Job Description:

DTN is looking for a highly skilled and solution-oriented Sales Engineer to support our go-to-market efforts in our Energy (Refined Fuels) downstream vertical. In this role, you will act as a subject matter expert (SME), working closely with sellers to guide prospects through complex sales cycles by delivering technical expertise, crafting solution recommendations, and translating customer needs into clear value propositions. This role is instrumental in both new business acquisition and upsell opportunities across existing accounts.

Key Responsibilities:

Sales Cycle Support:

• Lead outcome-focused discovery to help prospects clarify their problems quickly and connect those needs to measurable business value.

• Position DTN as a trusted partner by ensuring handoffs between Sales Engineering and Professional Services are seamless and customer-friendly.

• Act as the solution expert throughout the sales process, from discovery to close.

• Deliver customised product demonstrations and use-case scenarios aligned with client pain points.

• Collaborate with sales reps to build compelling business cases that illustrate product value and ROI.

Solution Design:

• Lead structured discovery to uncover pain points, quantify impact, and accelerate solution fit.

• Translate customer requirements into tailored solutions and integrations using DTN’s platform and tools.

• Work with Product and Engineering teams to shape solutions for non-standard customer needs or large enterprise use cases.

• Collaborate closely with Professional Services to ensure solution recommendations are deliverable, appropriately scoped, and aligned with implementation best practices.

Enablement & Documentation:

• Create and maintain technical sales materials including demo scripts, value frameworks, and configuration guidelines.

• Support sales enablement initiatives by training new hires and updating internal documentation with product/vertical insights.

• Partner with Sales, Product, Engineering, and Professional Services to maintain tight alignment across discovery, scoping, solution design, and implementation.

Technical Validation:

• Ensure solution recommendations are technically feasible, compliant with customer requirements, and aligned with DTN’s implementation constraints.

• Respond to technical objections and manage POCs, pilot programs, and trial engagements when applicable.

• Assist in completing RFPs, RFIs, and security/compliance documentation for enterprise clients.

Industry Expertise:

• Serve as a trusted advisor to prospects, helping them evaluate tradeoffs, understand alternatives, and make confident decisions.

• Stay informed on industry trends, competitors, and regulatory environments relevant to your vertical.

• Use thought leadership to guide prospects through evolving challenges (e.g., ESG compliance, climate risk, supply chain variability).

Qualifications & Skills:

• 3+ years in a pre-sales, sales engineering, or solutions consulting role; or equivalent industry experience with a strong customer-facing component.

• Expertise in one or more of the following sectors: Energy (Refined Fuels), downstream and/or carrier solutions.

• Strong technical acumen with the ability to grasp complex systems and present them in a clear, customer-friendly manner.

• Experience delivering demos, technical presentations, or workshops in a sales setting.

• Excellent communication, collaboration, and problem-solving skills.

• Ability to tailor solutions to technical and business stakeholders alike.

• Familiarity with data platforms, APIs, SaaS models, and enterprise workflows is a plus.

Why Join DTN?

• Competitive Salary

• Unlimited PTO

• Collaborative and dynamic work environment.

• Flexible working hours

• Competitive Medical, Dental and Vision Insurance Plans

• 6% 401K matching

• Unlimited access to 13k+ courses via learning platform to support employee career advancement

• Employee Assistance Program (EAP)

Compensation

The targeted hiring base pay range for this position is between $115,000 and $149,000. DTN is a pay-for-performance organization, which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors, including but not limited to: prior work experience, training/education, transferable skills, business needs, internal equity and applicable laws. The targeted hiring base pay range is subject to change and may be modified in the future. This role may also be eligible for market-competitive variable pay and benefits.

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