Senior Sales Application Engineer

Cummins•Kearny, NJ

7d•Remote

About The Position

We are looking for a talented Senior Sales Application Engineer to join our team specializing in Technical Sales for Cummins, Inc. in Kearny, NJ. In this role, you will make an impact by building and leading strategic relationships with key influencer customers across regions (e.g., architects, engineers, contractors, OEMs, dealers, and channel partners) to drive long-term sales influence. You will set and execute the influencer strategy, targeting existing priority firms while identifying and cultivating new firms and individuals to expand influence. You will serve as the technical subject matter expert, providing code, standards, and solution guidance to consulting engineers, end users, and sales teams. You will identify customer needs and market opportunities by leveraging customer insights, market trends, and competitor research to prospect and shape demand. You will manage opportunity flow and rigor, ensuring sales opportunities are identified, reported, tracked in Salesforce, and passed to the appropriate sales owners. You will create and maintain key influencer account strategies, measuring customer perception, team credibility, and the overall impact of influence efforts. You will act as an industry thought leader and customer advocate, sharing market insights internally, representing the company externally, and aligning influence activities with business targets (sales plans, margin, market share).

Requirements

University or college degree in the field of engineering, or an acceptable combination of education and experience.
Significant level of relevant work experience required.
Experience in technical sales, application engineering or project management required.

Nice To Haves

4+ years of experience in technical sales, application engineering or project management desirable.

Responsibilities

Build and lead strategic relationships with key influencer customers across regions (e.g., architects, engineers, contractors, OEMs, dealers, and channel partners) to drive long-term sales influence.
Set and execute the influencer strategy, targeting existing priority firms while identifying and cultivating new firms and individuals to expand influence.
Serve as the technical subject matter expert, providing code, standards, and solution guidance to consulting engineers, end users, and sales teams.
Identify customer needs and market opportunities by leveraging customer insights, market trends, and competitor research to prospect and shape demand.
Manage opportunity flow and rigor, ensuring sales opportunities are identified, reported, tracked in Salesforce, and passed to the appropriate sales owners.
Create and maintain key influencer account strategies, measuring customer perception, team credibility, and the overall impact of influence efforts.
Act as an industry thought leader and customer advocate, sharing market insights internally, representing the company externally, and aligning influence activities with business targets (sales plans, margin, market share).
Articulate Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
Develop Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.
Responsible for building relationships with Consulting Engineers in the Upstate New York, New Jersey and Eastern Pennsylvania markets.
Clear communication with leadership, peers on the Northern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.
Project and relationship management/tracking will be documented in Salesforce.
Technical aptitude to quickly ramp up on the products we are responsible for selling.
Ability to execute technical presentations with external customers and internal sales teams.