Senior Sales Engineer

Arch Systems is seeking a Senior Sales Engineer to join our rapidly scaling team and empower Arch to close and delight more global manufacturing customers faster!

Started by Stanford Engineering PhDs and grown out of non-profit work in Africa, Arch is a venture-backed company working with the world's largest manufacturers. We combine rich data from all machines, new and legacy, to drive real-time and predictive analytics transforming manufacturing efficiency and how we work.

We are looking for talented people who want to make a lasting impact both in transforming manufacturing operations as well as making critical industries more efficient, connected, and sustainable. Come join our diverse and passionate team!

Compensation

We benchmark our compensation against market rates in the San Francisco Bay Area and use a compensation formula that includes a location factor to determine total target compensation. At Arch, total target compensation may be based on base salary and a performance bonus.

Remote Equal

Since before COVID-19, Arch has operated as a remote-equal team. For this role we welcome candidates from North America who will be able to work real-time with account executives based in the United States. U.S. applicants must be authorized to work in the US. We are unable to sponsor visas at this time.

About the Role

As an Arch Senior Sales Engineer, you will do pre-sales work to explain our products and value proposition to prospects, define and execute pilot plans to prove our Return on Investment (ROI), define solutions that integrate Arch and partner productions to solve customer problems, and write statements of work that clearly communicate our commitments to prospects in writing. You will also work post-sales to plan and manage worldwide deployments of the ArchFX solution and ensure customer satisfaction and reference-ability. You will be a crucial link between our technical expertise and our clients' needs, working closely with the sales and product development teams. You will leverage your experience in Information Technology (IT) and Operations Technology (OT)  to engage with potential clients, demonstrate the value of our products, define integrated solutions, and guide them through the sales process. Your technical acumen, industry knowledge, and exceptional communication skills will be essential in developing successful customer relationships and driving revenue growth.

In this role your general responsibilities will be:

• Technical Expertise: Develop a comprehensive understanding of our manufacturing IoT software and data mining solutions, including their features, capabilities, and technical specifications. We will train you to empower you to succeed!
• Pre-Sales Activities: Partner with account executives to identify and qualify potential clients' needs, providing technical guidance and solution recommendations during the sales process.
• Product Demonstrations: Conduct compelling product demonstrations that showcase the value and benefits of our solutions.
• Solution Mapping: Work closely with clients to understand their manufacturing processes and challenges and map our solution to address their pain points.
• Customization and Integration: Collaborate with the product development and engineering teams to design and propose customized solutions that meet clients' specific requirements.
• Technical Presentations: Deliver clear and concise technical presentations to both technical and non-technical stakeholders, highlighting the technical aspects and business value of our products.
• Security Reviews: Leveraging our database of past responses, you will respond to customer security questionnaires to demonstrate the security of our solution to customer security analysts and maintain and grow our database of answers to increase team productivity.
• Proof of Concept (PoC): Lead the design and execution of PoCs, demonstrating the feasibility and effectiveness of our solutions in solving clients' challenges.
• Training and Support: Provide training and technical support to clients, ensuring a seamless transition from sales to implementation.
• Competitive Analysis: Stay informed about industry trends, competitive offerings, and emerging technologies, and effectively communicate our differentiators.
• Collaboration: Foster strong relationships with internal teams, including sales, marketing, product development, and customer success.

WHAT YOU NEED TO BRING TO THE TABLE:

• Education: Bachelor's degree in Mechanical Engineering, Industrial Engineering, Computer Science, or a related technical field, or equivalent industry experience. 
• Experience: At least three years of experience in a technical sales or sales engineering role, preferably within the manufacturing or industrial sector.
• Industry Knowledge: Deep knowledge of IT and OT so you can map out integrated solutions for individual customers. 
• Communication: Exceptional interpersonal and presentation skills, with the ability to convey complex technical concepts to both technical and non-technical audiences.
• Problem Solving: Strong analytical and problem-solving skills, with the ability to design creative solutions to address client challenges.
• Team Player: Demonstrated ability to work collaboratively and remotely in a cross-functional team environment.
• Travel: Willingness to travel (approximately 25% of the time) to client sites for product demonstrations, presentations, and meetings.
• Languages: Fluent written and spoken English; any additional languages are a plus for serving our global customers!

WHAT MAKES YOU STAND OUT:

• Experience in discrete manufacturing (whether working at a manufacturer or selling to them).
• The ability to write sample code for customers using our documented APIs is a plus.

HOW WE WILL SUPPORT YOU:

• Ambitious and clear vision of how you can be a part of transforming the manufacturing supply chain and building next generation IoT technology
• Highly motivated and experienced team with relevant domain expertise and network
• Ability to deploy your work solving cutting edge problems with major manufacturers worldwide including Fortune 500 companies
• Learning & Development budget to allow you to continue to grow in not only your function, but in any way that relates!
• Trust in your ability to do your best work when and where you want and to communicate this with your team
• Flexible Time Off: take the time you need, including an end-of-year break and an ask that all Arch-itects take at least one additional (consecutive) week off each year to recharge in addition to local holidays and religious observances
• Opportunity to challenge yourself, be nurtured, and grow in a highly dynamic environment
• A culture that welcomes and encourages autonomy, ownership, and transparency; allowing you to make, learn from, and teach others in your “failures” as much as your successes
• Potential to travel to the annual Arch Summit
• A culture of diversity of thought and background with many languages and nationalities on the team

Resumes must be submitted in English

We encourage interested and enthusiastic applicants to apply and not allow imposter syndrome to self-select out of an opportunity. We believe in hiring people as their full and authentic selves, allowing them to utilize their strengths and then helping them to learn, grow, and add to those strengths

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