Sales Engineer- Retail; Lisle, IL

The Sales Engineer - Retail will be the go-to solution expert supporting sales in pre‑sales selection of standard solutions, documenting deviations from the standard solutions, performing investment analysis and identify and deliver on post‑sales professional services opportunities.

This is an instrumental role in supporting the Glory Global Solutions Sales team to accelerate the sales process to ensure greater closure rates and corresponding sales growth for supported regions/territories.

Focused on pre‑sales support, solutions selection, configuration, ROI creation/validation, SOP creation, hand‑off and knowledge transfers to Customer Experience Management team, performing post‑POC/sales analysis, documenting recommendations, creating/upselling opportunities and roadmaps for prospect/customers, optimization model creation, analysis of prospect/customer/Product/Solution data and selling professional services.

Major goal is to perform Investment Analysis, ROI modeling, Gap or Post analysis, as well as Process and Procedure development.

Work with sales and the customer to select a fit-for-purpose solution, monetize customizations and consulting opportunities, and expeditiously guide the customer from first contact to receipt of PO or signed POC agreement.

• Provide pre‑sales expertise in selecting standard solutions or documenting deviations from standard solutions for customers. Select release software version for solution, create configuration database and publish to department responsible for creating install instructions, create customer‑facing SOP documentation, create internal documentation necessary to describe the solution (how it is configured, how it will be used and customer’s ROI goals), and create any other documentation necessary for the Product Operations, Customer Experience Management, Product Management, and Marketing team’s request.
• Conduct information gathering activities to understand and document customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals and ROI metrics.
• Create pre‑ and post‑implementation customer business impact overviews and executive summaries including capturing all information required by the Decision Link application to produce the standard ROI presentation. Present, with Sales, the standard ROI presentation to the customer and enter all assumptions changes requested by customer into Decision Link. Re‑present the resulting revised ROI presentation and receive written sign‑off from the customer on the ROI metrics and goals to be obtained (required for POCs).
• Conduct customer best practices and optimization consulting. Document the before and after states, benefits/savings and actions to implement. Create SOW and submit to VP of Product & Marketing for review, approval and pricing. Partner with Sales to obtain signature on the SOW and present documentation and implementation plan to customer.
• Work with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large scale rollouts to minimize sales cycles for optimum customer impact.
• Provide regular feedback to internal groups for product enhancement and marketing.
• Hand‑off and knowledge transfer all pre‑sales learnings and documentation to Customer Experience Management team; ensure they have everything they need to support Proof‑of‑Concept customers.
• Provide SME knowledge in Train‑the‑Trainer sessions to ensure 3rd party trainers are prepared to effectively and thoroughly train customers’ end users to proficiently use and expeditiously adopt solutions.
• Work with Product Management to make product enhancement recommendations for specific customers and for overall product enhancement. Document all defects and enhancement requests in the system of record dictated by the relevant Product Manager.
• Conduct Solution Center Tours with customers to support sales where necessary.
• Support internal teams and internal functions (installation coordinators, trainers, etc.) to ensure flawless customer execution.
• Understand retail market cash management practices and customer’s cash management practices to make…