Clear-com, an HME company, is the world's best-known name in mission-critical, high-performance voice intercommunication. With over 40 years of experience we offer more than 200 products to customers worldwide, in the broadcast, live entertainment, military and public safety markets.
Our products grace the stages of Broadway and the London West End, as well as NASA research facilities and TV studios around the world. To find out more about the company visit our website at www.clearcom.com. The R&D department (based on the Montreal's south shore) offers a start-up company type environment and a healthy mix of personalities and skill-sets. We are currently looking to fill this critical position to take on several significant product developments and strengthen its already prominent position in the market.
Clear-Com is currently recruiting for a Solutions Engineer, MAG, Military and Government. Candidates must reside in one of the following states: Arizona, Florida, Texas, Missouri, California. Relocation support is not provided for this role.
In this role, you will grow the assigned territory business (Western or Eastern region of the USA and selected accounts) and develop strategic sales capabilities with a small set (Top 5) of high-growth potential accounts while establishing Clear-Com and Trilogy (CC/T) as the preferred vendor and influencing investment decisions for the Top 25 accounts and other accounts within the region. Through individual action and by working with other MAG team members, candidate will qualify, advance, and close sales opportunities while tackling and overcoming tough competitive challenges. In this position, collaboration in an open culture with coworkers in sales, colleagues in other departments, and with leaders is required as teamwork and collaboration are critical to sales growth and positive customer experiences. Incumbents must effectively balance their time between developing customer relationships and managing key accounts to maximize the development of the assigned territory for sustainable long-term growth. The Solutions Engineer is responsible for ensuring that customers receive the support they need to achieve long-term success for current and repeat business.
What you will do in this position:- Achieve annual quota and quarterly targets by working with customers to close sales in the assigned region. This includes qualifying opportunities, providing quotes, proposals, and/or demonstrations, and forecasting each opportunity by using SalesForce (SF). Collaborates with the director to establish and execute the annual sales goal for the region.
- Collaborate with the MAG team. Effectively communicate within the sales team, with MAG partners, and with other people in the company to manage and close sales opportunities. Bring challenges to the attention of team members and the director for resolution.
- Generate demand for Clear-Com/Trilogy products through effective account planning and overall territory strategy. Continually assess the current state of business within the assigned region and establish strong trusting relationships with customers. Present a thorough understanding of the account plans and overall regional strategy with the sales director quarterly using SF and quad charts. Conduct quarterly customer business reviews for the Top 5 accounts with the director.
- Effectively lead partner resources (VAR's and dealers) to close sales. Manage and monitor VAR's and dealer's in assigned region. Develop a clear understanding of skills, training needed, and opportunities in the monthly forecast report. Include partner opportunities in the Week-IN-Review (WINR) weekly report, review opportunities with each partner at least monthly, and conduct quarterly reviews with the sales director. Ensure all partner key activities and opportunities are added to SalesForce to enable effective internal collaboration and provide input to business forecasting. For new VAR's, take the lead in coordinating development of all client quotes and proposals in assigned region.
- Develop and conduct client presentations and product demonstrations. Create effective professional sales presentations and product demonstrations, adapted from existing content or created in collaboration with Product Management and Marketing. Great presentations and demonstrations begin with an attention-grabbing introduction, incorporate specific stories from the prospect's world that remind the audience of their painful current situation, and incorporate relevant success stories of our implementations.
- Promote the CC/T offering and relevant value proposition. Promote the core CC/T products/services/solutions and be able to effectively present these solutions using cost-benefit, ROI and solution trade-off techniques. This will include: Clear-Com's overall points of differentiation and value in key applications, key technical white paper content, case studies, the Clear-Com web site, and significant success stories to facilitate the sales process.
- Demonstrate account knowledge and ability to impact revenue by utilizing sales tracking systems and providing accurate forecasts. Effectively use Salesforce.com to provide organizational insight regarding active opportunities in all stages of the sales cycle.
- Identifies new opportunities for CC/T products by cold-calling potential users, arranging for evaluation systems or equipment, providing written description of potential application, securing written specification from potential user on equipment needed, and working with product management personnel through development phase, if required for new product.
- Develops and promotes competitive advantages.
- Resolves price, service, and delivery disputes as required.
- Supports partners by attending manager meetings and vendor shows. Assists in identifying trade shows and works with Tradeshow Coordinator. Assists with the setup, tear down, and shipment of trade show booths and equipment. Prepares trade show status reports on business potential, customer problems, and competitive activities.
- Performs all other job responsibilities as assigned
What you need to succeed in this position:- 3 - 5 years direct selling experience including equipment demonstrations
- Excellent verbal and written communication skills
- Computer proficiency with Word, Excel, Outlook, PowerPoint and overall PC business use
- Management skills including contract negotiation/management, product training, account management, developing promotional programs, and developing repair programs
- Sound working knowledge of electronic principles and ICS
- In depth technical knowledge of the application of Intercom to MAG solutions, must be able to develop complex solutions without further technical assistance.
- Bachelor's Degree preferred
- Travel: 50 - 75%
Pay Range: $94,800.00 - $126,400.00 per annum. This is the pay range we reasonably expect to pay for the role. This may vary depending on experience and other factors. Our benefits package includes tuition reimbursement; 3 weeks paid vacation your first year, paid holidays, medical, vision and dental coverage, pet insurance, life insurance, and 401K contributions.
The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee will occasionally lift and move up to 10 pounds, 50 pounds with assistance.
