Sense

Sales Engineer

• Product Vision & Strategy: Define and champion the long-term vision, strategy, and roadmap for our grid management software products, particularly focused on fault detection, localization, and management functionality.
• Market & Customer Insight: Conduct in-depth market research, competitive analysis, and utility customer interviews (including Product Discovery sessions) to identify key pain points, emerging trends, existing tech stack and workflows for relevant utility teams, and new product opportunities.
• Requirements Definition: Working closely with our expert data science team, align strategic objectives and customer feedback with our unique technical capabilities to develop the high level architecture and identify clear, prioritized product requirements and use cases.
• Go-to-Market (GTM): Collaborate with marketing and sales to develop compelling product positioning, messaging, and launch strategies.
• Technical Sales Support: Act as a Subject Matter Expert (along with our data science lead) in high-value sales cycles, leading technical presentations, product demonstrations, and in-depth Q&A sessions for utility executives and technical teams.
• Solution Design & Proof of Concepts (POCs): Collaborate with utility prospects to understand their unique operational and IT environment, helping to architect and scope utility-specific implementation plans and manage successful Proof of Concept (POC) deployments.
• RFP/RFI Management: Provide critical technical content and validation for responses to Requests for Proposals (RFPs) and Requests for Information (RFIs).
• Sales Enablement: Train and empower the broader sales team on new product features, technical differentiators, competitive landscapes, and effective demo techniques.
• Feedback Loop: Systematically capture and communicate prospective and existing customer technical feedback and recurring sales objections back to the engineering and product teams to directly influence the roadmap.

Senior Product Manager, Sales Engineer – Grid Management Software