Senior Sales Engineer

Description

Harvard Business Publishing is an idea-driven company with a commitment to improving the practice of management. We're a wholly owned subsidiary of Harvard University serving customers across three primary markets: educational institutions, corporations, and individual managers. The Corporate Learning division of Harvard Business Publishing provides blended learning and online performance support solutions that address development for emerging and experienced leaders and managers.

Reporting to the Technical Services Manager, the Senior Sales Engineer actively drives and manages the technology evaluation stage of the sales process and is an integral member of the Sales and Information Technology teams. Working as a key technical advisor and advocate for our products, the Senior Sales Engineer closely follows the customer through the entire process of implementation. In order to be successful in this role, the SSE must be able to articulate technology and communicate the value of our products to our buyers, as well as to Business IT Management, developers, architects, and technical prospective users while being flexible in using language and terminology that is appropriate and understandable for the audience.

Key Responsibilities:
The Senior Sales Engineer will:
• Establish & maintain a strong customer relationship throughout the entire cycle, and exude a passion for understanding the needs of the customer while articulating the value of our products and solutions in meeting those needs
• Articulate and educate on technical and architectural concepts to a variety of audiences, including developers, architects, IT operations professionals, and senior IT management
• Sell the value of our products using multiple formats/channels, including phone, presentation, and live/online product demonstrations
• Take a consultative role in supporting customers’ evaluation processes, including making architectural recommendations, troubleshooting development/configuration issues, and managing escalation to Support and Engineering
• Collect feedback from the field, synthesize, analyze and channel to Product Management and Product Development for product roadmap
• Lead process definition and improvement with the other Sales Engineers within Tech Services
• Act as the knowledge leader on integration with our products and Clients Learning Management Systems
• Communicate and coordinate with engineering in developing statement of works

The Sales Engineer will be highly visible with Product Management and Engineering to help drive the success of the company and our customers.

Requirements
• Bachelor degree
• 10+ years’ experience
• Knowledge of browsers, browser plug-ins, firewalls, security settings on corporate networks
• Excel under intense production schedule with conflicting demands on time and resources
• Self-motivated, detail-oriented, and decisive
• A history demonstrating a strong customer focus
• Comfort with technology-mediated learning a plus
• Familiarity with web development best practices a plus
• Strong background in computer software, hardware and networking a plus
• Strong project management skills and outstanding communication skills are required, as this position directly interfaces with internal sales staff as well as with clients who have a wide range of comfort with technology
• Ability to maintain strict professionalism in all client communication
• A demonstrated ability to identify root causes of technical issues as well as to provide solutions under resource and time constraints, and the ability to multi-task and work effectively with cross-functional workgroups are both essential