Sales Engineer - Digital Virtual

What part will you play? 

 
The Sales Engineer (SE) will collaborate with Account Executives and provide the technical expertise during the pre-sales process for opportunity types such as Request for Proposal (RFP), Design-Build, and Design Consulting. The SE will be responsible for completion of all technical deliverables required for each opportunity including, but not limited to, complete bill of materials with pricing, labor estimate, and scope of work. The SE will be expected to accompany Account Executives to in-person and virtual Customer meetings as needed. 

For Design-Build and Design Consulting opportunities, the SE will collaborate with Account Executives to determine and understand our Customers existing workflows, business/operational needs, and technology/collaboration strategy in order to design solutions that best meet their functional requirements now and into the foreseeable future with focus on end user experience. 

 
What will you be doing? 

• Establish and maintain positive and effective lines of communication with Account Executives and our Customers. 
• Attend in-person and/or virtual discovery meetings to identify our Customers technology and business requirements. 
• Attend site surveys when necessary to obtain design space details. 
• Ability to conceptualize, define, and explain our technology solutions to Customers with varying levels of technical expertise. 
• Validate solutions for standard RFP/RFQ and Consultant Design-Bid-Build opportunities. 
• Review RFPs in detail and identify areas of concerns for review by Account Executive or Director of Sales Engineering. 
• Submit technical RFIs during bid process as needed. 
• Review architectural, electrical, and mechanical documentation related to infrastructure and equipment installation requirements. 
• Provide consistent quality deliverables to the Account Executives to be included in proposals: 

• • Detailed Equipment Bill of Materials with Pricing 
  • Miscellaneous Materials Estimate 
  • Detailed Labor Estimate 
  • Technical Scope of Work/Bid Response/Functional Summary (as applicable) 

• Provide plan markups in Bluebeam and/or CAD to specify/coordinate infrastructure requirements for Architect/Customer and for internal handoff to Design Engineer after contract award.
• Participate in internal kick-off meetings with the assigned Project Team after contract award and provide knowledge transfer to assigned Design Engineer.
• Maintain communication with Design Engineer and review Drawing Package submittals prior to system implementation to ensure design intent is met and discuss issues/changes/etc.
• Participate in vendor product demonstrations/trainings in local office and/or remotely when hosted in other territory office locations.
• Maintain relationship with manufacturer representatives and vendor partners. 

Complexity: 

The SE will receive new Engineering Support Request assignments through the Sales Support Group which consists of non-technical and technical personnel that will work as a team to support the Account Executives on larger opportunities. For multi-million-dollar opportunities, an additional SE or Subject Matter Expert (SME) may be requested to join the team in order to formalize a complete and thorough bid response. The SE will also maintain communication with Technical Operations to ensure specified equipment and solutions designed are supported. 

Decision Making Authority: 

The SE is responsible for specifying the equipment and services required for a complete solution. The SE is encouraged to recommend strategies for differentiating Diversified from competition in competitive situations. Technical reviews by management will occur on a case-by-case basis and almost always for high profile and/or multi-million-dollar opportunities. 

Physical Working Environment: 

Work will be performed within normal office conditions and/or home office depending on the location of SE. Will be required to attend in-person Customer meetings and perform site surveys on occasion. 

What do we require from you? 
 

Education/Certifications:

• AVIXA CTS-D Certification 
  • Without CTS-D, expectation will be to pass certification exam within 6 months of hire
• Certifications or training with at least one Digital Signage Platform (Appspace, Korbyt, 22Miles etc.)
• Certifications or training with at least one control platform (Crestron, Extron, AMX, etc.)
• Certifications or training with at least one AV over IP platform (Crestron, Evertz, AMX, etc.)
• Certifications or training with at least one collaboration platform (Zoom, Webex, Teams, etc.)

Required/Desired Knowledge, Experience and Skills:  

• 5+ Years of experience in audiovisual systems design 
• Extensive knowledge of Digital Media and Content Management platforms. Including deployment of these types of systems across large enterprise level installations.
• Minimum 3-5 years of design experience in the AV industry  
• Clear understanding of the project phases (Programming, Design Development, Construction Documentation, and Contract Administration) 
• Clear understanding of the construction process, installation, integration, and commissioning of audiovisual systems 
• Demonstrated knowledge of AV technology, equipment, facilities, and systems used for Corporate Clients. 
• Understanding of TCP/IP routing, ACL's, QoS, VLAN's and Wireless Access Points.  Dante Experience is a plus. 
• AVIXA CTS-D certifications a plus but not required 
• Detail oriented, independent, self-starter, with positive outlook 
• Exceptional time management skills with a track record for meeting deadlines. 
• Exceptional time management skills and ability to meet deadlines 
• Excellent communication skills required 
• Excellent technical writing skills including grammar, spelling, and formatting preferred 
• Ability to analyze complex problems and communicate concise succinct solutions 
• Proficiency in AutoCAD or Bluebeam preferred 
• IT/Networking certifications or training preferred
• Proficiency in Microsoft Office suite (Excel, Word, OneNote, Teams) required