Technical Sales Consultant

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

 

As part of Detection and Measurement, CUES is the world’s leading developer of water, wastewater, and storm water inspection equipment.   With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.

 

How you will make an Impact (Job Summary)

SPX is a diverse team of unique individuals who all make an impact. As the Technical Sales Consultant, you will play a critical role in selling industry-leading SaaS solutions to the municipal utility space as well as related infrastructure management organizations in the West Coast territory of the U.S.  The sales role involves a blend of new business development as well as the cross-selling and upselling of existing customers.

The salesperson must be customer-focused and revenue-driven with a consultative approach to differentiating how CUES technology helps organizations transform their business. You’ll collaborate with a team of CUES technical experts who focus on specific industry domains (Water, Wastewater, Gas, Public Works, etc.), to build solutions that orchestrate advanced asset management, often using AI and AWS workloads.  Additionally, a local team of equipment salesmen and Dealers will provide leads and help win deals. This position will be based in our West Coast regional territory.

The ideal candidate will be a technical solution expert with a minimum of 5 years' prior enterprise-level outside software sales experience, preferably with web technology and a history of exceeding quota. Experience with selling traditional software is helpful, however a concentrated skillset in selling SAAS and Cloud technology is desired.

Experience communicating with senior management, asset managers, civil engineers and GIS/IT manager-level customers/clients is very helpful.  Managing end-to-end sales cycles including lead generation, qualification, understanding pain points, providing live software demonstrations to disparate departmental decision makers, and ultimately closing net new business is essential for success.

 

                                                                                                                                               

What you can expect in this role (Job Responsibilities)

While each day brings new opportunities at SPX, your core responsibilities will be:

1. Technical Expertise & Quote Preparation

• Develop an in-depth understanding of our software products and their technical capabilities to articulate unique features that will win new business

• Present technical SAAS and Cloud-based solutions to senior management, asset managers, civil engineers and GIS/IT manager-level customers/clients
• Manage end-to-end sales cycles including lead generation, qualification, understanding pain points, live software demonstrations to various decision makers, and closing new business
• Provide input from customers to the software development team to help shape future updates and enhancements
• Actively pursue key accounts and execute sales strategies to achieve or exceed sales targets

 

1. Customer Focus & Communication

• Gain a deep understanding of the customer’s needs to conduct gap/fit analysis and prepare quotes for complex software environments
• Proactively partner with customers by presenting product features and proposing benefits that solve their unique challenges
• Serve as a liaison between the customer and technical support teams to ensure issues are a