Sales Engineer - Retail

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Offer pre-sales expertise by selecting standard solutions or documenting any deviations from them for customers. Choose the appropriate software release version for the solution, establish a configuration database, and share it with the department responsible for creating installation instructions. Prepare customer-facing SOP documentation and internal documents necessary to explain the solution (including configuration details, usage, and customer ROI goals), as well as any other documentation needed by Product Operations, Customer Experience Management, Product Management, and Marketing teams.

• Perform information gathering activities to comprehend and document the customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals, and ROI metrics.

• Develop pre- and post-implementation business impact overviews and executive summaries for customers, capturing all necessary information for the DecisionLink application to generate the standard ROI presentation. Collaborate with Sales to present the standard ROI presentation to the customer and log any assumption changes requested by them into DecisionLink. Re-present the revised ROI presentation and obtain written approval from the customer regarding the ROI metrics and goals to be achieved (necessary for POCs).

• Conduct consulting sessions focused on customer best practices and optimization. Document the initial and final states, benefits/savings, and implementation actions. Create a Statement of Work (SOW) and submit it to the VP of Product & Marketing for review, approval, and pricing. Collaborate with Sales to secure a signature on the SOW and present the documentation and implementation plan to the customer.

• Collaborate with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large-scale rollouts to reduce sales cycles and maximize customer impact.

• Provide consistent feedback to internal groups for product enhancements and marketing initiatives.

• Transfer all pre-sales knowledge and documentation to the Customer Experience Management team, ensuring they have everything needed to support Proof-of-Concept customers.

• Offer subject matter expertise in Train-the-Trainer sessions to prepare third-party trainers to effectively and thoroughly train customers’ end users for proficient use and rapid adoption of solutions.

• Work with Product Management to make recommendations for product enhancements tailored to specific customers and for overall product improvement. Record all defects and enhancement requests in the system designated by the relevant Product Manager.

• Conduct Solution Center Tours with customers to support sales efforts where necessary.

• Assist internal teams and functions (such as installation coordinators, trainers, etc.) to ensure seamless customer execution.

• Understand retail market cash management practices and customer cash management practices to provide informed recommendations.

• Maintain a thorough understanding of product, processes, and customers to identify potential issues and alert the team to work toward solutions.

• Collaborate with internal teams to secure or create necessary documentation required for customer processes with a Glory solution. Transfer all documentation to the Customer Experience Management team after the solution selection and SOP have been approved by the customer and prior to establishing the POC start date.

• Achieve revenue quota targets for professional services projects.

⛳️ Requirements

• Bachelor’s degree in Business or a related field of study.

• 8-10 years of experience in solution or consultative sales, or a related field within the industry.

• Strong analytical and financial skills; capable of assessing customer operations and quickly identifying savings and opportunities for improved efficiency and performance.

• Experience in performing ROI analysis, including pre- and post-customer business impact overviews and presenting executive summaries on the selected solution's optimality, the timeline for achieving ROI goals, necessary change management to realize ROI, and future savings/gains opportunities.

• Excellent interpersonal and communication skills, with the ability to effectively engage with all levels within a retailer, especially senior management; skilled in presenting to large groups.

• Strong team orientation; capable of eliciting cooperation from a diverse range of sources, including upper management, clients, and other departments.

• Proven track record of achieving high-quality performance against objectives; ability to meet or exceed expectations with the sales team.

• Creative problem-solving skills and the ability to deliver best practice solutions to customers.

• Demonstrated success in working with customer project management teams to set expectations, establish timelines, and communicate necessary changes from the customer prior to the commencement of Proof of Concept projects; responsible for customer readiness and conveying expectations for installation, implementation, adoption, and change management required to realize ROI.

• Self-starter with strong time management skills to manage deadline pressures and multiple assignments/clients simultaneously.

• Ability to prioritize and execute tasks effectively in a high-pressure environment is essential.

• Willingness to travel to customer sites and company meetings up to 50% of the time, including potential international travel.

• Proficiency in Microsoft Office applications, including Word, Excel, and PowerPoint.

🏝️ Benefits

• 401(k) Retirement Plan with Fidelity – 2.5% base contribution paid towards your retirement by Glory, even if you do not participate. Additionally, Glory matches 3% up to 6% of your contribution.

• Health insurance – Choose from three medical plans: High, Medium, and Low deductible through Blue Cross Blue Shield.

• MDLive – Access to a 24/7 Virtual Doctor and a Nurse Line.

• Dental insurance.

• Vision insurance.

• FSA / Dependent Care options.

• Voluntary Life Insurance.

• Basic Life insurance and AD&D – Company paid.

• Short Term Disability, Long Term Disability, and Employee Assistance Program – Company paid.

• Paid Vacation – Start with a prorated amount of hours in your first year based on your start date. Earn 80 vacation hours after your first full year, with vacation hours increasing based on years of service.

• Paid Sick days in accordance with City/State requirements.

• Paid Holidays – 9 to 11 days based on your start date.

• Professional development assistance.

• Education assistance.

• Adoption Assistance.

• Legal and ID Theft plans.

• Annual Bonus opportunity.

• Opportunities for internal promotions and career advancement.