Solutions Sales Engineer - Civil Engineering

Armorock is a market leader of precast polymer concrete structures for the wastewater industry. Our mission is to drive the future of sustainable infrastructure with high-quality, innovative solutions that create lasting value, guided by our QUESST core values:
Quality, Unified, Efficient, Safe, Sustainable, Transparent.

The Solutions Engineer is responsible for driving the adoption of Armorock polymer concrete in municipal wastewater infrastructure specifications in their territory. This role supports growth by leading specification conversations, developing territory strategies, improving technical documentation, and providing market insights to enhance targeting, positioning, and long-term strategic planning.

This is a remote position with regional travel. The Solutions Engineer works from a home office and partners closely with local sales teams, Sales Leadership, Estimating, Engineering, and Operations to convert specifications and secure placement on municipal approved products lists.

Description of Outcomes Expected

• Lead direct conversations with municipalities and engineers to convert wastewater specifications to Armorock polymer concrete.
• Identify decision makers, build relationships, and overcome objections through technical education and value selling.
• Track engagement stages, from initial outreach to final specification approval, ensuring continuous progress and follow-up.
• Collaborate with local sales teams to coordinate specification efforts and maintain unified messaging.

• Collaborate with Sales to develop and maintain dynamic territory-specific playbooks covering prospect targeting, specification pathways, and regional market nuances.
• Regularly update playbooks based on field feedback, project wins and losses, and changing market conditions.
• Partner with Sales Leadership to align territory strategies with national growth goals and specification penetration targets.

• Conduct technical sales presentations and product demonstrations for engineers, contractors, and municipalities.
• Collaborate with Sales, Estimating, and Operations teams to deliver customized product solutions when required.
• Interpret project specifications, plans, and drawings to propose appropriate product solutions.

• Maintain accurate tracking of all specification activities, conversations, and outcomes within CRM systems.
• Submit municipality applications to add Armorock products to Approved Products Lists (APLs).
• Manage and continuously improve technical documentation, submittal packages, and other materials to maximize specification success.
• Provide regular reports and insights to management on progress toward specification goals and conversion metrics.

• Conduct research on regional and national competitors, tracking specification strategies, pricing models, market positioning, customer feedback, and other competitive trends.
• Analyze market size, growth potential, municipal project pipelines to prioritize high-impact opportunities.
• Share actionable insights with the broader team to refine targeting strategies and competitive messaging.

• Represents Armorock at industry conferences, trade shows, and municipal and engineering association events.
• Supports lunch-and-learn sessions and continuing education presentations for engineering firms and municipalities.
• Provides field and market feedback to Engineering, Quality and R&D, and Marketing to inform product and messaging decisions.
• Maintains awareness of industry standards, regulatory changes, and competitor activity affecting specification decisions.
• Supports cross-department collaboration to resolve technical, commercial, and customer-facing issues.
• Performs other duties as assigned.

Bachelor's degree in business, Finance, or Engineering preferred.

Professional Engineer (PE) license not required but preferred.

Regional travel required, up to 50%, including travel to municipalities, engineering firms, job sites, manufacturing plants, and industry events.

• 5-10 years of relevant experience - wastewater engineering or civil engineering sales.
• 3-5 years in executive account development
• Strong analytical and critical thinking abilities
• Proficient in reading and interpreting engineering drawings and…