Senior Manager, Sales Engineer

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

📋 Description

• Reports to the Senior Director, KA+PS, with a dotted line to the Director, Practice Solutions; collaborates across MARLO (Digital Health Team) and key stakeholder groups to unify strategy, priorities, and execution.

• Acts as a vital member of the Steering Committee, influencing product direction, prioritizing enterprise initiatives, and ensuring that customer-driven requirements are converted into scalable solutions that align with enterprise customer goals.

• Collaborates with ESD and Digital Sales Key Account Managers to lead technical discovery, identify enterprise customer pain points, and convert business needs into feasible technical and workflow solutions.

• Functions as the essential link between commercial, product, and delivery teams—steering solution design, supporting pre-sales initiatives, managing solution feasibility, and facilitating the delivery of standard and customized offerings throughout the entire sales lifecycle.

• Works with ESD, PXDM, PXM, and key account teams to address the USVC landscape and MARLO opportunities with national eyecare and consumer-focused accounts.

• Conducts discovery sessions to comprehend customer needs, workflows, and strategic priorities to identify and qualify solution opportunities.

• Leads significant initiatives (program development, analytics, training, marketing liaison) and MARLO-level efforts that align with customer strategy.

• Collaborates with Digital Health teams to oversee project scope, risks, and dependencies while ensuring that enterprise implementations stay on track and meet defined success metrics.

• Develops and implements business plans with field MARLO and HQ teams; aids in pre-sales planning, opportunity qualification, and execution to achieve targeted sales goals and expedite deal progression.

• Executes approved practice solutions with a high level of customer satisfaction; collaborates cross-functionally to guarantee technical readiness, workflow alignment, and successful adoption through the go-live and optimization phases.

• Recommends and assists in creating training, tools, and enablement resources to enhance internal capabilities, support active opportunities, strengthen competitive positioning, and promote the adoption of digital and MARLO solutions.

• Navigates intricate account environments; organizes matrixed teams across all Alcon personnel interacting with the customer to align strategy, eliminate barriers, and provide cohesive, customer-centric solutions.

• Builds trusted relationships with opportunity accounts; collects and synthesizes insights from customers, the market, and competitors to inform solution design, positioning, and strategic recommendations while remaining updated on industry and regulatory trends.

• Suggests new solutions to meet practice needs; articulates value, differentiation, and expected outcomes while leveraging the Alcon portfolio in compliance with policy, regulatory, and legal standards.

• Captures and conveys voice-of-customer insights to inform enhancements in product, program, and process; contributes to the continuous optimization of solutions and go-to-market strategies.

⛳️ Requirements

• Bachelor’s Degree or equivalent years of directly related experience (or high school +15 years; Associate +11 years; Master’s +4 years).

• Proficient in reading, writing, understanding, and communicating fluently in English.

• 7 years of relevant experience.

• Certifications / Formal Trainings (preferred experience in SaaS enterprise sales): Sales methodology processes such as MEDDICC, Challenger, Miller Heiman, or equivalent.

• CRM certification: Salesforce Administrator (or Sales Cloud Consultant).

• Cloud fundamentals: Amazon Web Services Cloud Practitioner (or Azure Fundamentals AZ-900).

• Additional qualifications may include healthcare compliance/interoperability (Alcon): HIPAA training + HL7/FHIR fundamentals.

• Core SaaS Experience: Proven and relevant experience in Enterprise SaaS Sales; demonstrated success in selling subscription-based platforms to large healthcare organizations.

• Cloud & Digital Platforms: Familiarity with cloud-hosted solutions (Amazon Web Services, Azure) and integration with hospital, IDN, GPO, customer network, and national accounts IT systems.

• Proven success in previous roles in Digital Health SaaS, Connected Devices, or Healthcare IT sales.

• Experience with EHR and CRM platforms, remote monitoring, or telehealth solutions.

• Commercial & Strategic Selling Skills: Strong consultative selling abilities supported by deep technical knowledge of SaaS platforms, cloud architecture, and enterprise IT environments.

• Ability to convert complex technical concepts into business value.

• Enterprise Account Management: Experience selling into Integrated Delivery Networks, Group Purchasing Organizations, large medical or customer networks, and national accounts.

• Value-Based Selling: Demonstrating ROI and clinical impact for SaaS solutions.

• Leadership & Project Team Skills: Direct Team Leadership: Proven experience in hiring, developing, and managing high-performing, diverse teams; fostering accountability, inclusion, and results across matrixed, remote environments.

• Influence, Collaboration, and Agility: Capacity to lead cross-functional projects and influence without formal authority.

• Hands-on, build-test-learn problem-solving approach.

• Digital Transformation Leadership: Promoting the adoption of digital platforms in traditionally device-focused settings.

• Communication & Project Management Skills: Excellent communication skills, both written and verbal, along with strong presentation and public speaking abilities for diverse audiences.

• Digital & Productivity Tools: Proficiency in Microsoft Suite, Teams, and familiarity with AI-driven tools for enhanced efficiency and insights.

• Strategic Account Planning: Experience in joint business planning and aligning customer objectives with business outcomes.

• Willingness to travel – 50% of the time.

🏝️ Benefits

• Inclusive culture.

• Professional development opportunities.