Job Summary:

The Sales Engineer is a core member of the go-to-market team, serving as a trusted technical and strategic partner to prospects, customers, and internal stakeholders. The Sales Engineer partners with the Communicate Sales team to drive the sale of core mPulse healthcare communications solutions. The Sales Engineer serves as the critical bridge between buyer needs and complex solutions, combining product expertise with strong communications skills to establish technical fit. Collaboration is essential to ensure proposed solutions align with product capabilities and market demands. By demonstrating how Communicate enables health plans to efficiently create and deliver compliant, personalized communications in a scalable environment, the Sales Engineer helps advance opportunities toward successful close.

Duties/Responsibilities:

• Work with the Sales Executive throughout the sales cycle from discovery through opportunity closure in support of sales productivity.
• Participate in client meetings as needed both virtually and in-person.
• Bring subject matter expertise to sales opportunities by staying current on product, technology, and market changes that may impact customer buying decisions.
• Contribute to deal strategy discussions and internal opportunity reviews to promote successful outcomes.
• Speak the language of the buyer by adapting communication and delivery to varying stakeholder groups, clearly connecting needs/problems to the capabilities of the product.
• Own the readiness of demo environments and deliver tailored product demonstrations that align with customer use cases, clearly articulating business value, operational impact, and competitive differentiation.
• Conduct discovery sessions focused on current-state challenges and desired future-state outcomes.
• Develop and respond to detailed customer and prospect questions, including product, technical, functional, and operational inquiries as part of formal evaluations and procurement cycles, such as a Request for Information (RFI), Request for Proposal (RFP), Technical Questionnaire, etc.
• Contribute to and manage the RFP process from a project management standpoint, including stakeholder coordination, planning, milestone tracking, and ensuring timely submission.
• Collaborate cross-functionally within Sales, Marketing, Legal, Finance, Product, Implementation, and Print Production to ensure accurate positioning, fit, and feasibility of solutions.
• Provide feedback on competitive positioning, market trends, and customer objections to Sales, Marketing, and Product teams.
• Contribute to the development and maintenance of sales enablement assets, demo content, and standard responses.
• Identify opportunities to improve sales and sales engineering processes and tools.
• Support effective handoff to implementation teams.
• All other duties as assigned.

Skills/Abilities/Experience:

• Strong interpersonal and communication skills, with the ability to effectively collaborate with diverse stakeholders at all organizational levels.
• Possesses technical understanding of SaaS platforms and enterprise integrations, including APIs and data feeds.
• Understands the healthcare payer market, the broader healthcare ecosystem, the positioning of the Communicate product, and the core communications offering (ID Cards, Explanation of Benefits, Evidence of Payment, Regulated Letters, Annual Notice of Change, Invoices, etc.).
• Communicate complex ideas in simple, clear, business-focused terms.
• Technical competence blended with sales acumen.
• Proactive and resourceful, excellent problem-solving skills, very well organized.
• Project management and coordination across workstreams and stakeholder groups.
• Position solutions competitively and address concerns/questions in real-time to provide immediate clarity.
• Strong presentation, demonstration, and storytelling skills.
• Collaborative mindset with a focus on advancing sales opportunities.
• Process-oriented with ability to identify, recommend, and carry out process changes.

Minimum Qualifications:

• Bachelor's degree with technical focus (Computer Science, Engineering, etc.) preferred.
• 5+ years of professional experience as a Sales Engineer in a market-facing environment or other roles such as technical support, account management, or sales.
• 5+ years supporting enterprise sales cycles.
• 3+ years project management leading cross-functional projects.
• Highly proficient in MS Office, MS Teams.
• Experience with Salesforce or equivalent CRM.
• Experience with Responsive, Loopio, or equivalent RFP tool is a plus.
• Experience with Atlassian Jira & Confluence is a plus.

Physical Requirements:

• Ability to stand and sit for extended period of time.
• Ability to lift 10 lbs. weight.