Sales Engineer

Innovu is a growing Pittsburgh, PA-based data analytics company providing comprehensive solutions that enable advisors and their employer clients to optimize their benefits strategy, human capital risk management, and health benefit design.  

Overview

As a Sales Engineer, you will work closely with our Distribution (Sales) team supporting Sr. outside sales Managing Directors. You will research accounts, source sales opportunities for net new logos and market/service penetration, qualify leads, deliver information to prospects, and develop meaningful relationships with clients. This role facilitates the entire sales process from the initiation of the original call through finalization of account onboarding for each customer.

Responsibilities

Research: Research Accounts, identify key market players and generate interest

• Develop and receive leads from our institutional, business groups on health and key account areas.


• Create and maintain a list/database of Advisors and prospective clients utilizing Zoho CRM


• Identify prospects and lists


• Assess competitors by analyzing and summarizing competitor information and trends and identify sales opportunities

Source New Sales Opportunities: Develop & execute prospect contact strategy through inbound lead follow-up and outbound cold calls and emails

• Leverage marketing materials and campaign capabilities to drive sales activity


• Follow up on cold and warm leads to further the sales process


• Set up appointments, tee up opportunities; follow up on leads from the website


• Qualify leads from digital campaigns, conferences, references, tradeshows, etc.


• Showcase the company’s strengths and highlight our brand by highlighting the characteristics that make our organization unique.


• Through your efforts and team work with your sales partners demonstrate your impact on results through the teams goals being achieved.

Presenting And Delivering Information to Clients/Prospects

• Research and understand our product line and be familiar with each product’s function and purpose, so you can confidently upsell our customers to compatible products.


• Learn platform to be able to perform client demo’s and walk through sales materials (3 ring binder, HPT etc.)


• Set up briefs/debriefs and aid in preparation of large proposals


• Aid in preparation of sales materials (stewardship, sales presentations, marketing materials)

Client Support: Develop meaningful relationships with customers to encourage trust and loyalty

• Onboarding – work with Managing Director (MD) and Account Management teams to get to good order (order form, PIC, Account structures); Attend Weekly Project Management meetings when appropriate


• Ensure kickoff calls are scheduled/attend; Ensure training is scheduled/takes place/attend


• Work with MD and Sales Operations to raise issues, sales reporting, support tickets


• Follow up on all escalations to ensure completion and communicate to MD


• Understanding client needs and offering solutions and support


• Develop accounts by checking customer’s buying history, suggesting related and new items, and explaining technical features


• Organize client seminars/webinars, prep materials, invitations/logistics, set up briefs/debriefs


• Provide assigned accounts with Quotes, Proposals, and Presentations for specific opportunities as needed


• Develop relationships account management group of clients; get leads, maintain good relationship

Sales Support: Facilitate the entire sales process from the initiation of the original call through finalization of account onboarding for each customer

• Participate in weekly meetings to discuss sales activities for the upcoming week


• Track weekly, monthly, and quarterly performance and sales metrics


• Input and maintain record of prospective client information including contact strategy, sales activities and follow ups utilizing Zoho CRM


• Support the Managing Director (MD) and Director of Partner Analytics to successfully win all renewals


• Client RFI / RFP support: intake, answers, framing, and tracking to success of customer win & Innovu adoption.

Qualifications

• Bachelor’s degree in Business Administration or Sales and Marketing preferred


• At least 2 years of related experience


• Demonstrated organizational, oral, written, and listening skills

• Comfortable making cold calls and talking to new people all day


• Excellent verbal and written communication skills; the ability to call, connect and interact with potential customers


• Persuasive and goal-oriented


• Self-motivated and self-directed


• Able to multitask, prioritize, and manage time efficiently


• Knowledge of sales process from initiation to close


• Ability to work independently and as an active member of a team


• Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel) and CRM experience preferred


• Work with your team members to facilitate calls, manage workflow, and minimize hold times throughout the sales process


• Research and understand our product line and be familiar with each product’s function and purpose, so you can confidently upsell our customers to compatible products


• Listen attentively to customer questions and provide answers that are knowledgeable and insightful to encourage product sale

What We Offer

• Mission-driven culture where your contributions have real impact


• Flexible work arrangements


• Collaborative work environment


• Growth and advancement opportunities


• Low cost medical, dental, and vision insurance


• 401(k) plan with an employer match


• Company paid life insurance, short-term disability, and long-term disability coverage


• Paid time off
  


• Paid parental leave
  


• And more!