ITW

Job Description:

Primary Objective

Understand and define customer requirements and develop into proposed technical solutions that maximize organic growth through innovation with a strong emphasis on voice of customer. Serve as the technical expert/resource on remote monitoring of customer systems and applications, enhancing MTS’ technical credibility and driving outstanding customer satisfaction by providing technical support and leadership for MTS’ remote monitoring solution. Actively support the sales organization throughout the sales cycle.

Major Areas of Accountability

1. Manage, administer, design, create, test, and continually improve remote monitoring solution through innovative solutions and voice of customer inputs.

2. Gather information to thoroughly understand the customer’s technical requirements, specifications and needs to establish technical credibility with the prospective customer.

• Define customer technical problems.
• Convert customer’s desired solutions into specifications and requirements.
• Evaluate technical content and provide recommendations regarding cost and risk of pursuit.
• Develop custom quotations and proposals to meet customer needs.
• Understand customers’ use of legacy equipment in their unique environment and partner with the customer and cross-functional team to develop proposals and quotations that achieve the customer and MTS’ business goals.
• Understand past MTS practices and use that knowledge to develop sustainability proposals that enable the customer to prolong the life of obsolete or discontinued equipment where appropriate.

3. Actively support sales organization throughout sales cycle in assigned market area(s) to drive pipeline and order growth.

4. Directly, or through technical pursuit team, create proposed solutions demonstrating MTS’ value to the customer.

• Document and communicate customer specifications to engineering and project management.
• Ensure concept design, feasibility assessments, cost estimates, and other elements of the solution are well-understood and completed in a timely manner utilizing MTS’ processes.
• Provide technical content as well as input on pricing and sales strategy based on market knowledge.
• Assist Sales and Marketing teams in demonstrations, prototypes, reference cases, marketing tools, etc. to help MTS and the prospective customer understand the solution and promote products and capabilities.
• Conduct risk analysis/mitigation plan and communicate appropriately.

5. Plan and conduct effective customer presentations, as required, in partnership with others in the sales organization; participate in contract negotiations and re-negotiations as required.

• Guide customers through the technical solution, if needed.
• Adjust cost and/or risk assessment during negotiations.
• Manage technical changes; inform sales leader if proposed solution is modified beyond pre-established guidelines.
• Use market knowledge to provide input on pricing.

6. Participate in design reviews with the customer to finalize details; responsible for a clear hand-off on projects to Operations; provide input on proven software development solutions to support continuous improvement.

7. Design, code, test and document software solutions for specific customer feature requests.

8. Lead through influence in a multi-disciplined, cross-functional team of personnel engaged at an application level to service customer needs.

9. Gather customer intelligence and provide feedback and competitive information on market strategies.

10. Other duties or goals as assigned.

Qualifications

• Strong communication skills, both verbal and written
• Ability to work with a high degree of personal discipline
• Willingness to travel 10 to 25 percent of the time
• Technical aptitude and decision-making
• Selling and business acumen
• Project management ability
• Solid organizational, administrative, time management and multi-tasking skills
• Establishes and maintains effective relationships with customers, gaining their trust and respect
• Ability to listen and empathize with customers and to solve difficult customer issues with a high degree of professionalism and composure
• Works in the best interest of the customer to establish common ground and solves problems across different departments.
• Ability to communicate complex technical situations to a non-technical audience; ability to foster credibility with a technical audience
• Ability to work under the constraints of strict deadlines and short turnaround times
• Proficient in Microsoft Office and Excel

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand; walk; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

Compensation Information:

$126,000–$152,000 annually, depending on experience and qualifications. Final compensation will be determined based on skills, experience, and internal equity.