Job Title: Senior Sales Engineer - Smart Grid / Power Management
Job Type Permanent
Location Germany
Start Date ASAP
Salary €75-110,000
Ref No 217381-R-027090
My client is seeking a senior sales engineer to develop technical relationships and provide technical sales leadership with European Distribution System Operators (DSOs), with an initial focus in Germany. The senior sales engineer will support regional business development efforts and take a lead role in product trial planning, product trial execution, and commercial deployment. The senior sales engineer will work closely with regional business development and U.S based product management, power system modeling, and engineering teams to ensure customers' technical satisfaction, leading to successful sales processes and long-term commercial relationships.
Responsibilities
* Gain customer acceptance by explaining the operation and demonstrating the value of the Company's solutions in a variety of settings (meeting room, lab, field) and at a variety of levels (technicians, distribution engineers, distribution operations, middle-to-upper management)
* Serve as the onsite technical lead during trial planning and execution for all aspects of the solution (hardware, software, communications, etc.), and continue this function through commercial deployment, including:
o Develop and manage the project plan from testing and validation to deployment
o Serve as onsite lead for deployment
o Perform system integration including communications, back office, etc.
o Develop deep technical relationships and become the technical advisor to the customer
o Debug and troubleshoot pilot issues
o Coordinate and support data analysis
* Influence and respond to RFIs and RFPs
* Work closely with the product development team in Boston to ensure product design specifications adhere to customer standards and expectations
* Solicit and convey customer feedback and requirements to product management
* Support power system modeling efforts
* Support the development of the business case for commercial deployment, including maintaining value calculator tools and models
* Develop and conduct onsite training sessions
Skills and Competencies
* Demonstrated track record of successful technical sales support for power-related hardware equipment and/or software sales to utilities with multiple stakeholder groups
* Demonstrated track record of successful project management, including schedule development, tracking, and adherence
* Thorough understanding of:
o Power distribution systems economics, planning, engineering and operations
o Substation Automation and Distribution Automation initiatives
o SCADA, DMS, EMS, DR/DSM, CVR/VVO, OMS, GIS, TLM, MWM and grid analytics back office systems
o Distribution equipment, including but not limited to: LTCs, line regulators, capacitor banks, transformer monitors, FCIs/line sensors, relays, reclosers, switches, RTUs, etc.
o Utility communication methods and protocols
o Utility and power industry standards
* Working knowledge of power electronics
* Direct experience with products requiring long, consultative relationship development
* Excellent written and verbal communication skills with great attention to detail
* Excellent teamwork skills; ability to influence cross-functional teams without formal authority
* Organized and able to balance multiple accounts successfully
* Self-directed, highly motivated, proactive, and able to exercise sound judgment independently
* Must enjoy working with new technology in a fast-paced and dynamic environment
* Fluent (reading, writing and speaking) in German and English
* Proficient in Microsoft Word, Excel, PowerPoint and Project
Education and Experience
* Bachelor's degree, Electrical Engineering preferred
* 10+ years of experience as a sales engineer in the power systems industry
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