Enterprise Sales Engineer
Boston Dynamics is a world leader in mobile robots, tackling some of the toughest robotics challenges. For years, our awe-inspiring viral videos on YouTube have shown the world what remarkably capable robots can do. Now we are quickly becoming a recognized leader in automation solutions for industrial applications and warehouse logistics.
As a Sales Engineer supporting the Sales organization, you will help highlight the “art of the possible”, guide customers on the journey of making autonomous robots part of their day-to-day operations, and execute on your team's process to ensure our customers find value from our robots. You will accomplish this by aligning our robot’s capabilities, any relevant sensors, communications, software, and services into a defined workflow, with a Solution Proposal, to map out how our customers will get value out of the solution. You and your team will partner with the Sales team by being the technical subject matter experts in our robots, assisting with cross-functional customer team alignment, and collecting the relevant information to appropriately issue proposals and ROI analysis to prospects and customers.
To thrive in this role, you must provide the depth and breadth of knowledge to earn our customers' and prospects' trust and guide them to a valuable use of our robotic technology that generates positive business value for them. You will also enable your team and our salespeople to showcase Boston Dynamics' best capabilities. You will need to communicate effectively with a broad spectrum of stakeholders, both internally and externally, explore use cases with operators of our robots and guide them on the path that brings the fastest value from our solutions.
Day to day activities:
● Work within a quickly growing team to support our strategic enterprise engagements
● Work with assigned Sales Manager(s) as a team to manage customers throughout the sales cycle
● Provide early stage prospects a realistic perspective on what is possible with our robotic systems without sacrificing the momentum of excitement that our robots bring
● Conduct Site Evaluations at customer's facilities to understand technical fit of our systems in our customer’s operations
● Solution Proposals derived from Site Evaluations and work with Sales Managers to deliver proposals to the customer
● Conduct engaging but technically focused in person demonstrations of our robots’ capabilities to a wide variety of audiences
● Interface with our customers’ Operations, Innovation, Information Technology and Information Security teams to address their questions and requirements for incorporating our robots into their workflows and enterprise networks
● Leverage ecosystem knowledge to recommend any appropriate actions, pre-requisites, or 3rd-party additions to the sum total of a solution that provides value
● Fulfill requests for information (RFIs) from customers
● Interface with Customer Solutions and Integration organization to ensure a seamless integration of our robotic solutions
Required Skills:
● Bachelor’s degree in a technical discipline is preferred
● Minimum 5 years experience in a customer facing technical role
● Comfort navigating the ambiguity of an early-stage product and the ability to build structure based on learnings
● Strong public speaking skills and experience with presenting to audiences of mixed technical backgrounds
● Ability to accommodate 50% travel
● Experience with some variety of networking technology
● Valid driver’s license with a good driving record
● Ambulatory movement with the ability to lift 70lbs
● Valid Passport
Beneficial Skills:
● Familiarity with process manufacturing or discrete manufacturing
● Familiarity with robotic automation in a logistics environment
● Experience with warehouse management systems
● Experience with 3D scanning as used in surveying
● Experience with industrial automation
● Experience with Interface Control Documents, AutoCAD drawings, and Solution Architecture
● Knowledge and/or experience with information security strategies, standards, and policies
● Knowledge and/or experience with Risk Assessments and Safety standards
As a Sales Engineer supporting the Sales organization, you will help highlight the “art of the possible”, guide customers on the journey of making autonomous robots part of their day-to-day operations, and execute on your team's process to ensure our customers find value from our robots. You will accomplish this by aligning our robot’s capabilities, any relevant sensors, communications, software, and services into a defined workflow, with a Solution Proposal, to map out how our customers will get value out of the solution. You and your team will partner with the Sales team by being the technical subject matter experts in our robots, assisting with cross-functional customer team alignment, and collecting the relevant information to appropriately issue proposals and ROI analysis to prospects and customers.
To thrive in this role, you must provide the depth and breadth of knowledge to earn our customers' and prospects' trust and guide them to a valuable use of our robotic technology that generates positive business value for them. You will also enable your team and our salespeople to showcase Boston Dynamics' best capabilities. You will need to communicate effectively with a broad spectrum of stakeholders, both internally and externally, explore use cases with operators of our robots and guide them on the path that brings the fastest value from our solutions.
Day to day activities:
● Work within a quickly growing team to support our strategic enterprise engagements
● Work with assigned Sales Manager(s) as a team to manage customers throughout the sales cycle
● Provide early stage prospects a realistic perspective on what is possible with our robotic systems without sacrificing the momentum of excitement that our robots bring
● Conduct Site Evaluations at customer's facilities to understand technical fit of our systems in our customer’s operations
● Solution Proposals derived from Site Evaluations and work with Sales Managers to deliver proposals to the customer
● Conduct engaging but technically focused in person demonstrations of our robots’ capabilities to a wide variety of audiences
● Interface with our customers’ Operations, Innovation, Information Technology and Information Security teams to address their questions and requirements for incorporating our robots into their workflows and enterprise networks
● Leverage ecosystem knowledge to recommend any appropriate actions, pre-requisites, or 3rd-party additions to the sum total of a solution that provides value
● Fulfill requests for information (RFIs) from customers
● Interface with Customer Solutions and Integration organization to ensure a seamless integration of our robotic solutions
Required Skills:
● Bachelor’s degree in a technical discipline is preferred
● Minimum 5 years experience in a customer facing technical role
● Comfort navigating the ambiguity of an early-stage product and the ability to build structure based on learnings
● Strong public speaking skills and experience with presenting to audiences of mixed technical backgrounds
● Ability to accommodate 50% travel
● Experience with some variety of networking technology
● Valid driver’s license with a good driving record
● Ambulatory movement with the ability to lift 70lbs
● Valid Passport
Beneficial Skills:
● Familiarity with process manufacturing or discrete manufacturing
● Familiarity with robotic automation in a logistics environment
● Experience with warehouse management systems
● Experience with 3D scanning as used in surveying
● Experience with industrial automation
● Experience with Interface Control Documents, AutoCAD drawings, and Solution Architecture
● Knowledge and/or experience with information security strategies, standards, and policies
● Knowledge and/or experience with Risk Assessments and Safety standards