XOi exists to turn asset data into uptime. For years, field service relied on experience and instinct to keep the world running. Today, teams are leaner, equipment is more complex, and expectations are higher—instinct alone is not enough. XOi provides the data intelligence layer for the people who design, maintain, and depend on critical equipment. We deliver clarity across the asset lifecycle by giving the right person the right information at the right time, enabling organizations to shift from reactive work to proactive planning and predictive maintenance. When assets perform at their best, everything around them performs better too.
As our Enterprise Sales Engineer, you will play a high impact role in demonstrating the value of our products and services in partnership with our Enterprise Sales team garnering the confidence and trust of our prospects and clients. Through your expert knowledge of the industry, understanding the types of customers we serve and their unique pain points, coupled with a deep understanding of our product, you will act as a trusted advisor in helping show the ROI on productivity, efficiency, and profitability our customers can expect.
You will drive pre-sales efforts including evaluating alignment and providing workflow recommendations based on business needs of prospective and current customers, and representing XOi as our technical subject matter expert across our suite of products. You will be engaged in providing business value consulting, conducting well constructed web and mobile demos, and assisting prospects and clients in identifying needed strategies for change management and implementation of XOi’s solution in their business.
Leverage a deep, ongoing understanding of our product offering, industry trends, best in class processes, and competitor capabilities (real or perceived) to operate as a trusted advisor for prospects, customers and internal stakeholders in addressing business, feature/ capability, and technical questions
Collaborate with Enterprise Sales team, effectively building relationships with prospects and customers, leading meetings and discovery sessions to uncover our their unique business challenges
Will be our Subject Matter Expert (SME), technical advisor and product advocate across our products and services in support of sales efforts, including facilitating all technical evaluations and demos
Collaborate with prospects/clients and Product and Engineering to assess integration needs and configurations
Work closely with the Sales team to ensure timely feedback of sold accounts for ongoing management and retention
Oversee Proof of Concept and evaluation support for enterprise accounts during pre-sales cycles and guide to successful customer conversion
Establish appropriate support expectations and be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process
Establish and nurture strong relationships throughout the sales cycle
Maintain sales demonstration database necessary
Consistent use of CRM (Salesforce) to record sales activity and customer information
Assist with in-house post-sale handoffs between Sales and Customer Success
4+ years of customer facing Enterprise SaaS experience as a Sales Engineer or doing Pre-Sales Solutions consulting
Experience in or prior experience in Field Service, HVAC/R, or related Technical Trades
Exceptional relationship building skills and strong business acumen with the ability to interact with all levels including the C-Suite
Methodical approach to customer discovery to understand complex problems and business challenges and effectively asking probing questions to uncover true business value
Experience working collaboratively with Sales, Marketing, Product, and Customer Success to successfully identify and close well constructed, ROI focused deals
Ability to translate complex technological concepts into accurate and easy to understand language
Familiarity with, and desire to continue learn about, API architecture and data integration to support partner and channel integrations
Comprehensive knowledge of computers, tablets, and various mobile devices (iOS and Android)
Strong verbal, written, and interpersonal communication skills required
Ability to quickly learn and adapt in a fast-paced, team-based environment
Travel: up to 40%
Is a creative problem solver and an active listener
Thrives in and takes initiative in a fast-paced, mature start-up environment, remaining at ease and calm with frequent pivots in priorities
Is a self-starter with a competitive spirit and passion to excel
Possesses excellent analytical and organization skills, the ability to meet deadlines, a sense of urgency, and attention to detail while seeing the big picture
Has a passion for mentoring and encourages team growth by sharing your knowledge, skills, best practices, etc.
Values winning and losing together as a collective team with a focus on serving our customers
Brings an “owner” mentality and is a natural leader who can bring together cross-functional stakeholders to reach a consensus
XOi offers a comprehensive benefits package that includes medical, dental, and health, with eligibility the 1st of the next month following your date of hire
XOi offers a 401(k), with eligibility at 90 days
XOi offers Discretionary Time Off
All new employees receive a one time $500 New Hire Stipend to support any updates needed for your home office space
All employees receive a $50/monthly stipend to be used for personal wellness and $50/ monthly stipend towards internet expenses
At XOi, we value individuality and the unique qualities we all bring to an organization. We believe we all bring experiences that have an incredible impact on our product and the experience our customers gain from using our products. We do not discriminate against employees based on race, color, religion, sex, national origin, gender, identity or expression, age, disability, pregnancy (including childbirth or other related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state, or local laws.