Enterprise Sales Engineer

XOi exists to turn asset data into uptime. For years, field service relied on experience and instinct to keep the world running. Today, teams are leaner, equipment is more complex, and expectations are higher—instinct alone is not enough. XOi provides the data intelligence layer for the people who design, maintain, and depend on critical equipment. We deliver clarity across the asset lifecycle by giving the right person the right information at the right time, enabling organizations to shift from reactive work to proactive planning and predictive maintenance.

When assets perform at their best, everything around them performs better too.

As our Enterprise Sales Engineer
, you will play a high impact role in demonstrating the value of our products and services in partnership with our Enterprise Sales team garnering the confidence and trust of our prospects and clients. Through your expert knowledge of the industry, understanding the types of customers we serve and their unique pain points, coupled with a deep understanding of our product, you will act as a trusted advisor in helping show the ROI on productivity, efficiency, and profitability our customers can expect.

You will drive pre-sales efforts including evaluating alignment and providing workflow recommendations based on business needs of prospective and current customers, and representing XOi as our technical subject matter expert across our suite of products. You will be engaged in providing business value consulting, conducting well constructed web and mobile demos, and assisting prospects and clients in identifying needed strategies for change management and implementation of XOi’s solution in their business.

• Leverage a deep, ongoing understanding of our product offering, industry trends, best in class processes, and competitor capabilities (real or perceived) to operate as a trusted advisor for prospects, customers and internal stakeholders in addressing business, feature/ capability, and technical questions

• Collaborate with Enterprise Sales team, effectively building relationships with prospects and customers, leading meetings and discovery sessions to uncover our their unique business challenges

• Will be our Subject Matter Expert (SME), technical advisor and product advocate across our products and services in support of sales efforts, including facilitating all technical evaluations and demos

• Collaborate with prospects/clients and Product and Engineering to assess integration needs and configurations

• Work closely with the Sales team to ensure timely feedback of sold accounts for ongoing management and retention

• Oversee Proof of Concept and evaluation support for enterprise accounts during pre-sales cycles and guide to successful customer conversion

• Establish appropriate support expectations and be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process

• Establish and nurture strong relationships throughout the sales cycle

• Maintain sales demonstration database necessary

• Consistent use of CRM (Salesforce) to record sales activity and customer information

• Assist with in-house post-sale handoffs between Sales and Customer Success

• 4+ years of customer facing Enterprise SaaS experience as a Sales Engineer or doing Pre-Sales Solutions consulting

• Experience in or prior experience in Field Service, HVAC/R, or related Technical Trades

• Exceptional relationship building skills and strong business acumen with the ability to interact with all levels including the C‑Suite

• Methodical approach to customer discovery to understand complex problems and business challenges and effectively asking probing questions to uncover true business value

• Experience working collaboratively with Sales, Marketing, Product, and Customer Success to successfully identify and close well constructed, ROI focused deals

• Ability to translate complex technological concepts into accurate and easy to understand language

• Familiarity with, and desire to continue learn about, API architecture and data integration to support partner and channel integrations

• Comprehensive…