Senior Application Engineer

Summary
Fairbanks Morse Defense is a premier supplier of Hull Mechanical and Electrical equipment for the maritime defense market. Our technology division is a dynamic and innovative segment at the forefront of cutting-edge product development and research. We are committed to delivering groundbreaking solutions that enable and enhance our customers missions. As we continue to expand our offerings and capabilities, we are seeking a highly motivated and results-driven Sales Engineer to lead our efforts in developing and selling new technology products, solutions and R&D projects.
As a Sr. Application Engineer for Retrofits & Upgrades, Technology Products and R&D Projects, you will serve as the technical expert who bridges the gap between our cutting-edge solutions and our clients' specific needs. You will work closely with the sales team and engineering department to understand our products and projects and provide technical guidance during the sales process, ensuring that clients receive the best solutions to meet their objectives. You will play a crucial role in identifying and pursuing new business opportunities and driving revenue growth by developing project proposals, white papers, and business cases and effectively communicating how our products and R&D projects can meet our customer’s needs.
Principle Duties and Responsibilities

• Technical Expertise:
• Develop a deep understanding of our solutions, technology products and R&D projects and capabilities.
• Stay current on industry trends, emerging technologies, and competitive products.
• Serve as a trusted advisor to clients, providing expert guidance on technology solutions.
• Address technical inquiries, concerns, and objections from clients.
• Pre-Sales Support:
• Collaborate with the sales team to identify and understand client needs.
• Craft technical proposals and solutions that align with client requirements.
• Conduct product demonstrations and technical presentations to clients.
• Expand DOD R&D funding capture for relevant projects through the development and expansion of our opportunity capture net.
• Create compelling presentations and proposals that effectively communicate the value of our offerings.
• Train other sales professionals within the organization and help improve their knowledge and understanding of technology products and capabilities.
• Product Customization:
• Work with the R&D team to customize solutions to meet client-specific needs.
• Ensure that the proposed solutions align with clients' technical environments and constraints.
• Fully understand customer requirements and specify technical requirements that will differentiate FMD products and services.
• Sales and Negotiation:
• Build and nurture long-term relationships with clients.
• Ensure a high level of client satisfaction by delivering value-added solutions.
• Develop pricing strategies that ensure profitability while remaining competitive.
• Work with the legal team to draft and review contracts in accordance with company policy.
• Performance Reporting:
• Track and report on sales activities, opportunities, and results.
• Prepare regular reports for management, highlighting key performance indicators.

Qualifications and Educational Requirements

• Bachelor’s Degree in Engineering, Business Management or Technology from an accredited college / university or equivalent professional experience is required
• Master’s in business administration (MBA) or relevant other is a plus
• Minimum of 5 years of experience in Product Management, Application Engineering or Technical or Solutions Sales role is required.
• Willingness to travel up to 40% of the time, as required
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.

Desired Characteristics

• Proven track record of success in application sales, with a focus on technology products and R&D projects.
• Proficient knowledge of the DOD technology industry and emerging trends.
• Strong negotiation, presentation, and communication skills.
• Ability to build and maintain relationships with clients and partners.
• Results-oriented, self-motivated, and able to work independently.
• Proficiency in CRM and sales management software.
• Experience with developing proposals, white papers and business cases for technology-based products e.g. 5g networks, AI/ML, Mixed Reality, Enterprise Software, Cyber Security, or Robotics
• Highly detail-oriented, organized, and flexible
• Business case driven and fact-based