Senior Sales Engineer - XOi Technologies

XOi Technologies is powering a world in which people and equipment are connected, decisions are transparent, and quality outcomes are predictable. XOi is the market leader in “curb-to-curb” technician enablement solutions, empowering techs to safely capture—and access—critical job site information, launch remote support, and provide customers photos and videos of recommended and completed work. Field services technicians across the nation utilize our suite of products to increase efficiency and performance on the job, streamline communication, build skills and gain data insights to be unlocked and shared with the entire ecosystem.

In an industry that is increasingly evolving through innovative software solutions and AI, XOi is excited to be at the forefront building the ecosystem that allows data to be created and delivered every time equipment is touched by any technician on mission critical job sites.

As our Senior Sales Engineer, you will play a high impact role in demonstrating the value of our products and services in partnership with our Enterprise Sales team garnering the confidence and trust of our clients. Through your expert knowledge of the industry, understanding the types of customers we serve and their unique pain points, coupled with a deep understanding of our product, you will act as a trusted advisor in helping show the ROI on productivity, efficiency, and profitability our customers can expect.

You will drive pre-sales efforts including evaluating alignment and providing workflow recommendations based on business needs of prospective customers, and representing XOi as our technical subject matter expert across our suite of products. You will be engaged in providing business value consulting, conducting well constructed web and mobile demos, and assisting clients in identifying needed strategies for change management and implementation of XOi’s solution in their business.

What will you do at XOi?

• Leverage a deep, ongoing understanding of our product offering, industry trends, best in class processes, and competitor capabilities (real or perceived) to operate as a trusted advisor for customers and internal stakeholders in addressing business, feature/ capability, and technical questions

• Collaborate with Enterprise Sales team, effectively building relationships with customers, leading meetings and discovery sessions to uncover our customers’ unique business challenges

• Will be our Subject Matter Expert (SME), technical advisor and product advocate across our products and services in support of sales efforts, including facilitating all technical evaluations and demos

• Collaborate with clients and Product and Engineering to assess integration needs and configurations

• Work closely with the Sales team to ensure timely feedback of sold accounts for ongoing management and retention

• Oversee Proof of Concept and evaluation support for enterprise accounts during pre-sales cycles and guide to successful customer conversion

• Establish appropriate support expectations and be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process

• Establish and nurture strong relationships throughout the sales cycle

• Maintain sales demonstration database necessary

• Consistent use of CRM (Salesforce) to record sales activity and customer information

• Assist with in-house post-sale handoffs between Sales and Customer Success

Basic Qualifications:

• 5+ years of customer facing Enterprise SaaS experience as a Sales Engineer or doing Pre-Sales Solutions consulting

• Experience in or prior experience in Field Service, HVAC/R, or related Technical Trades

• Exceptional relationship building skills and strong business acumen with the ability to interact with all levels including the C-Suite

• Methodical approach to customer discovery to understand complex problems and business challenges and effectively asking probing questions to uncover true business value

• Experience working collaboratively with Sales, Marketing, Product, and Customer Success to successfully identify and close well constructed, ROI focused deals

• Ability to translate complex technological concepts into accurate and easy to understand language

• Familiarity with, and desire to continue learn about, API architecture and data integration to support partner and channel integrations

• Comprehensive knowledge of computers, tablets, and various mobile devices (iOS and Android)

• Strong verbal, written, and interpersonal communication skills required

• Ability to quickly learn and adapt in a fast-paced, team-based environment

• Travel: up to 50%

You’re a Great Fit if You’re Someone Who:

• Is a creative problem solver and an active listener

• Thrives in and takes initiative in a fast-paced, mature start-up environment, remaining at ease and calm with frequent pivots in priorities

• Is a self-starter with a competitive spirit and passion to excel

• Possesses excellent analytical and organization skills, the ability to meet deadlines, a sense of urgency, and attention to detail while seeing the big picture

• Has a passion for mentoring and encourages team growth by sharing your knowledge, skills, best practices, etc.

• Values winning and losing together as a collective team with a focus on serving our customers

• Brings an “owner” mentality and is a natural leader who can bring together cross-functional stakeholders to reach a consensus

XOi Technologies is an Equal Opportunity Employer

At XOi, we value individuality and the unique qualities we all bring to an organization. We believe we all bring experiences that have an incredible impact on our product and the experience our customers gain from using our products. We do not discriminate against employees based on race, color, religion, sex, national origin, gender, identity or expression, age, disability, pregnancy (including childbirth or other related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state, or local laws.