Senior Sales Application Engineer

About the role

We are seeking a Senior Sales Application Engineer to join our Technical Sales team at Cummins, Inc. in Kearny, NJ. This role involves building and leading strategic relationships with key influencers across regions, serving as a technical subject matter expert, and managing sales opportunities.

Responsibilities

• Build and lead strategic relationships with key influencer customers across regions (e.g., architects, engineers, contractors, OEMs, dealers, and channel partners) to drive long-term sales influence.
• Set and execute the influencer strategy, targeting existing priority firms while identifying and cultivating new firms and individuals to expand influence.
• Identify customer needs and market opportunities by leveraging customer insights, market trends, and competitor research to prospect and shape demand.
• Manage opportunity flow and rigor, ensuring sales opportunities are identified, reported, tracked in Salesforce, and passed to the appropriate sales owners.
• Create and maintain key influencer account strategies, measuring customer perception, team credibility, and the overall impact of influence efforts.
• Act 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).

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.
• 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.
• Project and relationship management/tracking will be documented in Salesforce.
• 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

• 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.

Skills

• Strong interpersonal and communication skills.
• Ability to build and maintain strong relationships with key stakeholders.
• Proven ability to manage complex sales pipelines and forecast accurately.
• Excellent problem-solving and analytical skills.
• Ability to present technical information effectively to both technical and non-technical audiences.

Benefits

• Comprehensive benefits package including health insurance, retirement plans, and paid time off.
• Flexible work arrangements to accommodate your lifestyle.
• Ongoing professional development opportunities.
• A supportive and inclusive work environment.

Pay

The salary range for this role is $145,200 to $196,800 per year. 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.