Job Details
Building the people that build the world.
With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world.
As part of Detection and Measurement, CUES is the world s leading developer of water, wastewater, and storm water inspection equipment. With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.
How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As the Software Sales Representative, you will play a critical role in selling industry-leading SaaS solutions to the municipal utility space as well as related infrastructure management organizations in the West Coast territory of the U.S. The sales role involves a blend of new business development as well as the cross-selling and upselling of existing customers.
The salesperson must be customer-focused and revenue-driven with a consultative approach to differentiating how CUES technology helps organizations transform their business. You ll collaborate with a team of CUES technical experts who focus on specific industry domains (Water, Wastewater, Gas, Public Works, etc.), to build solutions that orchestrate advanced asset management, often using AI and AWS workloads. Additionally, a local team of equipment salesmen and Dealers will provide leads and help win deals. This position will be based in our West Coast regional territory.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
1. Technical Expertise & Quote Preparation
Develop an in-depth understanding of our software products and their technical capabilities to articulate unique features that will win new business
Present technical SAAS and Cloud-based solutions to senior management, asset managers, civil engineers and GIS/IT manager-level customers/clients
Manage end-to-end sales cycles including lead generation, qualification, understanding pain points, conduct live software demonstrations to various decision makers, and closing new business
Provide input from customers to the software development team to help shape future updates and enhancements
Actively pursue key accounts and execute sales strategies to achieve or exceed sales targets
2. Customer Focus & Communication
Gain a deep understanding of the customer s needs to conduct gap/fit analysis and prepare quotes for complex software environments
Proactively partner with customers by presenting product features and proposing benefits that solve their unique challenges
Serve as a liaison between the customer and technical support teams to ensure issues are addressed promptly and completely
Conduct regular check-ins to understand how business needs may be evolving and if additional or enhanced services are needed to drive success
Build and maintain strong relationships with current and prospective customers
3. Continuous Improvement
Actively gather feedback from customers to understand their satisfaction levels, pain points, and suggested areas for improvement
Analyze sales data, customer feedback, and market trends to identify areas for improvement and sales optimization
Actively participate in process improvement initiatives to enhance the effectiveness of the software sales function
Participate in group projects as they relate to the overall goals of the department and organization
Ensure compliance with company policies and procedures
Other duties as assigned that relate to the overall goals of the department and organization
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We each bring something to the table, and we are looking for someone who has:
Required Experience
Minimum 5 years experience in technology sales with either enterprise software or cloud computing products or services
Experience preparing software quotes to support complex software environments
Ability to prepare gap/fit analysis when responding to RFPs
Thorough understanding of the sales process from lead generation to opportunity assessment, pursuit and post-sale satisfaction for additional up-selling
Preferred Experience, Knowledge, Skills, and Abilities
Strong business etiquette and judgement related to channel management and customer relationships
Strong negotiation skills and proven performance closing deals
Experience and comfort presenting technical solutions to large audiences both virtually and in person
Accomplished time management and organizational skills
Ability to listen carefully to the voice of the customer to formulate congruence between the proposed solution and customer needs
Sound communication skills with command of written and spoken English
Sharp/Quick Witted can think on the fly. Flexibility to handle a curveball.
Confidence with the absence of ego
Education & Certifications
Bachelor s degree in Business, Marketing, or equivalent technical sales experience
Travel & Working Environment
The position may require occasional work outside normal work hours
Requires 50 60% travel to customers, dealers, prospects, and trade shows
The compensation information that follows is a reasonable estimate for the position and is provided pursuant to legal requirements in this state. The salary estimate provided represents the typical salary range for the position, and other factors may be used to determine the successful candidate s actual salary, including: skill set, experience, training, education, organizational needs, internal equity, market data, and geographic zone. The estimated base salary for this position is: $73,000 - $92,000. At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors. This role is eligible to participate in a sales incentive plan, subject to the rules governing the plan. SPX offers a variety of benefits, including health benefits, 401k retirement with a company match, and flexible time off. More information about our benefits can be found on the Rewards and Benefits section of the career page.