OVERVIEW OF ROLE
As a Forward Deployed Engineer specialising in Geospatial Navigation, you will play a pivotal role in our company's sales process by leveraging your technical expertise to understand customer requirements, propose tailored solutions, and demonstrate the value of our products or services. You will collaborate closely with the sales team to effectively communicate the technical aspects of our offerings and address customer concerns, ultimately contributing to the acquisition of new business and the expansion of existing accounts.
Moreover, you will support the sales team in ensuring customer satisfaction by managing timelines and providing clients with regular updates on project progress. Your role will be crucial in facilitating technical implementations and resolving product issues and escalations, all aimed at achieving the highest levels of client satisfaction.
ROLES & RESPONSIBILITIES
- Technical Consultation and Solution Design: Engage with prospects and customers to assess their geospatial navigation requirements and business objectives. Leverage your expertise in geospatial technologies, including GNSS (global navigation satellite system) and INS (inertial navigation system), to recommend solutions that address their specific needs and deliver measurable value. Collaborate with the sales team to design and customise solutions that align with customer requirements and differentiate our offerings in the market.
- Product Demonstrations and Presentations: Conduct compelling product demonstrations and presentations to showcase the capabilities, features, and benefits of our geospatial navigation solutions. Tailor presentations to highlight the unique value proposition of our offerings and demonstrate how they address customer pain points and business challenges. Effectively communicate complex geospatial concepts and technical details to both technical and non-technical audiences.
- Proof of Concept (PoC) Development: Lead the design and execution of proof of concept projects to validate the feasibility and effectiveness of proposed solutions. Work closely with customers to define success criteria, develop implementation plans, and demonstrate the value of our products in real-world scenarios. Gather feedback and iterate on PoC outcomes to refine solution proposals and address customer requirements.
- Requirements Analysis and Solution Development: Collaborate with customers to gather and analyse technical requirements, translating them into actionable solution designs. Leverage your technical expertise and industry knowledge to recommend best practices, identify opportunities for innovation, and address potential challenges or limitations. Work closely with product development teams to provide feedback and insights that inform product roadmap decisions and enhancements.
- Technical Expertise and Industry Insights: Stay abreast of industry trends, emerging technologies, and competitive offerings to maintain a deep understanding of our products and their positioning in the market. Continuously enhance your technical skills and knowledge through training, certification programs, and hands-on experience. Share insights and best practices with internal teams to drive continuous improvement and innovation.
- Collaboration and Relationship Building: Foster strong relationships with cross-functional teams, including sales, product development, marketing, and customer success, to ensure alignment and seamless execution of pre-sales activities. Act as a trusted advisor to customers, providing expert guidance and support throughout the sales cycle to build credibility and trust. Maintain regular communication with customers to address questions, concerns, and technical inquiries, ensuring a positive pre-sales experience.
- Furthermore, this role may require occasional travel to customer sites for in-person meetings, presentations, or project implementations.
Growth:
- Growing & developing with the Company as Advanced Navigation continues to evolve;
- Taking on additional duties & tasks, as directed, as the position evolves.
- Develop a solid operational understanding of all aspects within the Company:
- Immersing yourself into the team & wider organisation to develop an understanding of how each role & team all contribute to our strategic vision.
Live by our values:
- Set quantifiable targets that demonstrate your commitment to our values.
Safety:
- Live & breathe a safety culture;
- Be an advocate for safety within the workplace;
- Remain compliant with all HSE requirements & obligations.
KEY MEASURABLES
- Customer Satisfaction through quality responses that allow customers to successfully integrate Advanced Navigation products. Importance is placed on the speed, clarity of information and quality of the messaging when interacting with customers.
BEHAVIOURAL ATTRIBUTES FOR SUCCESS
- Organising Self
- Effectively managing own time and resources to ensure that work is prioritised effectively and delivered on time in line with the requirements of the team and business
- Maintaining Positive Energy
- Being relentless. Operating with a positive attitude, vigour and determination in the face of challenging situations, consistently maintaining high levels of effectiveness and productivity throughout
- Delivering Excellence
- Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards and expectations of excellence rather than having standards imposed
- Communication
- Conducting positive and open interactions with others by conveying information and ideas clearly and concisely in an engaging manner that helps them understand and retain the message; listening actively to others and sharing proactively information
- Decision Making
- Identifying and understanding problems and opportunities relevant to role by gathering and analysing quantitative and qualitative information; generating and evaluating alternatives, identifying the best course of action, and making timely decisions within own decision making scope
- Initiating Action
- Taking proactive and independent action to accomplish work goals; taking prompt action to achieve results beyond what is required; anticipating addresses problems without being prompted
- Leveraging Feedback
- Taking full advantage of opportunities to receive and explore feedback about own performance; responding favourably to feedback and using it constructively to deliver outcomes and improve knowledge, skills and behaviours
QUALIFICATIONS, EXPERIENCE & SKILLS
Qualifications:
- Bachelor's degree in Engineering, or related field.
Experience:
- 3+ years of experience in a pre-sales or technical sales role, preferably within the technology industry.
- Strong understanding of GNSS, INS, cloud computing, networking, cybersecurity concepts, and relevant technologies.
- Excellent communication, presentation, and interpersonal skills, with the ability to effectively convey complex technical concepts to diverse audiences.
- Proven track record of driving successful sales outcomes, building customer relationships, and delivering exceptional service.
- Customer-focused mindset with a passion for problem-solving, innovation, and continuous learning.
- Customer-facing role, preferably with experience supporting surveying, maritime, or robotic market segments
- A dedication to delivering a great customer experience while being a creative problem-solver in response to technical, product, and business questions
- Experience working in support environments using integrated CRM systems as well as tools such as Matlab for data analysis.
- Enjoyment in being in a fast-paced environment, to help customers accelerate their journey to creating an accurate position, velocity, acceleration and orientation under the most demanding conditions
- A collaborative and team-oriented mindset for accomplishing goals
Skills:
- Excellent written and verbal communication skills
- Excellent time management, driven to work quickly
- Strong attention to detail
- Effective presentation crafting and delivery skills
- Coding experience is a plus.