Sales Engineer

Sustainment•Austin, TX

16d

About The Position

Sustainment is hiring its first Sales Engineer to serve as the technical partner on sales opportunities with upper mid-market and enterprise manufacturers. The Sales Engineer will build and tailor product demonstrations to prospects’ actual processes, help prospects understand how they would work in Sustainment, and support technical conversations throughout the sales cycle. This is a ground-floor role with no existing playbook; the hire will help establish the Sales Engineering function and influence the company’s roadmap, sales motion, and growth strategy. The role works closely with Account Executives, Product, Engineering, Marketing, and the Technical Success Manager. It includes leading technical discovery, workshops, proof activities, and discussions with IT and other technical stakeholders; maintaining the demo environment; and translating field insights into product feedback and repeatable sales plays. The position is based at a company headquartered in Austin, though the job description does not specify the work location type.

Requirements

At least 5 years of experience in Sales Engineering, solutions consulting, or a similar technical pre-sales role.
Real exposure to ERP integrations, such as scoping, validating, or implementing them.
Ability to assess the likely effort and complexity of technical requirements, including API versus flat-file integrations, on-premises versus cloud environments, middleware ownership, and IT access.
Ability to guide prospects through their current processes and explain how they would work in Sustainment, using the prospect’s language.
A track record of winning technical decisions in complex B2B deals involving multiple stakeholders, including IT.
Enjoyment of teaching and helping colleagues improve.
Interest in being the company’s only Sales Engineer initially and contributing to its growth strategy, team design, and go-to-market approach.
Authorization to work for any employer in the United States; the company cannot sponsor or take over sponsorship of an employment visa.

Nice To Haves

SAP experience; other ERP experience is also a bonus.
Knowledge of procurement, RFQ, or supply chain workflows.
Experience selling into or implementing solutions in manufacturing or industrial environments.
Experience as an early or founding technical hire at a Series A or Series B company.

Responsibilities

Develop mastery of Sustainment’s product and explain its capabilities to prospects.
Build customized demonstrations based on each prospect’s situation, including experimenting with AI to solve problems with internal teams, prospects, and customers.
Partner with Product and Engineering to maintain the demo environment and present the product effectively.
Work with the Technical Success Manager to align demonstrations and sales narratives with prospects’ current processes and future-state plans.
Lead hands-on, on-site workshops for prospect teams, including buyers, engineers, and IT stakeholders.
Partner with Account Executives throughout the sales cycle, leading technical discovery, handling objections, running proof activities, and engaging IT and technical stakeholders.
Connect product capabilities to business impact through technical storytelling with Account Executives.
Improve AE and BDR product fluency, support Marketing in creating scalable technical content, and turn successful deal approaches into repeatable team plays.
Share insights from technical discovery with Product and Engineering to inform product development.
Help define the market’s understanding of Sustainment and establish the Sales Engineering function as the company grows.