Senior Sales Application Engineer

Cummins•Columbus, OH

1d•Remote

About The Position

We are looking for a talented Senior Sales Application Engineer to join our team specializing in Sales in the USA, preferred locations would be NJ, NY, or DC area, or northern USA region. In this role, you will make an impact in the following ways: Accelerate pipeline growth by cultivating high-trust relationships with architects, engineers, contractors, OEMs, dealers, and channel partners—turning Key Influencers into consistent opportunity sources. Surface and route qualified deals by recognizing early buying signals, documenting them in CRM, and seamlessly passing to the right Sales Manager/Sales Professional to shorten sales cycles. Shape specs and purchasing decisions by aligning solutions to project needs and total cost of ownership, influencing product/project specifications in favor of our portfolio. Be the go-to technical/business resource for Key Influencers—translating data into clear decisions and enabling sales, service, and technical teams to resolve issues faster. Drive account strategy and execution by building Key Influencer account plans, coordinating internal stakeholders, and holding shared accountability for outcomes. Expand market presence and credibility through segment and industry insight—supporting trade associations, speaking engagements, and factory kickoff participation as needed. Inform strategic choices with market analysis and alternative technology assessments—guiding where to focus, how to position, and what to de-prioritize. Uplift commercial capability by mentoring sales personnel, sharing best practices, and fostering new methods/processes that scale across the salesforce.

Requirements

University or college degree in the field of engineering, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience in technical sales, application engineering or project management desirable.
Excellent communication skills with the ability to tailor complex technical information to diverse audiences.
Strong relationship-building and influencing skills to earn trust and gain stakeholder alignment.
Strategic planning abilities—able to prioritize work, manage account plans, and align sales efforts with business goals.
Proven experience explaining and demonstrating product value to customers, integrating their perspectives into sales strategies.
Deep understanding of channel dynamics, pricing alignment, and market structure to drive competitive positioning.
Skilled in forecasting, managing pipeline health, and adjusting strategies based on data-driven insights
2-5 years of experience required

Responsibilities

Deliver clear, multi‑mode communications tailored to each audience (customers, influencers, sales, technical teams) to drive alignment and action.
Build strong relationships, uncover needs, and deliver solutions that create measurable customer value.
Use data, competitive insight, and compelling narratives to secure buy‑in from customers and internal stakeholders.
Prioritize and sequence work against business objectives; maintain tight ownership of timelines, dependencies, and deliverables.
Translate customer applications and pain points into clear product/solution benefits, demonstrating strengths versus alternatives.
Understand industry structure, decision flows, and the path to market to advance opportunities with architects, engineers, contractors, OEMs, dealers, and partners.
Align cross‑functional stakeholders on pricing that meets market realities and achieves margin and revenue targets.
Define objectives, milestones, risks, and actions; track progress and adjust to hit targets at the account and territory level.
Simplify technical and commercial content so sales pros, customers, and training partners can understand, retain, and apply it.
Diagnose current account health (relationships, financials, competitiveness, quality, service), set a desired future state, and create a practical path to get there.
Use customer insights to shape sales content, proposals, and messaging that increase win rates and revenue.
Aggregate internal and external data, compare to history, and produce consumption forecasts that inform resourcing and inventory decisions.
Monitor health (coverage, stage balance, velocity), coach sellers where applicable, and adjust activities to ensure target attainment.
Ask incisive questions, synthesize information across sources, and craft tailored recommendations that advance the customer’s buying journey.