Cintoo is a fast-growing startup developing a SaaS platform at the convergence of Reality Capture and Digital Twins, searching for flexible go-getters who welcome the challenge of meeting the needs of a fast-growing business. Cintoo Cloud improves the performance and efficiency with a complete cloud-based, collaborative Scan & BIM platform to manage and distribute Reality Capture data such as laser scan data with no compromise to accuracy. To date our customers have used our platform to capture over 2 billion square feet on active projects, across hundreds of sites in many countries in Manufacturing, Construction or Energy industries.
Position Overview:
A Technical Sales Specialist is a strategic individual who leads and presents all technical sales aspects of Cintoo Solutions to prospects and customers and establishes innovative new ideas for growing Cintoo’s business. A technical specialist uses in-depth industry and software knowledge to uncover customer business issues, propose improvements, and achieve technical closure. They are actively involved in their industry’s community by promoting Cintoo’s unique business values.
Responsibilities:
- Account Plan Development: In partnership with Strategic Account Sales Executives, Inside Sales, and/or Channel Partner, develops a technical account plan and supports execution on the agreed upon strategies/tactics for closing business. Uses Cintoo company standard sales methodologies to ensure technical closure and alignment with sales strategies
- Technical Discovery & Solution Fit: Performs in-depth assessments of customer processes to investigate, uncover and understand customer’s business issues. Utilizes knowledge of business trends, technology, and industry to identify areas of opportunity for customer process improvement. Facilitates in discovery workshops of varying sizes to help uncover business issues/drivers/initiatives, and uses this information to connect Cintoo solutions to business outcome value. Leverages Cintoo solutions together with other resources to develop innovative solutions that satisfy technical, fiscal and schedule constraints within the customer’s business
- Customer Closure: Provides customer solutions based on the understanding of their needs. Captures metrics for quantifying and justifying the customer’s return on investment (ROI) to support business closure. Develops, delivers and demonstrates proposed solutions & product overviews and relates them to the customer’s business issues. with Strategic Account Sales Executives and Channel Partners to position solutions for customer adoption and success. Understands, positions and sells Cintoo’s unique business value in competitive sales situations
- Customer Relationship Management : Develops a required level of knowledge of customers' business processes, workflows, and technical requirements to build "trusted advisor" relationships with customers. Maintains a comprehensive knowledge of the business processes, technology trends, and workflows, within their domain of expertise to provide insight and guidance required to position the value of Cintoo
- Collaboration & Support : Develops and maintains trusted working relationships with sales teams and adjacent business resources (sales management, marketing, product development, support). Oversees and guides these resources within outlined account objectives to ensure customer satisfaction and business closure. Collaborates with others to support customer needs outside their domain of expertise, and to employ cross-selling tactics. Provides in-situation coaching and mentoring for Channel Partners on technical sales initiatives and execution
- Internal Leadership : Shares best practices, competitive information, innovation, and thought leadership within the sales organization, product divisions, Channel Partners and technical sales organizations locally and globally. Influences product development and product direction through customer feedback and identified business opportunities. Provides answers and shares knowledge on technical product and integration information pertaining to Cintoo or competitor products. Supports internal sales & technical sales enablement through creation or localization of digital assets and content
- Social Selling: Participates in their industry’s community through discussion groups and online/social mediums. Acts as an evangelist for Cintoo’s solutions. Maintains and promotes the value of their industry expertise to Cintoo sales, Channel Partners, and customers. Is involved in marketing webinars, industry newsletters, blog and social media channels, and customer success stories. Participates in company sponsored events and tradeshows to promote Cintoo’s solutions within target markets
Minimum Qualifications:
- Must have a minimum of 3 years’ experience in laser scanning and reality capture technology in the AEC or manufacturing industries.
- Understands the AEC and manufacturing industry and maintains knowledge of future trends.
- Understands project workflows from Plan, Design, Build and Manage lifecycle.
- Knowledge of industry standards, workflows, data formats and interoperability techniques.
- Understands Reality Capture for Design, Engineering and Construction and how to articulate and convey corresponding benefits.
- Software Knowledge and Capabilities
- Working knowledge and proficiency with the following Autodesk Solutions:
- Revit platform solutions (Architecture, Structure, MEP)
- Navisworks
- Autodesk Inventor/Fusion is a plus
- Relevant competitive solutions
- Working knowledge of reality capture solutions (hardware/software)
- Leica – Hardware + Register 360, Cyclone, etc.
- Faro – Hardware + Scene, Webshare, etc.
- Relevant competitive solutions
- Working knowledge and proficiency with the following Autodesk Solutions:
Preferred Qualifications:
- Bachelor’s degree in Architecture, Engineering, Construction or related industry preferred.
- Professional registration(s)
- Professional registration (P.E., AIA, etc) and industry accreditation (LEED AP, AGC, CSI, etc) preferred
- Excellent oral communication and writing skills
- Comfortable presenting in front of large audiences
- Must have credibility and respect at the executive level and be able to connect technically at the user level
- Strong analytical skills in terms of solving complex problems within supported industry(s)
- Strong teamwork / relationship management skills
- Requirements gathering and discovery proficiency
- Sales methodology or technical sales experience a plus
- Works both independently and in team environments, and can manage multiple priorities
Benefits:
- Health insurance
- Dental insurance
- Vision insurance
- Paid time off
Location: Anywhere in EU or UK