Senior Sales Engineer

Senior Sales Engineer - Services (Remote)

Company Overview 

For more than two decades, FoodChain ID has been at the on the forefront of the New Food industry providing expertise worldwide to navigate the requirements of an ever-growing demand for higher levels of transparency, accountability, safety, and sustainability. Our technical and business services include serving clean label, food safety, and sustainability claims through offerings of Non-GMO Project verification, USDA Organic certification, BRC and SQF food safety certification, and more. Today, more than 30,000 companies in over 100 countries rely on our industry-leading solutions. The FoodChain ID vision encompasses nothing less than assuring the safety, transparency, and integrity of the global food chain, one client and product at a time. 

Position Summary 

FoodChain ID offers a comprehensive range of software solutions and professional services to help customers innovate, formulate, commercialize, and manufacture products safely and transparently. However, navigating these solutions and determining the best fit for their specific business needs and existing enterprise software landscape can be challenging. The Senior Sales Engineer plays a critical role in addressing this by leveraging their consulting skills, industry experience, and creativity to assess prospect needs and scope tailored projects that align with their goals and budget. Serving primarily food and beverage manufacturers, retailers, and restaurants—each with unique business challenges—the Senior Sales Engineer identifies their specific pain points, crafts a compelling value proposition, and designs tailored solutions that combine consulting services, custom development, and software products. This approach ensures maximum value for the customer while driving revenue for FoodChain ID. 

The Senior Sales Engineer works with Sales Executives on Account and Opportunity Teams to help match prospective customers with the services that would best match their needs as well as helping prospects assess the value these offerings would bring to their organization.

An ideal candidate is a consultant at-heart who loves the creativity of being able to embrace the “art of the possible” with prospective customers. Candidates should have a consulting background and sufficient food and beverage and/or process manufacturing experience to be able to speak the same language as prospect in order to understand their challenges and credentialize themselves and the FoodChain ID organization. An ideal candidate is a passionate evangelist combined with an entrepreneurial spirit to actively connect prospects with great solutions. FoodChain ID has a strong company culture which emphasizes high ethical standards, client success, teamwork and sustainability which the Senior Sales Engineer should embody.

Specific responsibilities include:

• Perform Discovery and Solution-Qualify Opportunities

• Persuasively present FoodChain ID’s consulting/services capabilities, approach and methodologies 

• Influence and communicate with all levels of stakeholders from C-Level executives to directors to junior staff 

• Lead prospect discovery to learn customer needs and challenges that can be addressed by FoodChain ID services teams 

• Collaborate closely with the sales team and Digital Solutions services teams to create a feasible, low risk and compelling solution vision to address challenges and needs as well as meeting their budget 

• Create opportunity-specific sales materials such as presentations, mockups, program roadmaps and diagrams 

• Respond to prospect and customer questions and objections 

• Solution-qualify prospects by assessing how well FCID capabilities and solutions address the prospect’s needs 

• Assist Sales Team with qualifying opportunities 

• Respond to Services RFx

• Read, interpret, qualify and respond to RFIs and RFPs

• Plan, direct, coordinate and perform estimation and quoting activities

• Co-Lead Opportunity Teams 

• Collaboratively develop and continually reinforce the overall solution vision, value proposition and differentiators with the opportunity team 

• Along with the opportunity owner lead the core and extended opportunity team through the sales process 

• Proactively ensure messaging and deliverables are provided on committed timelines and are consistent with the solution vision and customer perception 

• Independently host and perform prospect discovery, scoping and presentation sessions with prospects as necessary 

• Scope and Design Services Engagements 

• Document and propose projects to Digital Solutions leadership for estimate approval

• Coordinate with internal project managers on initial project planning to ensure it meets the scope and timeline that was proposed to the customer as well as meeting the customer’s desired business outcomes.

• Support sustainable sales growth: 

• When requested, provide field feedback to services leadership and product management to help with implementation tools and processes 

• Develop and maintain professional relationships with clients and prospects to assist with customer satisfaction, gain usage insights/anecdotes to inform future presentations and build awareness around additional solutions that could be useful to them 

Qualifications 

Candidates should be an experienced consultant leader with significant experience in the manufacturing industry with a strong preference for process industries.

The successful candidate will have:

• At least 3 years of IT consulting experience with external clients

• Experience drafting IT project SOWs 

• Bachelor’s degree or equivalent experience 

• Outstanding general consulting skills (soft skills, structured thinking, effective written communications and great presentation and stakeholder engagement skills)

• Strong business and sales acumen 

• Ability to operate in a fluid environment and comfortable with high levels of uncertainty 

• Knowledge and experience of significant aspects of related disciplines such as Enterprise Software, Enterprise Architecture, Agile Software Development and Digital Technologies

• Significant Experience with Manufacturing or Retail industries including specific experience with enterprise supply chain solutions

• Experience with Process Manufacturing industries preferred

FoodChain ID, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our Human Resources Department at [email protected].