Sales Engineer

Sales Engineer

Grows sales and revenue by identifying, developing, and executing sales strategies and processes. Drives conversion of net new accounts and expansion of existing accounts within their territory through strong relationship development with key individuals within account base to create long term partnerships and stickiness of Hyperion products. This is a remote position and must be based in MA, ME, CT, NH, NJ, NY, RI, VT.

Essential Duties and Responsibilities

• Manages a book of existing accounts. May manage a select number of high priority core accounts that require proactive account management.
• Develops robust account plans that outline high growth opportunities as well as retention and maintenance opportunities to drive account prioritization.
• Coordinates with Sales Development Representatives and Marketing to convert leads into opportunities. Continually networks within territory to identify new business opportunities.
• Establishes and manages customer relationships by regularly visiting customers. Facilitates in depth discussions with customers to understand their requirements and drive need identification and creation that aligns with emerging / established Hyperion capabilities and product sets.
• Leads product presentations to demonstrate the value proposition of Hyperion products that align with prospective customer objectives. Addresses customer concerns and provides guidance to customers in the selection of appropriate tooling / products / solutions throughout the sales process.
• Drives retention and expansion via upsell / cross-sell to increase customer stickiness and reducing shrink of existing customer spend.
• Uses value added sales techniques and negotiations skills to close the sale and grow market share.
• Collaborates with Segment and Product Managers to identify and drive penetration into adjacent product sets to demonstrate Hyperion's unique value proposition and create additional value for the customers.
• Prepares and presents proposals and quotes to customers.
• Understands Hyperion's go to market strategy, product / service's technical features, functionalities, and benefits.
• Services existing customer base while actively prospecting for new business.
• Leverages and updates CRM on a routine basis, to manage the sales funnel, report on sales activities and territory development to achieve sales goals.
• Maintains up-to-date knowledge of Hyperion's products, industry trends, market dynamics and competitor offerings.
• Adheres to internal, external, and corporate policies, procedures, and standards.

Qualifications

The requirements listed below are representative of the knowledge, skill and / or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel : As much as 75% travel.

Education and / or Work Experience

Technical Skills / Physical Requirements