Solutions Engineer

Description

The company has made fluid-handling equipment since 1892 and serves customers worldwide. Its products include loading and unloading systems for bulk products, railcar and tank-truck valves, gauging and tank-monitoring devices, automated terminal controls, and regulators, valves, vaporizers and piping for cryogenics and industrial gases. It has more than 2,000 employees, manufacturing in North America, Europe and China, and sales offices around the world. The company is part of the Clean Energy & Fueling segment of the company (NYSE: DOV).

This Solutions Engineer role focuses on growing sales of data center liquid cooling components, including the Kamlok, Epsilon and HyperFlow brands. You will turn product knowledge into revenue through consultative, educational selling. You will run a defined sales process, track the buy-cycle funnel, and show how each component improves system performance. You are measured against annual targets for specific products, accounts and regions.

Responsibilities

• Run a defined sales process from lead generation through to closing, including identifying and quantifying customer problems, demonstrating solutions, agreeing what success looks like, negotiating and proving value.
• Keep buy-cycle funnel reports accurate and the pipeline clean.
• Build lasting relationships with customers and partners, inside and outside the company.
• Tell the technical story of each solution through presentations, demo videos, live demonstrations, in-house test builds and end-user trials.
• Speak at industry events, write white papers, and run market discovery and customer preference interviews.
• Raise awareness of the company's solutions across the market.
• Work with cross-functional teams to feed market and technical insight into the product roadmap.
• Hit the annual plan and strategic goals for your assigned solutions.
• Live the company core values of respect, collaboration, customer focus, results, ethics, openness and trust.
• Travel 50 to 75% of the time.

Requirements

• Bachelor's degree in physics or engineering, ideally mechanical, fluids or hydraulics, or an equivalent qualification.
• 5+ years of sales experience.
• Ability to explain the value of a solution to technical decision makers.
• Experience selling into data centers, hyperscalers, colocation providers, enterprises, chip makers, or manufacturers of cooling systems, manifolds or building water infrastructure, ideally for liquid cooling.
• Strong verbal, written and presentation skills.
• Ability to set priorities and handle several tasks at once.
• A proactive approach, with consistent follow-through.
• Proficiency in Microsoft Office and Salesforce or a similar CRM.

Conditions

This role is eligible for a discretionary bonus based on performance metrics and other criteria set out in the applicable bonus plan.

Pay is set using job-related factors such as the responsibilities, the candidate's experience, education and training, the location, and the key skills the role needs. Pay is part of the total rewards offered to recognise employees' work.

The company warns that fake job postings and recruiters are used to steal personal and financial information. The company does not request payment or personal details outside its official hiring process. Verify any invitation or offer through the company careers site, and see its Recruitment Fraud Notice.