Sales Engineer - Veterinary Software

Idexx•Westbrook, ID

7d•$120,000

About The Position

As a Sales Engineer within the IDEXX Veterinary Software PIMS portfolio, you will provide deep product and technical credibility to Veterinary Software Sales Professionals. You will act as a force multiplier, rather than a closer. IDEXX offers multiple veterinary software products, including systems for practice management, pet owner engagement, workflow, and payments. The Sales Engineer maps software features to a quantified customer pain and provides the technical depth needed to compete and win in complex deals. This role involves designing and delivering tailored product demonstrations, managing and resolving technical questions, assessing technical requirements, leading technical validation activities, developing solution architectures, prioritizing opportunities, collaborating with sales partners, supporting sales capability development, and providing feedback to Product and Marketing teams. You will maintain deep expertise across the Veterinary Software portfolio and veterinary practice workflows, leveraging knowledge of integrated solutions to articulate competitive differentiation.

Requirements

Bachelor’s degree or equivalent experience in Computer Science, Engineering, Veterinary Technology, or related field
5+ years in sales engineering, solution consulting, or pre-sales roles in SaaS or veterinary technology
Proven, hands-on expertise with PIMS systems, e.g. ezyVet, Neo, Cornerstone, or directly comparable platforms
Deep understanding of veterinary practice workflows (clinical, operational, financial) and the operational economics of a small-animal or mixed practice
Strong understanding of APIs, SaaS architecture, integration patterns, and data migration approaches
Demonstrated success operating within a defined sales methodology (SPICED, MEDDPICC, Sandler, or equivalent) and within a tiered sales engineering engagement model with published entry criteria and SLAs
Excellent communication and presentation skills with both technical and non-technical audiences
Demonstrated ability to mentor others and simplify complex concepts

Nice To Haves

Ability to demonstrate at depth across all three preferred PIMS systems (ezyVet, Neo, Cornerstone)
Direct experience with IDEXX or similar diagnostics integrations and lab system workflows preferred
Experience with legacy-to-cloud PIMS migrations (Cornerstone-to-cloud, AVImark, etc.) and the change management that accompanies them preferred
Familiarity with ROI / cost-of-inaction quantification frameworks at the practice level preferred

Responsibilities

Design and deliver tailored product demonstrations based on customer pain points, beginning with a clear validation of needs before presenting solutions.
Demonstrate ezyVet, Neo, Cornerstone, and related Veterinary Software solutions, clearly aligning product capabilities to measurable customer outcomes while maintaining an engaging, customer-focused dialogue.
Manage and resolve technical questions and objections using a structured, consultative approach, identifying and documenting additional customer needs as they arise.
Assess technical requirements including workflows, integrations, data migration, infrastructure, security, and user adoption considerations.
Lead technical validation activities such as proof-of-value sessions, solution workshops, and integration discussions with technical stakeholders.
Develop and document solution architectures, integration strategies, and migration plans that ensure a smooth transition to implementation.
Contribute technical expertise to RFPs and security reviews.
Prioritize and engage in opportunities aligned to defined criteria, balancing workload to support high-impact deals while adhering to established service levels.
Collaborate closely with sales partners on account strategy and preparation.
Ensure a comprehensive technical handoff at deal close, including solution context and success criteria.
Support the development of sales capability by coaching on product knowledge, demonstration best practices, and value-based storytelling.
Contribute to enablement materials and training programs.
Provide structured feedback to Product and Marketing teams on competitive insights, product gaps, and market dynamics, contributing to positioning and messaging development.
Maintain deep expertise across the Veterinary Software portfolio and veterinary practice workflows, leveraging knowledge of integrated solutions to articulate competitive differentiation.