Sales Engineer

Worksoft Inc

2h•$170,000 - $214,000•Remote

About The Position

Worksoft empowers business and IT to deliver flawless applications faster and more efficiently with the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments. Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformations. The Sales Engineer is a critical member of our Sales team, serving as the senior Technical Advisor and liaison to our Prospects, Customers, and Partner ecosystem. This role requires a seasoned professional who can lead complex technical sales cycles, develop winning strategies, and drive revenue impact. To be successful in this role, the ideal candidate should have extensive experience soliciting business requirements, developing technical sales strategies, configuring and demonstrating solutions that address complex requirements, and building lasting relationships with enterprise customers and strategic partners. The ability to uniquely differentiate Worksoft solutions in a varied competitive landscape is essential.

Requirements

Bachelor's degree in Computer Science, Information Systems, or related technical field
5+ years in technical sales or sales engineering selling enterprise software solutions
Proven track record of contributing to revenue achievement in complex B2B software sales
Strong technical foundation with extensive test automation or enterprise application experience
Enterprise experience is a requirement for this position with a proven track record of deals $500k+ACV
Exceptional presentation and demonstration skills with proven ability to engage audiences from technical users to C-level executives
Advanced consultative approach: ability to ask strategic questions, read customer and stakeholder cues, identify root causes, and architect comprehensive solutions
Demonstrated expertise in translating complex technical concepts into clear business value and ROI
Strong follow-up discipline and customer service orientation with track record of building lasting customer relationships
Excellent written, verbal, and interpersonal communication skills
Proven ability to manage multiple complex opportunities simultaneously
Experience managing multi-stakeholder sales cycles in enterprise environments
Ability to travel up to 50%

Nice To Haves

SAP technology knowledge and extensive SAP testing experience
Deep working knowledge of packaged enterprise applications (ERP, SCM, HCM, or CRM)
Extensive experience with automated testing across complex, multi-application enterprise landscapes
Strong understanding of modern deployment methodologies (Agile, DevOps, SAFe)
Proven ability to differentiate solutions and win in highly competitive situations
Established experience working effectively with partner ecosystems and channel relationships
Deep understanding of complex end-to-end business processes (Order-to-Cash, Procure-to-Pay, Hire-to-Retire, etc.)
Oracle ERP experience and Oracle testing background
Process Intelligence and Process Mining experience
Experience mentoring or leading other Sales Engineers
Familiarity with test management and test data management concepts
Understanding of web technologies (HTML, DOM, XML)
Track record of RFI/RFP leadership and win rates
Previous experience successfully transitioning complex requirements to implementation teams

Responsibilities

Lead technical discovery and deliver compelling demonstrations, presentations, and impromptu technical conversations to business and technical audiences ranging from end users to C-level executives
Serve as the primary technical liaison with key contacts at enterprise prospects and within our partner ecosystem, articulating Worksoft's value proposition, technical capabilities, and strategic vision
Build and maintain strategic technical and business relationships within our customer install base and partner ecosystem
Understand and effectively communicate current and future product information, product strategy, and competitive positioning
Develop and demonstrate deep expertise within the Worksoft product line with the ability to map complex customer requirements to comprehensive solutions
Demonstrate mastery of portraying complex technical concepts in a concise, compelling manner for varied audiences (business users, executives, subject matter experts, functional testing experts, etc.)
Embrace and demonstrate mastery of the Tell-Show-Tell demonstration methodology, which is the Worksoft Solution Architect standard
Provide strategic customer and partner feedback to product management and software development teams
Maintain thorough understanding of competitors' products, market positioning, and Worksoft's competitive advantages
Lead technical input for complex RFI/RFPs and develop winning proposal strategies
Set proper expectations regarding solution capabilities during sales cycles to ensure customer success
Participate in all appropriate product training to acquire and maintain expert-level product knowledge
Effectively transition comprehensive information gathered during the sales cycle to implementation teams
Support deal strategy and contribute to revenue achievement through technical excellence

Benefits

Comprehensive health benefits, generous PTO, and holiday policies
Casual and flexible work environment
Competitive compensation reflecting your expertise and contribution
Employer-sponsored health and dental plans through BCBS TX
Vision insurance coverage
Employer HSA contributions
Life insurance and AD&D coverage
Short and long-term disability insurance
401(k) retirement plan with 100% employer match up to 4%
Flexible PTO days
11 paid holidays annually
Summer Hours program with half-day Fridays twice monthly (Memorial Day to Labor Day)