Key Responsibilities:
Sales Execution:
Maximize booking performance and exceed quotas for strategic accounts within assigned territory by implementing best practices in territory management, account strategy, and the 6-bullet sales process.
Build and maintain a 12–24-month pipeline of qualified business opportunities, focusing on large, complex projects.
Lead contract negotiations to close deals effectively and ensure compliance with agreements.
Customer Engagement & Support:
Conduct product demonstrations, assess applications, and deliver on-site solutions to address customer needs.
Provide hands-on support for system programming and configuration post-sale to ensure successful implementation.
Collaborate with integration partners and apply the “best sales channel” approach to secure strategic opportunities.
Support trade shows and marketing events to enhance Cognex brand visibility and customer engagement.
Strategic Account Coordination:
Partner with OEM Sales Engineers and GAMs to drive effective coverage and support for key end-user accounts.
Coordinate application evaluations, leveraging the Project Solutions Engineering team for technical assessments.
Operational Excellence:
Manage weekly forecasts accurately and ensure timely, clear information flow within the team.
Engage with the Customer Success team for pre- and post-sales support, providing technical guidance, application evaluations, and training to enhance the customer journey.
Market Insights & Data Utilization:
Utilize CRM and Service Cloud tools to track sales execution, monitor key metrics, and capture market insights.
Customer Advocacy & Problem Solving
Act as a dedicated advocate for the client within Cognex, ensuring their needs are met and issues are resolved swiftly.
Address client challenges proactively to secure long-term loyalty and satisfaction.
Key Qualifications:
Experience:
3-5 years of experience in outside technical sales, ideally within the automation or a related industry, with a proven ability to manage complex sales cycles.
Demonstrated success in solution-based selling and managing long-term, intricate projects.
Demonstrated success in customer relationship management and retention.
Skills & Abilities:
Strong ability to sell technical products across organizational levels and cultivate long-term relationships with accounts and partners.
Action-oriented, self-motivated, with a strong ability to work independently in a dynamic field sales environment.
Excellent active listening and relationship-building skills to accurately assess customer needs, deliver tailored solutions, and cultivate long-term account relationships.
Education:
Bachelor’s degree from an accredited institution, ideally in a STEM or Business field. Non-STEM candidates must pass a technical aptitude test.
Additional Requirements:
Ability to travel 50-75% of the time is required.
Valid driver’s license.