Sales Engineer, APAC

September 4

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FLYR Labs

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The Revenue Operating System® for Airlines

Travel Technology • Data Science • Machine Learning • Online Travel • Financial Technology

201 - 500

Description

• The Sales Engineer partners with FLYR’s Sales and Account teams in the region to drive growth through new customer acquisition and existing customer share-of-wallet capture. The role is customer-facing, requiring Subject Matter Expertise for FLYR solutions and customer markets. In this role, one must quickly establish a trusted advisor relationship with FLYR’s external community and internal teams. • They will collaborate with Product, Engineering, Customer Success, Senior Leadership, and Marketing teams to help drive world class demo scenarios, solution content and overall solution design, whilst striving to demonstrate the FLYR value proposition to customers throughout. This role will bring customers’ technical and business requirements back to the internal teams to ensure our solutions can be successfully executed and continue to meet our customer’s needs. • Our Sales Engineer will be capable of fielding extensive questions related to architecture, implementation, and daily use of FLYR technology. They will prepare and deliver demonstrations and presentations explaining FLYR’s solutions to customers and prospective customers, and be able to drive all solution related content for FLYR’s responses to RFI/RFPs. • This role is critical to leading and supporting proposal development and RFP responses, developing highly compelling and accurate content to position FLYR to win. • They will ensure a thorough handover of all solution related elements and commitments to delivery teams once a customer has decided to adopt the FLYR platform. • They must gain a thorough knowledge of the market, the solutions/services FLYR provides, and develop a comprehensive understanding of the competitive landscape. • They will attend industry functions, trade shows and conferences to represent FLYR and provide feedback and information on the marketplace and emerging industry trends.

Requirements

• Minimum 5 years of related technology, sales, presales and/or consulting experience, preferably with airline customers. They have a proven track record of supporting customer engagements that result in new technology adoption. • Successful track record achieving collaborative revenue goals with sales and account teams. • Must possess strong financial and business acumen with the ability to identify overall business value resulting from deployment of FLYR technology. • Ability to quickly become knowledgeable on the full range of FLYR solutions and able to discuss the overall portfolio at depth. Understands the strengths and weaknesses of the competitive offerings and how to position against. • Able to lead customer interactions; guide customers as they develop confidence and comfort with FLYR solutions. • Creates meaningful stories and combines ideas in unique ways and makes connections between disparate ideas; Communicates functional strategy and product roadmap with sufficient detail for teams to utilize; Describes functional area information to leaders. • Demonstrates effective time management in preparation for conversations/ discovery process. • Foresees obstacles in the sales cycle and identifies workarounds, leverages resources and is able to rally teammates; Ability to handle objections by clarifying, emphasizing common ground and working through challenges to a positive conclusion. Can express opposing views while simultaneously working through disagreements toward consensus. • Develops customer relationships and ensures knowledge of FLYR capabilities are understood; Identifies the challenges faced by their customers; Presents in a manner that conveys expertise and intuition; Demonstrates strong listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available. • Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; Assists customer in identifying shortcomings, even when they could delay a commercial decision; Articulates a roadmap that provides a high likelihood of the customer realizing expected business benefits and other key stakeholders achieving desired personal success. • Unyielding integrity and high ethical standards that embody the fundamental values of FLYR.

Benefits

• A commitment to your career by keeping the conversation central to your growth • Regular employment contract • Dedicated learning and support to stimulate your growth • Flexible working arrangements • Remote model of work • Top quality tech equipment so you can be at your best