Reporting to the Director/Manager of Sales Engineering, the Sales Engineer works directly with Nuance’s sales team to discover customer business needs, develop possible sales scenarios, and help convince prospects and existing customers/partners of the value of our products and services.
The Sales Engineer uses their consulting skills during pre-sales to develop and advocate a solution to deliver positive business outcomes for the customer. Pre-sales involvement also includes contributing to and/or making presentations or conducting product demonstrations, as well as developing solution proposals, building architecture diagrams, ROI cases and creating statements of work. After the sale, the Sales Engineer may continue consulting with the customer to identify the client’s changing needs and provide specifications for product upgrades and/or expanded service agreements.
Principal Duties and Responsibilities:
Manage a set of key customers/partners with the responsibility for assisting them in growing the sales of Nuance’s solutions within their account base.
Consult directly with clients to explain the technical aspects of Nuance’s capabilities and develop solution roadmaps. This includes performing initial application discovery with customers/partners, elaborating on functional and feature requirements of the target solution with the customer/partner, architect workable solutions that are technologically feasible and make good business sense.
Work with Sales Executives, Product Management, Professional Services, Finance, and Legal on technical aspects of proposals for professional services, and statements of work for applications and technology integration based on preliminary customer/partner requirements.
Work with Sales and PS Teams to provide accurate work estimates and price quotes for engagements.
Work with Sales, Professional Services, Product Management, and customers as necessary, to determine innovative approaches for non-standard implementations.
Maintain communication with people at all levels internally as well as with customers/partners, ensuring the proper and timely flow of solution and technical information from and to the account.
Collaborate with sales and marketing teams in making sales presentations by sharing accurate technical information that describes the technology behind how Nuance products work. This often includes conducting product demonstrations for customers/partners.
Provide input into product and research direction by establishing technical requirements, sharing market feedback with product management, and providing feedback on product roadmaps and release definitions.
Maintain a deep and ongoing understanding of our technology, including the user interface, integration methods, business rules, and limitations of the technology.
Project scoping: Experience responding to Requests for Information (RFIs) and Requests for Proposals (RFPs), providing input on scoping, and estimating time/resources, and providing quotes for the project’s technical requirements.
Strategic approach: Understands sales cycle and strategies. Gives valuable input to constantly improve sales strategy. Actively implements and supports approaches and processes as defined by sales management
Account Development: Understands the account from an organizational, financial and product standpoint. Ability to clearly outline and develop business cases. Prepares well for sales meetings, has data readily available, and immediately follows up on open issues/concerns
Education: Bachelor’s degree
Years of Experience: 8+
Previous experience working in a consultative pre – sale’s role
Excellent verbal and written communication skills
Excellent demo and presentation skills
Ability to work remotely and independently
Strong attention to detail
Superior customer interface, telephone, email etiquette skills
Planning, negotiating and time and priority management skills are critical
Ability to take customer requirements and consult with relevant internal authorities to draft proposals and statements of work.
Ability to remain calm under pressure and cope/react appropriately in a fast-moving, constantly changing work environment
Knows when to escalate issues to Nuance or client management as appropriate for the situation.
Experience with contact center technologies (IVR, WFM, Telephony)
Basic understanding of and Speech Recognition and Voice Biometrics
Basic understanding of digital interaction technologies such as live chat, virtual agents/chatbots
Basic understanding of web development technologies (Java, Tagging, Analytics)
Basic understanding of Artificial Intelligence (AI)
Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.
Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by law or Nuance policy. If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.
Description Your Role: Tenable is currently searching for an Enterprise Territory Manager. The Enterprise Territory Manager (ETM) is responsible for...Apply For This Job
#1 (Tulsa, OK-based) national leader in Regulatory Compliance Management seeks results-oriented Director of Marketing & Inside Sales Professional with strategic...Apply For This Job
GUARANTEED BASE +++ COMMISSION +++ BONUSES +++ BENEFITS +++ 401K +++ TRAVEL PERKS !!! This position will be located in...Apply For This Job
Spectrum Reach is looking for a dynamic Account Planner to support our media market in Youngstown, OH. Spectrum Reach (www.spectrumreach.com)...Apply For This Job
Summary The Driven Data sales role will help the sales team uncover new sale opportunities through inbound lead follow-up, significant...Apply For This Job
Company: US0101 Sysco Ventura, Inc. Zip Code: 93030 Minimum Level of Education: High School or Equivalent Minimum Years of Experience:...Apply For This Job