus is on solving business problems that affect revenue, efficiency and competitive position, not on showing software features.

Responsibilities

• Run executive and operational discovery sessions and map out how the customer's processes, workflows, risks and goals fit together.
• Identify business drivers, success measures, implementation factors and organizational priorities.
• Turn customer problems into consultative recommendations and guide conversations about the current and future state.
• Build solution strategies that match customer goals to company capabilities, and lead mapping sessions across several functional areas.
• Propose phased rollouts where they make sense, weigh customer priorities against the product and roadmap, and flag technical, operational and organizational risks early.
• Present to executive, operational and technical audiences, focusing on business outcomes, ROI and implementation trade-offs, and adjust your message for each group.
• Work with Account Executives on complex deals, feed customer input to Product Management, check technical approaches with Engineering, plan implementation with Professional Services, and support Customer Success after the sale.
• Deliver tailored demos tied to customer objectives, support proofs of concept and technical evaluations, and answer technical questionnaires and RFP/RFI requests.
• Manage customer expectations about solution fit.
• Help write proposals and position the solution, back up pricing discussions with technical and business reasoning, and explain implementation trade-offs and phased options.

Requirements

• At least 5 years in sales engineering, solution consulting, solution architecture or technical consulting, supporting enterprise software sales.
• Proven experience leading executive discovery and business process discussions.
• Experience with complex enterprise sales cycles involving many stakeholders.
• Strong consultative communication and presentation skills.
• Skill at turning technical capabilities into measurable business outcomes.
• Experience working across Product Management, Engineering, Professional Services and Sales.
• A track record of influencing people without direct authority.
• Experience supporting enterprise SaaS solutions.
• Preferred: experience supporting organizations in refined fuels, fuel marketing, fuel distribution, petroleum wholesale, terminal operations, commercial fuels, convenience retail, supply and trading, commodities, midstream energy, or energy logistics.
• Preferred: experience with pricing and supply optimization, fuel inventory management, transportation and logistics, ERP integrations, APIs and enterprise integrations, cloud or SaaS platforms, and data analytics platforms.
• The ideal candidate leads with business outcomes, earns credibility through careful discovery, builds trust with executives and operations leaders, and handles organizational complexity with confidence.
• The ideal candidate thinks strategically before recommending technology, balances customer goals with implementation realities, is curious about customer operations and industry issues, and works well in ambiguous settings.

Conditions

Base pay target is $96,000 to $123,000. The company uses pay-for-performance, so pay can grow over time. Actual offers depend on factors such as prior experience, education, transferable skills, business needs, internal equity and applicable law. The range may change. The role may also be eligible for competitive variable pay and benefits.

Hybrid or remote work is available.

The company is an equal opportunity employer and welcomes applicants of all backgrounds.

Benefits

• Work alongside industry experts on problems for leading North American energy organizations, influence product direction, and help customers modernize critical operations.
• Unlimited PTO.
• Flexible working hours.
• Collaborative, dynamic work environment.
• Competitive salary.
• Competitive medical, dental and vision insurance.
• 401(k) with 6% employer match.
• Unlimited access to over 13,000 courses on a learning platform for career growth.
• Employee Assistance Program (EAP).