Sales Engineer - Aviation Baggage Tracking

Cognex Corporation
Washington, DC
Apr 17, 2018
Apr 18, 2018
Engineer, Sales
Full Time
This position is responsible for the field sales of Cognex's Automatic Tag Reader Solutions within the Aviation/Airline/Airport markets: See it here: This is a team oriented sales role for a defined set of end users and OEM's. While the primary focus is on the Aviation/Airline/Airport market opportunities, the account manager is responsible for ensuring that the entire sensor portfolio of product solutions is sold vertically in strategic accounts. The employee will work closely with the Aviation/Airline/Airport markets Sales Manager to develop account strategies and tactics. The employee will be responsible for exceeding a defined quota at these assigned or newly found accounts and expanding our base of business at these accounts. In addition, this position will collaborate with other individuals from sales, pre-sales solutions, execution and product marketing, on strategic opportunities where collaboration is needed to win. Embodies and core values of Cognex including Work Hard, Play Hard and Move Fast. Essential Functions: * Properly forecast and close projects with End Users and OEMs. * Effectively demonstrate products to customers and utilize the burn grass/delta sell sales process. * Follows up on sales leads and schedules customer visits. * Work with the Aviation/Airline/Airport markets and Support teams to insure that all Cognex products are sold into strategic accounts. * Bring ID Mobile leads to the ID Mobile Sales Engineer that uncovered in the activity with customers. * Utilize the "6 Bullets" sales process for winning large strategic opportunities. * Conduct product and solution demonstrations at customer sites. * Collaborate with counterparts from other territories on opportunities that are either integrated or installed in a different territory or where the decision makers do not reside in the Account Manager's territory. * Follow up on customer inquiries, understand system requirements, and differentiate the Cognex solution. * Assists at trade shows and other marketing events. * Coordinate evaluations utilizing the Pre-Sales solutions team. * Maintain and continuously update project information in SalesBook. * Ability to travel up to 50% required Knowledge, Skills, and Abilities: * Proven record of accomplishment of sales performance in the automation industry. * Proven record of accomplishment of operating in a solutions sales environment. * Uses defined sales process to deliver desired results on a consistent basis * PC literate with a working knowledge of MS Windows applications * Experience selling into the Aviation/Airline/Airport baggage handling markets is a plus * Ability to work independently is required Minimum education and work experience required: * Technical Degree or equivalent work experience * Proven sales experience and a good track record for exceeding sales targets is required * Experience in selling technical solutions to engineers is also required We are an Equal Opportunity Employer. Protected Veterans and Individuals with Disabilities are encouraged to apply SDL2017

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