Strategic Account Sales Engineer

About us: Accuris, a company long-known for accelerating innovation in engineering workflows and supporting the vibrancy of the engineering community, launched in May 2023 as a standalone company. Accuris was formerly known as S&P Global’s Engineering Solutions division. The Company is valued for its standards content and workflow solutions like Engineering Workbench, Goldfire, Haystack and Parts Management Solutions.

Under its previous owners, including S&P Global, IHS and IHS Markit, Accuris has been an integral part of the engineering ecosystem for more than 60 years.

Level – Associate Director

Vertical Focus – Energy, Aerospace & Defense, Automotive, Electronics, Medical

Travel: Up to 25% of the time to support sales and visit with clients.

Summary

We are seeking an experienced Sales Engineer to join our team and support our Strategic Accounts (>$1M revenue). In this role, you will be an expert in Accuris' portfolio of AI-based software platforms, engineering content, and consulting services, including Engineering Workbench, Goldfire AI Search, Parts Intelligence, and Haystack. This role requires pre-sales expertise to focus in two primary areas; (1) solution sales support to expand and grow opportunities in the existing strategic accounts and (2) solution sales support to position and validate our Solutions to new strategic accounts. With expansion opportunities you will work with existing customers to identify additional value opportunities to grow the business and align the Accuris Solutions portfolio to new areas of potential business and process value. In developing new business, you will be focused heavily on MEDDPIC based discovery, assessments, scoping, architecting, product demonstrations and analysis to identify and validate solution opportunities. In most cases you will be working with engineers, researchers, engineering management, executives, and C-levels.

Key Responsibilities:

The Sales Engineer will assist the Accuris sales team in all aspects of the solution selling process. Sales support activities to include:

• Provide pre-sales and solution selling expertise for strategic accounts.
• Conduct discovery workshops and vision alignment conversations with various personas within customer’s engineering organization.
• Create demo/POC/POV applications based on customer data for solution feasibility.
• Understand customer’s engineering workflows: Engineering, Innovation, Change Management, Requirements Management, Quality Management, Research & Development, Knowledge Management, and others in the engineering and related domains
• Uncover customer pains and engineering process challenges during discovery workshops and vision alignment conversations with different persona.
• Partner with the Sales organization to identify potential buyers, qualify leads, and develop business cases and proposals that speak to the relevant engineering persona and industry.
• Act as a liaison to facilitate smooth transition from pre-sales to post-sales implementation and customer experience.
• Answer technical and functional items/sections on RFIs/RFP and develop proposals.
• Collaborate closely with Account Management and Product Management throughout the sales process.
• Work with the Marketing teams to drive vertical specific messaging and campaigns.
• Monitor industry competitors and adjust messaging accordingly.
• Participate in industry conferences, webinars, speaker slots at events, and write whitepapers where its impactful.

Required Experience:

• 10+ years as a Pre-Sales/Sales Engineer, selling solutions into Engineering organizations.
• Extensive experience selling engineering solutions such as -
• PLM – PTC Windchill, Siemens Teamcenter, Dassault Systèmes, AutoDesk PLM, Aras PLM etc.
• Requirements Management Systems – IBM Rational DOORS, Valispace etc.
• CAD/CAM – AutoCAD, SolidWorx, PTC Creo, CATIA etc.
• Enterprise Content Management – OpenText, Documentum, IBM FileNet
• AI, Data Science, Digital Twins, IoT – IBM Watson, Siemens Insights Hub, Rockwell Automation etc.
• Excellent knowledge of product design lifecycle stages and corresponding tasks (Strategy, Innovation, R&D, Design, Validation, Engineering, Construction, Maintenance, Shutdowns and Obsolescence) and their related challenges and business values.
• English language and French/Italian is a must 

Required Education:

• Bachelor’s degree or higher in the STEM field (Engineering, Computer Sciences, Mathematics, Statistics, Physics, AI, Data Science preferred)
• Master's degree preferred

About Company Statement:

Accuris delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. (https://www.spglobal.com/engineering/en/index.html)

Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world’s most complex problems.