Sales Engineer

SUMMARY: The Sales Engineer will drive business growth by identifying and securing new opportunities with medium-to-large manufacturers. This role requires a technically knowledgeable and strategic sales professional who can build strong client relationships, provide value-driven solutions, and contribute to the company’s long-term success. The position involves client engagement, cross-functional collaboration, and travel to support key accounts.

• Client Oriented – Focus on developing long-term relationships, products, and services that meet client needs.
• Open – Communicate honestly and transparently about capabilities, challenges, and solutions.
• Nimble – Think critically, respond quickly, and adapt effectively to changing priorities and situations.
• Necessary – Recognize that every role contributes to organizational success and take ownership of outcomes.
• Engineering Mindset – Approach challenges by developing practical, thoughtful solutions regardless of role.
• Continuous Improvement – Actively seek opportunities to improve processes, performance, and personal development.
• Teamwork – Collaborate effectively with coworkers, leadership, vendors, and clients to achieve shared goals.

• Engage in consultative selling, weighing pros and cons of solutions and articulating the best path forward.
• Handle objections and negotiate based on value to close complex sales.
• Discover customer pain points and create tailored solutions to ensure wins.
• Develop quarterly revenue forecasts and execute individual strategic annual sales plans with tactical goals to meet annual targets.
• Demonstrate expertise in ceramic HTCC, Glass-to-Metal, and Epoxy hermetic seal solutions, ensuring seamless execution of custom programs within timelines and budgets while meeting critical design requirements.
• Collaborate effectively with teams to close extended sales cycles, engaging key decision-makers across management, engineering, and purchasing departments of top-tier customers.
• Quickly qualify new leads and prioritize activities accordingly.
• Address client questions regarding product lines/capabilities and communicate needs to Engineering for subsequent quotations.
• Efficiently manage all aspects of customer meetings, including coordination, attendance, and documentation (agendas, meeting minutes, action items); proactively follow up with customers and internal stakeholders to achieve milestones.
• Manage sales progress and set tasks for critical opportunities in HubSpot CRM.
• Cultivate and foster relationships with existing clients while actively networking to acquire new clients.
• Act as a liaison between customers and internal stakeholders for key accounts.
• Travel to client locations as required (approximately 25%-30% of the time).

• Consultative selling and complex negotiation skills.
• Strategic planning and forecasting.
• Technical knowledge in ceramics, hermetic sealing, and electrical interconnects.
• Team collaboration and cross-functional engagement.
• Client-focused relationship management.
• Ability to manage long sales cycles and multitask effectively.
• Strong relationship-building skills with excellent written and oral communication abilities.

• Customer/Client Focus
• Accountability and Ownership
• Collaboration and Teamwork
• Adaptability and Agility
• Continuous Improvement Mindset
• Integrity and Transparency
• Solution-Oriented Thinking

• Bachelor’s degree required, preferably technical or engineering.
• 10 years of experience in technical consultative sales.
• Preferred experience in Aerospace/Defense, Electrical Transmission & Distribution, and/or Semiconductor equipment industries.
• Familiarity with hermetic epoxy components, glass-to-metal seals (GTM), and electrical interconnects is a plus.
• Proficiency in MS Excel, Outlook, Word, HubSpot CRM, and ERP systems.

• Stand under 1/3 of the time.
• Walk under 1/3 of the time.
• Required to sit for long periods of time.
• Use hands to finger, handle, or feel 1/3 to 2/3 of the time.
• Reach with hands and arms 1/3 to 2/3 of the time.
• Talk or hear 1/3 to 2/3 of the time.
• Lift up to 20 pounds under 1/3 of the time.
• The above physical demands include duties such as sitting at workstation using PC, making and receiving phone inquiries, packing files, moving within company to communicate with other departments.

• Working conditions are normal for an office environment and may require occasional weekend and/or evening work.
• Moderate noise (examples: business offices with computers and printers, light traffic and visits to factory).
• Some travel (1-3%) to various training courses may be required during the year.