Industry Expert, Sales Engineer

Arch Systems is seeking Industry Expert Sales Engineers to join our rapidly scaling team and drive product demonstrations, consultative technical need finding, and solution co-creation with prospective and expansion customers.Started by Stanford Engineering PhDs and grown out of non-profit work in Africa, Arch is a venture-backed company working with the world s largest electronics manufacturers. We combine rich data from all machines, new and legacy, to drive real time and predictive analytics transforming manufacturing efficiency and how we work.We are looking for talented and driven people who seek a lasting impact both in transforming manufacturing operations as well as making critical industries more efficient, connected, and sustainable. Come join our diverse and passionate team.----We benchmark our compensation against market rates in the San Francisco Bay Area and use a compensation formula that includes a location factor to determine total target compensation. At Arch, total target compensation may be comprised of base salary, a completion bonus, and a performance bonus.Remote EqualSince before COVID-19, Arch has operated as a remote-equal team and while we welcome candidates from anywhere in the world to apply, we do have a preference for candidates located in The Americas (PST +/- 3) to maximize collaboration time. While the majority of our team is based in the San Francisco Bay Area near our Palo Alto HQ, we have team members in over 5 countries across various time zones. US applicants must be authorized to work in the US. We are unable to sponsor a Visa at this time. ABOUT THE ROLE: You will be a Sales Engineer working closely between the Sales and Customer Success teams to develop and realize opportunities with new prospects and expansion customers. This role has a focus on technical demonstrations, problem solving, and solution architecture. You will be able to demonstrate Arch applications, impress customers at what the platform does and what they can do with the platform. More senior candidates will be able to engage in consultative selling and SOW definition directly, understanding the customer s unique pain points and technical challenges, how they match with Arch libraries and non-library capabilities, benchmarking against other solutions in the market, and forming optimized plans that solve the need in the best way our tools allow.WHAT YOU WILL OWN AND DRIVE:Share Arch s vision to use machine data and analytics to transform manufacturing and supply chain efficiencyDrive technical demonstrations pairing with account executives to impress and successfully engage with new prospects.Engage prospects to understand business and technical needs and be able to map them against Arch capabilitiesWork with customers success to ensure new opportunities can be delivered upon in a timely fashion developing new solution architectures and SOWsHelp write SOWs and negotiate contracts to close that are clearly written, useful, and guide great milestones and delivery for both the customer and for Arch.Likewise, join account managers and application engineers in pilot and expansion accounts to give demo s, come up with new solutions, and realize additional SOWs inside existing accounts.Provide feedback and give guidance on features and ideas for internal and external tools to serve customer needs effectively.Deep understanding of our problem domain (machine data analytics in the electronics and discrete manufacturing industry) to be able to propose technical solutions to complex challenges that work at scale in an industrial context.Research and benchmark specific requirements and industry standards based on your customer segment profile and area of expertiseCollaborate and communicate directly with sales people and engineers across initial sales through deployments for end to end successWHAT YOU NEED TO BRING TO THE TABLE:Professional experience using, developing, and co-selling enterprise software solutions to solve industrial problems as a sales engineer, technical pre-sales or solution consultantTechnical fluency, demonstrated ability to understand, interpret and articulate complex technical information to both technical and executive audiencesAbility to master web based manufacturing software to be a super user, configurator, and master trainer for customersCustomer focus, passion to understand customer needs and co-create the right solutions that delight users and secure financial ROI in discrete and electronics manufacturing and global supply chain environments.Interpersonal skills allowing you to craft compelling technical and business stories and bring them to stakeholders from individual plants to high level OT and IT leaders.Sound business judgment, ability to move quickly through many potential opportunities and focus in on only the best most aligned between customer and Arch.Operational excellence, attention to detail, and clarity in written communication.Startup attitude and curiosity,