• Manager, Sales Engineering

    Advantive (Tampa, FL)


    The Sales Engineering Manager, reports to the Sr, Director of Sales Engineering, and will manage a team of sales engineers. Your team will be responsible for presenting product offerings and solutions in the best light to prospects and customers, to evoke confidence in the company’s technology and experience, and to remove technical objections throughout the sales cycle. You will be responsible for recruiting, hiring, and training new sales engineers on our sales process and methodology, and ensuring that the team is effective in assessing customer needs and developing technical requirements for solution design, and in delivering presentations and demonstrations of our portfolio. This role blends strategic leadership, technical depth, and customer engagement to support complex industrial sales cycles and drive business growth.

    Key Responsibilities:

    + Effectively communicate product offerings and value propositions to enhance the win rate among customers.

    + Utilize advanced sales methodologies and qualification frameworks to achieve a pipeline conversion rate exceeding 30%

    + Provide strategic direction and ensure alignment with sales goals and go-to-market strategies.

    + Manage, coach, and develop a team of MES Sales Engineers (SEs) across territories or verticals.

    + Engage and demonstrate software value to customers from mid-management to C-level in order to achieve a Gross Retention Rate of 94% or higher.

    + Foster a culture of collaboration, continuous learning, and technical excellence.

    + Lead the team in translating customer needs into solution designs that effectively increase the technical win rate.

    + Track key metrics like SE utilization, win rates, cycle times, and PoC success rates.

     

    Competencies

     

    + Ability to influence: Capability to guide and influence stakeholders and team members to achieve company goals

    + Adaptability & agility: Ability to swiftly adapt to changes and maintain high performance under shifting conditions and challenges

    + Value selling: Communicates portfolio value effectively to drive sales and customer engagement.

    + Demonstration and presentation skills: Experienced at conducting engaging product demonstrations and presentations

    + Customer needs analysis: Identify and address customer requirements through listening, questioning and analytical skills

    + Disciplined Execution: Detail-oriented and organized, this leader prioritizes effectively, excels at time management, and anticipates well in decision making

    + Learning Agility: Continuously improving technical and leadership skills

     

    Technical Skills

     

    + Knowledge of Manufacturing Execution Systems, production workflows, and plant floor automation.

    + Experience with ERP integrations, PLC/SCADA interfaces, and industrial protocols is a plus

    + Familiarity with cloud platforms (Azure, AWS, GCP)

     

    Soft Skills

     

    + Strong leadership, coaching, and organizational abilities.

    + Excellent communication and presentation skills for technical and executive audiences.

    + Strategic thinker with attention to detail and a bias for action