Job Description:DTN is seeking an experienced
Sales Engineer - Energy & Refined Fuels to serve as a trusted advisor throughout complex enterprise software sales engagements.
This role extends well beyond product demonstrations. You will partner with executive and operational stakeholders to understand business challenges, facilitate discovery, shape solution strategy, align cross-functional teams, and help customers envision how DTN's technology can transform their business.
Success in this position requires exceptional business discovery skills, enterprise solution consulting experience, executive communication, and the ability to navigate complex, multi-stakeholder sales opportunities.
You will work closely with Sales, Product Management, Engineering, Professional Services, Customer Success, and Marketing to develop strategic solutions that deliver measurable customer value.
Why This Role MattersDTN's customers rely on mission-critical technology to manage fuel supply, pricing, logistics, inventory, transportation, trading, and commercial operations.
Our Sales Engineers play a strategic role in helping customers evaluate operational challenges, align stakeholders, understand implementation considerations, and build confidence in DTN's solutions.
Rather than simply demonstrating software, you'll help customers solve meaningful business problems that impact revenue, operational efficiency, and competitive advantage.
Primary ResponsibilitiesEnterprise Discovery & Business Consulting- Lead executive and operational discovery sessions with enterprise customers.
- Understand customer business processes, operational workflows, challenges, risks, and strategic objectives.
- Identify business drivers, success metrics, implementation considerations, and organizational priorities.
- Translate customer challenges into consultative solution recommendations.
- Guide customers through current-state and future-state business discussions.
Enterprise Solution Strategy- Design solution strategies that align customer objectives with DTN capabilities.
- Lead solution mapping sessions across multiple functional areas.
- Develop phased implementation approaches when appropriate.
- Balance customer priorities with product capabilities and roadmap direction.
- Identify technical, operational, and organizational risks early in the sales cycle.
Executive Communication- Deliver compelling presentations focused on business outcomes rather than product features.
- Present confidently to executive, operational, and technical audiences.
- Clearly articulate business value, ROI, operational improvements, and implementation considerations.
- Adapt messaging to diverse stakeholder groups.
Cross-Functional Leadership- Partner closely with Account Executives throughout complex sales pursuits.
- Collaborate with Product Management regarding roadmap alignment and customer feedback.
- Work with Engineering to validate technical approaches.
- Coordinate with Professional Services regarding implementation strategy.
- Support Customer Success during transition from sale to delivery.
Technical Validation- Conduct tailored demonstrations aligned to customer business objectives.
- Support Proofs of Concept (POCs) and technical evaluations.
- Respond to technical questionnaires and RFP/RFI requests.
- Validate solution fit while managing customer expectations.
Commercial Support- Contribute to proposal development and solution positioning.
- Support pricing conversations through technical and business justification.
- Help customers understand implementation tradeoffs and phased delivery strategies.
- Assist Account Executives in advancing complex enterprise opportunities.
Required Qualifications- 5+ years of Sales Engineering, Solution Consulting, Solution Architecture, or Technical Consulting experience supporting enterprise software sales.
- Demonstrated experience leading executive discovery and business process discussions.
- Experience supporting complex, multi-stakeholder enterprise sales cycles.
- Strong consultative communication and presentation skills.
- Ability to translate technical capabilities into measurable business outcomes.
- Experience collaborating across Product Management, Engineering, Professional Services, and Sales.
- Proven ability to influence without direct authority.
- Experience supporting enterprise SaaS solutions.
Preferred QualificationsExperience supporting organizations within:
- Refined Fuels
- Fuel Marketing
- Fuel Distribution
- Petroleum Wholesale
- Terminal Operations
- Commercial Fuels
- Convenience Retail
- Supply & Trading
- Commodities
- Midstream Energy
- Energy Logistics
Experience with:
- Pricing & supply optimization
- Fuel inventory management
- Transportation & logistics
- ERP integrations
- APIs & enterprise integrations
- Cloud/SaaS platforms
- Data analytics platforms
The Ideal CandidateThe successful candidate naturally:
- Leads with business outcomes rather than product features.
- Earns credibility through thoughtful discovery.
- Builds trust with executives and operational leaders.
- Navigates organizational complexity confidently.
- Influences stakeholders without formal authority.
- Thinks strategically before recommending technology.
- Partners effectively across Sales, Product, Engineering, and Professional Services.
- Balances customer objectives with implementation realities.
- Demonstrates curiosity about customer operations and industry challenges.
- Operates comfortably in ambiguous enterprise environments.
What Success Looks LikeWithin your first year, you will:
- Become a trusted advisor to enterprise energy customers.
- Lead high-impact discovery sessions.
- Help shape winning enterprise solution strategies.
- Deliver compelling business-focused demonstrations.
- Influence complex buying decisions through consultative engagement.
- Partner across multiple DTN teams to deliver exceptional customer outcomes.
- Contribute to growth across DTN's Energy & Refined Fuels business.
Why Join DTN?At DTN, you'll work alongside industry experts solving meaningful problems for some of North America's leading energy organizations. You'll have the opportunity to influence product direction, collaborate across highly skilled teams, and help customers modernize critical business operations through innovative technology.
If you're passionate about enterprise consulting, strategic solution design, and helping customers solve complex business challenges, we'd love to hear from you.
Additional Benefits- 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)
CompensationThe targeted hiring base pay range for this position is between
$96,000 and $123,000. 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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