Senior Manager, Sales Engineer - MARLO

About the role

The Enterprise Sales Engineer, MARLO Reporting to the Sr. Director, KA+PS, US Vision Care, this role connects technical expertise and sales acumen to lead Alcon's Practice Solutions approach to create a win-win MARLO footprint within larger enterprise customers (national eyecare and consumer-focused SaaS opportunities).

Responsibilities

• Leadership & Collaboration: Reports to Sr. Director, KA+PS with a dotted line to Director, Practice Solutions; collaborates across MARLO (Digital Health Team) and key stakeholder groups to align strategy, priorities, and execution.
• Serves as a core member of the Steering Committee, shaping product direction, prioritizing enterprise initiatives, and ensuring customer-driven requirements are translated into scalable solutions aligned with enterprise customer objectives.
• Technical Discovery & End-to-End Selling Cycle Management: Partner with ESD and Digital Sales Key Account Managers to lead technical discovery, uncover enterprise customer pain points, and translate business needs into viable technical and workflow solutions. Serves as the connective bridge between commercial, product, and delivery teams—guiding solution design, supporting pre-sales efforts, managing solution feasibility, and enabling delivery of standard and customized offerings across the full sales lifecycle.
• Relationship Management & Market Coverage: Partners with ESD, PXDM, PXM, and key account teams to cover the USVC landscape and MARLO opportunities with national eyecare and consumer focused accounts. Conducts discovery to understand customer needs, workflows, and strategic priorities to identify and qualify solution opportunities.
• Program & Project Ownership: Leads critical initiatives (program development, analytics, training, marketing liaison) and MARLO-level efforts aligned to customer strategy. Partners with Digital Health teams to manage project scope, risks, and dependencies while ensuring enterprise implementations remain on track and aligned to defined success metrics.
• Account Planning & Execution: Develops and executes business plans with field MARLO and HQ teams; Supports pre-sales planning, opportunity qualification, and execution to drive targeted sales objectives and accelerate deal progression.
• Implementation Excellence: Implements approved practice solutions with high customer satisfaction; partners cross-functionally to ensure technical readiness, workflow alignment, and successful adoption through go-live and optimization phases.
• Training Enablement: Recommends and helps create training, tools, and enablement resources to grow internal capabilities, support active opportunities, strengthen competitive positioning, and drive adoption of digital and MARLO solutions.
• Cross-Functional Orchestration: Navigates complex account environments; Orchestrates matrixed teams across all Alcon personnel touching the customer to align strategy, remove obstacles, and deliver cohesive, customer-centric solutions.
• Solution Recommendations & Compliance: Proposes new solutions to address practice needs; Articulates value, differentiation, and expected outcomes while leveraging the Alcon portfolio in compliance with policy, regulatory, and legal requirements.
• Voice of Customer & Continuous Improvement: Captures and communicates voice-of-customer insights to inform product, program, and process improvements; contributes to continuous optimization of solutions and go-to-market approaches.

Qualifications

• Bachelor’s Degree or Equivalent years of directly related experience (or high school +15 yrs.; Assoc.+11 yrs.; M.S.+4 yrs.)
• The ability to fluently read, write, understand, and communicate in English
• 7 Years of Relevant Experience
• Ideal Background: Certifications / Formal Trainings (desired experience in SaaS enterprise sales): Sales methodology process: MEDDICC, Challenger, Miller Heiman or equivalent
• CRM certification: Salesforce Administrator (or Sales Cloud Consultant)
• Cloud fundamentals: Amazon Web Services Cloud Practitioner (or Azure Fundamentals AZ‑900)
• Others may include healthcare compliance/interoperability (Alcon): HIPAA training + HL7/FHIR fundamentals
• Core SaaS Experience: Proven and relevant experience in Enterprise SaaS Sales: Proven success selling subscription-based platforms to large healthcare related organizations.
• Cloud & Digital Platforms: Familiarity with cloud-hosted solutions (Amazon Web Services, Azure) and integration with hospital, IDN, GPO, customer network and national accounts IT systems.
• Proven success in previous roles Digital Health SaaS, Connected Devices, or Healthcare IT sales.
• Experience with EHR and CRM platforms, remote monitoring, or telehealth solutions.
• Commercial & Strategic Selling Skills: Strong consultative selling skills supported by deep technical knowledge of SaaS platforms, cloud architecture, and enterprise IT environments.
• Ability to translate complex technical concepts into business value.
• Enterprise Account Management: Selling into Integrated Delivery Network, Group Purchasing Organization, large medical or customer networks and national accounts.
• Value-Based Selling: Demonstrating ROI and clinical impact for SaaS solutions.
• Leadership & Project Team Skills: Direct Team Leadership: Proven experience hiring, developing, and managing high-performing, diverse teams; driving accountability, inclusion, and results across matrixed, remote environments.
• Influence, Collaboration and Agility: Ability to lead cross-functional projects and influence without formal authority. Hands-on, build-test-learn problem solving.
• Digital Transformation Leadership: Driving adoption of digital platforms in traditionally device-focused environments.
• Communication & Project Management Skills: Communication Excellence: Strong written, verbal, presentation, and public speaking skills for diverse audiences.
• Digital & Productivity Tools: Proficiency in Microsoft Suite, Teams, and familiarity with AI-driven tools for efficiency and insights.
• Strategic Account Planning: Experience with joint business planning and aligning customer objectives to business outcomes.