Description
Wiliot is looking for a Sales Engineer to bridge the gap between our technology and our customers' business needs. This role validates customer use cases, builds the business case for adoption, leads proof of concept and pilot deployments, and hands off cleanly to our Deployment and Customer Success teams. It's an execution-focused, individual contributor role, working closely with Sales and technical teams to drive presales engagements from first conversation through early customer adoption.
The ideal candidate has a technical foundation in IoT, Bluetooth-based sensing, RFID, or supply chain and warehouse operations technology, paired with strong communication and problem-solving skills. This person is comfortable moving between technical stakeholders and business leaders, and takes ownership of proving value through structured tests and pilots rather than open-ended demos.
Responsibilities
Pre-Sales Engagement & Use Case Validation
• Partner with Sales to qualify opportunities and confirm there's a specific, measurable problem worth solving.
• Translate customer requirements into a validated technical use case and initial solution scope.
• Own the opportunity's technical documentation and internal approval process (CRM fields, solution review) as the deal moves from qualification to proposal.
• Work cross-functionally with technical teams to assess feasibility before committing to a proof of concept.
Proof of Concept & Pilot Execution
• Lead the planning, deployment, and evaluation of proofs of concept and pilots, including onsite support when needed.
• Define success metrics and measurement methodology with the customer before testing begins.
• Troubleshoot in the field and escalate technical issues that fall outside the standard deployment pattern.
• Document results against agreed success criteria and share lessons learned internally.
Business Case Development
• Build ROI models using the customer's own data (cost of the current process, projected savings, deployment cost) to support the commercial proposal.
• Provide the technical detail and data that make a business case defensible to the customer's finance and operations stakeholders.
Transition to Deployment & Customer Success
• Produce the technical scope documentation that lets Deployment and Customer Success execute without needing to circle back for context.
• Brief the receiving team on deal history, customer organization, technical decisions, and known risks.
• Stay available for technical escalations after handoff, and take ownership of any new use case or architecture change that requires fresh scoping.
Requirements
Business Acumen
• Experience in Sales Engineering, Solutions Consulting, or Technical Sales in a B2B environment.
• Comfortable with the sales cycle: qualification, opportunity management in a CRM, and building toward a proposal.
• Strong analytical skills, with the ability to build and defend an ROI case.
Technical Foundation
• Solid grounding in IoT, Bluetooth-based sensing, RFID, or supply chain and warehouse operations technology.
• Ability to learn a sophisticated technical product quickly and translate it into terms a business stakeholder can act on.
• Comfortable working with data (spreadsheets, SQL, or BI tools) to support ROI and performance analysis.
Execution & Soft Skills
• Comfortable presenting to and engaging decision-makers at multiple levels, from technical teams to operations and supply chain leadership.
• Strong project management skills, able to run multiple pilots and proposals at once without dropping details.
• Professional presence and composure, in field environments (docks, warehouses, plants) and in front of executives alike.
• Willingness to travel for onsite proof of concept and pilot support.
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