The Account Sales Engineer (ASE) drives sales of Cognex's ID and Vision product portfolio within an assigned territory, targeting end-users and machine builders. This role focuses on meeting sales quotas, building a pipeline of complex business opportunities, and collaborating with Territory Sales Engineers (TSEs) to deliver exceptional customer experiences. The ASE partners with OEM Sales Engineers, Global Account Managers (GAMs), and integration partners to ensure comprehensive strategic account coverage.
Key Responsibilities:
Sales Execution:
Maximize booking performance and exceed quotas for ASE and TSE accounts by implementing best practices in territory management, account strategy, and the 6-bullet sales process.
Build and maintain a *****-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.
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 Applications Engineering team for technical assessments.
Operational Excellence:
Manage weekly forecasts accurately and ensure timely, clear information flow within the team.
Utilize CRM and Service Cloud tools to track sales execution, monitor key metrics, and capture market insights.
Market Insights & Collaboration
Engage with the EU Sales Readiness team for pre- and post-sales support, providing technical guidance, application evaluations, and training to enhance the customer journey.
Key Qualifications
Bachelor's degree from an accredited institution, ideally in a STEM or Business field. Non-STEM candidates must pass a technical aptitude test.
3-4 years of experience in 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.
Strong ability to sell technical products across organizational levels and cultivate long-term relationships with accounts and partners.
Action-oriented, self-motivated, with excellent communication and listening skills.
Proficient in working independently in a field sales environment, with frequent travel (up to 20% overnight).
Valid driver's license.