ORS Partners Training

  • Director, Sales Engineering

    Job Locations US-PA-Newtown
    Posted Date 4 weeks ago(3/29/2018 1:38 PM)
    ID
    2018-5265
    # of Openings
    1
    Category
    Sales
  • Overview

    Launched in 2007, CenTrak is a leader in Real-Time Location Systems (RTLS) for the healthcare market. CenTrak improves healthcare operational workflow and the quality of patient care via the industry's most robust and scalable Enterprise Location Services™. These systems offer a unique combination of technology-linking RFID tags and sensors with displays which permit users to track, locate and observe movement of equipment and people in real-time. CenTrak currently locates millions of patients, staff, visitors and assets in healthcare facilities all over the world. CenTrak systems enable critical solutions including Asset Tracking & Management, Nurse Call Automation, Clinical Operations and Workflow, Patient, staff and New Baby protection, Temperature Monitoring, and Hand-Hygiene Compliance/Infection Control. The company is best known for its Second-Generation Infrared (Gen2IR™) technology which delivers Clinical Grade Locating, a requirement for workflow and other key healthcare automation opportunities.

    Responsibilities

    The Director, Sales Engineering will provide vital system expertise in support of the sales and business development efforts of CenTrak and its partners. The role will balance sales and sales support with technical expertise necessary to support and educate sales executives and end user prospects. The Director, Sales Engineering may be called upon to present technical content and live system demonstrations as part of pre-sales activities.  As a key member of the Sales organization, the Director, Sales Engineering will also liaise with other departments to ensure accurate information, current training and product knowledge, and facilitation of support in sustainment/technical account management type activities.

     

    ESSENTIAL RESPONSIBILITIES

    • Supporting Sales efforts with technical expertise

    • Maintaining elevated product knowledge similar to Application Engineer.

    • Aggressively advocate for customer interests to ensure proper solution designs.

    • Superior communication and relationship building skills and ability to present and discuss highly technical content with C-level and other decision-makers

    • Must be self-disciplined and able to be productive with primarily remote management contact

    • Excellent communication, writing and organizational skills required.

    • Create procedures to enhance technical content delivery.

    • Review datasheets for accuracy and effectiveness

    • Participate in complex, enterprise solution sales with CenTrak’s partners; to include supporting RFP responses.

    • Continually learning new products and improving selling skills. Demonstrate industry knowledge by participating in sales meetings, product seminars and trade shows.

    • Keeping abreast of the competition and product differentiators.

    • Preparing written presentations, reports, and price quotations.

    • Must be proactive as well as recognize a sense of urgency.

    • Home-office based, with a commitment to working out of PA HQ office on a scheduled basis.

       

      Pre-Sales Activities:

      • Review technical aspects of solution requirements based on customer/partner input, provide guidance to Design Engineer to capture coverage areas and installation challenges.
      • Maintain solution scope document for engagements throughout sales process
      • Support development of quote and statement-of-work aligning customer requirements and sales goals.
      • Delivery technical slide content during on-site or web-based sales engagements, answer or research technical inquires.

       

      Post-Sales Activities:

      • Facilitate transition of account to PMO (including special requirements or commitments, out-of-norm installation details, etc.)
      • Liaise with project team during kick-off to ensure smooth initiation, develop trusted relationship status with customer technical implementation personnel.
      • Support PMO communicating product issues

     

    Qualifications

    Experience and Education:

    • Bachelor’s Degree with 5+ years’ sales-type experience in the SW and HW solution software sales in healthcare hospital industries, or equivalent related experience.
    • Desired: Networking certifications such as CCNA or CWNA

    Foundational Skills and Core Competencies:

    • Excellent communication skills (verbal and written).
    • Expertise in all Microsoft Word, Excel, Access, PowerPoint
    • Ability to work in a fast-paced team environment, and autonomously with minimal direction
    • Highly organized and detail oriented.
    • Listening/out-of-the-box thinker, problem solver, takes responsibility, demonstrates personal integrity & honesty.
    • Ability to create a solution with appropriate products and services that meets business goals based on client discussions.
    • Customer / Client service orientation. Driven to meet or exceed consumer expectations.

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