Sales Engineer, Account Management
Reflex Robotics
full-time
Posted on:
Location Type: Hybrid
Location: New York City • California • New York • United States
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Tech Stack
About the role
- Execute Go-to-Market Strategy: Embrace and prioritize the process of establishing customer comfort and confidence with humanoid robot solutions
- Secure Beachhead Customers: Identify and engage innovative, early-adopter customers who are open to a journey-partner relationship.
- Develop and Close Initial Projects: Focus on securing contingent agreements, supported by proof-of-concept pilot systems, which aligns with customers' available discretionary spending for the current fiscal year and scaleouts next year.
- Build the Installation Base: Drive the effort to deliver contingency agreements to several different customers, as a five-customer install base is more influential than a single customer with five units.
- Technical Vetting: Collaborate with the internal technical team to thoroughly vet all potential opportunities, ensuring our team can achieve customer sign-off without excessive in-field efforts.
- Long-Term Strategy: Actively work with customers on their 2026 budget planning process to ensure funds are earmarked for larger humanoid projects in the next fiscal year(s).
- Develop Sales Tools: Leverage initial pilot projects to create a critically important reference installation base and generate delighted customer testimonials for future sales and marketing efforts.
- Manage Customer Relationships: Facilitate discussions and Q&A events between potential, skeptical customers and satisfied, experienced customers from our pilot programs.
- Commercial Agreement Development: Facilitate the contingent purchasing agreements (CPAs) that can be activated once future budgets are in place, defining terms, KPIs, timing, and success metrics.
Requirements
- New Technology Introduction: Must have experience overseeing the successful launch of market-disruptive products and new technologies.
- Automation Sales: A background in selling complex automation solutions, including robotics, is required.
- Beachhead Project Success: Demonstrable experience securing and managing "beachhead" or pilot projects with benchmark customers, even with commercial concessions, to prove technology and drive future sales.
- Consultative Sales Approach: Proven ability to educate customers with a "bias toward action" on new technology, moving them from requiring demonstration to project commitment.
- Financial Acumen: Experience structuring deals around customer budget limitations, such as targeting discretionary accounts versus large CAPEXs, and developing TCO10 / ROI calculations for customers.
- Technical Competence: Possesses a strong engineering and technical background to engage in detailed product discussions and collaborate with internal technical teams.
- Relationship Management: Skilled at managing relationships with innovative companies, journey-partner customers, and even demanding clients with initial skepticism.
- Strategic Vision: Ability to operate on a parallel path, closing small, immediate deals while simultaneously working with customers to secure funding for significant future projects.
- Education: Bachelor of Science in a relevant field such as International Business or Engineering.
Benefits
- High-quality, proprietary robotics data is the next foundation for generational AI companies (like Tesla FSD and ChatGPT).
- An insane work ethic is required for outsized success—and you'll be rewarded for it.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
automation solutionsroboticsfinancial acumenTCO calculationsROI calculationstechnical competenceproject managementconsultative salesGo-to-Market Strategycommercial agreement development
Soft Skills
relationship managementcustomer educationstrategic visionbias toward actioncollaborationcustomer engagementnegotiationcommunicationproblem-solvinginfluencing