Sales Engineer at Worksoft

Job description

About Worksoft Worksoft empowers business and IT to deliver flawless applications faster and more efficiently with the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments. Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformations. Role Overview The Sales Engineer is a critical member of our Sales team, serving as the senior Technical Advisor and liaison to our Prospects, Customers, and Partner ecosystem. This role requires a seasoned professional who can lead complex technical sales cycles, develop winning strategies, and drive revenue impact. To be successful in this role, the ideal candidate should have extensive experience soliciting business requirements, developing technical sales strategies, configuring and demonstrating solutions that address complex requirements, and building lasting relationships with enterprise customers and strategic partners. The ability to uniquely differentiate Worksoft solutions in a varied competitive landscape is essential. Key Responsibilities • Lead technical discoveries and deliver compelling demonstrations, presentations, and impromptu technical conversations to business and technical audiences ranging from end users to C-level executives • Serve as the primary technical liaison with key contacts at enterprise prospects and within our partner ecosystem, articulating Worksoft's value proposition, technical capabilities, and strategic vision • Build and maintain strategic technical and business relationships within our customer install base and partner ecosystem • Understand and effectively communicate current and future product information, product strategy, and competitive positioning • Develop and demonstrate deep expertise within the Worksoft product line with the ability to map complex customer requirements to comprehensive solutions • Demonstrate mastery of portraying complex technical concepts in a concise, compelling manner for varied audiences (business users, executives, subject matter experts, functional testing experts, etc.) • Embrace and demonstrate mastery of the Tell-Show-Tell demonstration methodology, which is the Worksoft Solution Architect standard • Provide strategic customer and partner feedback to product management and software development teams • Maintain thorough understanding of competitors' products, market positioning, and Worksoft's competitive advantages • Lead technical input for complex RFI/RFPs and develop winning proposal strategies • Set proper expectations regarding solution capabilities during sales cycles to ensure customer success • Participate in all appropriate product training to acquire and maintain expert-level product knowledge • Effectively transition comprehensive information gathered during the sales cycle to implementation teams • Support deal strategy and contribute to revenue achievement through technical excellence Required Skills & Experience • Bachelor's degree in Computer Science, Information Systems, or related technical field • 5+ years in technical sales or sales engineering selling enterprise software solutions • Proven track record of contributing to revenue achievement in complex B2B software sales • Strong technical foundation with extensive test automation or enterprise application experience • Enterprise experience is a requirement for this position with a proven track record of deals $500k+ACV • Exceptional presentation and demonstration skills with proven ability to engage audiences from technical users to C-level executives • Advanced consultative approach: ability to ask strategic questions, read customer and stakeholder cues, identify root causes, and architect comprehensive solutions • Demonstrated expertise in translating complex technical concepts into clear business value and ROI • Strong follow-up discipline and customer service orientation with track record of building lasting customer relationships • Excellent written, verbal, and interpersonal communication skills • Proven ability to manage multiple complex opportunities simultaneously • Experience managing multi-stakeholder sales cycles in enterprise environments • Ability to travel up to 50% Desired Skills • SAP technology knowledge and extensive SAP testing experience • Deep working knowledge of packaged enterprise applications (ERP, SCM, HCM, or CRM) • Extensive experience with automated testing across complex, multi-application enterprise landscapes • Strong understanding of modern deployment methodologies (Agile, DevOps, SAFe) • Proven ability to differentiate solutions and win in highly competitive situations • Established experience working effectively with partner ecosystems and channel relationships • Deep understanding of complex end-to-end business processes (Order-to-Cash, Procure-to-Pay, Hire-to-Retire, etc.) • Experience mentoring or leading other Sales Engineers • Familiarity with test management and test data management concepts • Understanding of web technologies (HTML, DOM, XML) • Track record of RFI/RFP leadership and win rates • Previous experience successfully transitioning complex requirements to implementation teams Role Details • Location : US – Remote (Central or Mountain Time Zone Preferred) • Compensation : $180,000 to $220,000 OTE (base salary and commission structure based on experience) • Travel Required : Yes, up to 50% • Reports To : Director, Global Sales Engineer • Sponsorship : No visa sponsorship available for this position What Sets Us Apart? • Opportunity to make a significant impact in a rapidly growing company • You will be challenged and encouraged to broaden your skills • Comprehensive health benefits, generous PTO, and holiday policies • Casual and flexible work environment • Competitive compensation reflecting your expertise and contribution Our Values • People Matter Most – Listen, respect, care, and assume best intentions • Customers Are Our Why – We succeed when our customers and partners succeed • Do What’s Right – Even when it is difficult • Own It. Find a Way. – Own the challenge and make it happen • Stay Curious, Keep Learning – Think beyond the task and create value Worksoft Benefits Full-time employees at Worksoft enjoy: • Employer-sponsored health and dental plans through BCBS TX • Vision insurance coverage • Employer HSA contributions • Life insurance and AD&D coverage • Short and long-term disability insurance • 401(k) retirement plan with 100% employer match up to 4% • Flexible PTO days per year • 11 paid holidays annually • Summer Hours program with half-day Fridays twice monthly (Memorial Day to Labor Day) Equal Employment Opportunity Worksoft is an Equal Employment Opportunity employer committed to providing equal opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy, sexual orientation, gender identity, and gender expression), national origin, age (40 or older), disability, genetic information, veteran status, or any other legally protected characteristic. All qualified applicants will receive consideration for employment without discrimination. Worksoft is committed to creating a diverse and inclusive workplace where our colleagues can be themselves, have equal opportunities, and can perform at their best.

Requirements

Must-haves

Lead technical discoveries and deliver compelling demonstrations, presentations, and impromptu technical conversations to business and technical audiences ranging from end users to C-level executives
Serve as the primary technical liaison with key contacts at enterprise prospects and within our partner ecosystem, articulating Worksoft's value proposition, technical capabilities, and strategic vision
Build and maintain strategic technical and business relationships within our customer install base and partner ecosystem
Understand and effectively communicate current and future product information, product strategy, and competitive positioning
Develop and demonstrate deep expertise within the Worksoft product line with the ability to map complex customer requirements to comprehensive solutions
Demonstrate mastery of portraying complex technical concepts in a concise, compelling manner for varied audiences (business users, executives, subject matter experts, functional testing experts, etc.)
Embrace and demonstrate mastery of the Tell-Show-Tell demonstration methodology, which is the Worksoft Solution Architect standard
Provide strategic customer and partner feedback to product management and software development teams
Maintain thorough understanding of competitors' products, market positioning, and Worksoft's competitive advantages
Lead technical input for complex RFI/RFPs and develop winning proposal strategies
Set proper expectations regarding solution capabilities during sales cycles to ensure customer success
Participate in all appropriate product training to acquire and maintain expert-level product knowledge

Nice-to-haves

SAP technology knowledge and extensive SAP testing experience
Deep working knowledge of packaged enterprise applications (ERP, SCM, HCM, or CRM)
Extensive experience with automated testing across complex, multi-application enterprise landscapes
Strong understanding of modern deployment methodologies (Agile, DevOps, SAFe)
Proven ability to differentiate solutions and win in highly competitive situations
Established experience working effectively with partner ecosystems and channel relationships
Deep understanding of complex end-to-end business processes (Order-to-Cash, Procure-to-Pay, Hire-to-Retire, etc.)
Experience mentoring or leading other Sales Engineers
Familiarity with test management and test data management concepts
Understanding of web technologies (HTML, DOM, XML)
Track record of RFI/RFP leadership and win rates
Previous experience successfully transitioning complex requirements to implementation teams

Application prep

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Keywords to mirror

agile

Platform: adp-workforce-now
Effort: medium

Benefits

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Dental

Vision

401(K)

Pto