Account Sales Engineer Working location: Shenzhen/Dongguan/Chengdu, either will be ok. This position is responsible for the field sales of Cognex's Vision Solutions. This is a sales role for a defined territory and/or set of end users, partners, and OEM's. While the primary focus is on vision opportunities, the account manager is responsible for ensuring that the entire sensor portfolio of product is sold vertically in strategic accounts. The employee will work closely with the OEM Sales Manager to develop account strategies and tactics. The employee will be responsible for exceeding a defined quota at these assigned or newly found accounts and expanding our base of business at these accounts in. In addition, this position will collaborate with other individuals from sales and product marketing, on strategic opportunities where collaboration is needed to win. Embodies and core values of Cognex including Work Hard, Play Hard and Move Fast. Additional tasks will be assigned as needed by the manager.
Essential functions:- Properly forecast and close vision solutions with End Users, Partners, and OEMs.
- Effectively demonstrate products to customers and utilize the burn grass/delta sell sales process.
- Develop sales leads and schedules customer visits.
- Work with the ASP Partner to ensure they are properly trained on how to position and sell Cognex products. Evangelize Cognex products to increase mindshare and selling time at the Partner.
- Create the plan and execution of the plan for sensors and vision at Most Wanted Accounts.
- Utilize the 6 bullets sales process for winning large strategic opportunities.
- Conduct product and solution demonstrations at customer sites.
- Collaborate with counterparts from other territories on opportunities that are either integrated our installed in a different territory or where the decision makers don't reside in the Account Manager's territory.
- Follow up on customer inquiries, understand system requirements, and differentiate the Cognex solution.
- Assists at trade shows and other marketing events.
- Coordinate evaluations utilizing the Applications Engineering team.
- Maintain and continuously update project information in Salesforce.
- Knowledge, skills, and abilities:
- Proven track record of sales performance in the automation industry.
- Proven track record of operating in a solutions sales environment.
- Uses defined sales process to deliver desired results on a consistent basis.
- PC literate with a working knowledge of MS Windows applications.
- Ability to work independently is required.
- Minimum education and work experience required:
- University Degree or equivalent work experience.3 years+ proven sales experience in automation industry and a good track record for exceeding sales targets is required.
- Experience in selling technical products to all levels of an organization is required, experience in selling vision products is also preferred.
- Ability to travel intensively across the assigned territory.
