Senior Sales Application Engineer

About the role

We are looking for a talented Senior Sales Application Engineer to join our team specializing in Technical Sales for Cummins Inc. in Chicago IL. In this role, you will make an impact by:

• Building and leading strategic relationships with key influencer customers across regions (e.g., architects, engineers, contractors, OEMs, dealers, and channel partners) to drive long-term sales influence.
• Serving as the technical subject matter expert, providing code, standards, and solution guidance to consulting engineers, end users, and sales teams.
• Identifying customer needs and market opportunities by leveraging customer insights, market trends, and competitor research to prospect and shape demand.
• Managing opportunity flow and rigor, ensuring sales opportunities are identified, reported, tracked in Salesforce, and passed to the appropriate sales owners.
• Creating and maintaining key influencer account strategies, measuring customer perception, team credibility, and the overall impact of influence efforts.
• Acting as an industry thought leader and customer advocate, sharing market insights internally, representing the company externally, and aligning influence activities with business targets (sales plans, margin, market share).

Responsibilities

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.

Requirements

• University or college degree in the field of engineering, or an acceptable combination of education and experience.
• Significant level of relevant work experience required. Experience in technical sales, application engineering or project management required.
• Experience in technical sales, application engineering or project management desirable.
• Clear communication with leadership, peers on the Northern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.
• Technical aptitude to quickly ramp up on the products we are responsible for selling.
• Ability to execute technical presentations with external customers and internal sales teams.

Qualifications

• This position may require licensing for compliance with export controls or sanctions regulations.

Skills

• Strong interpersonal and communication skills.
• Excellent problem-solving and analytical skills.
• Ability to manage multiple priorities and deadlines.
• Proficiency in Microsoft Office Suite.

Benefits

At Cummins, we offer competitive benefits packages designed to support your health, financial security, and overall well-being. These benefits include:

• Health insurance options.
• Retirement savings plans.
• Flexible spending accounts.
• Employee assistance programs.
• Professional development opportunities.

Pay

The salary range for this role is $121,000 to $164,000 annually. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.

Schedule

This role is on an 80/20 sales compensation plan.