Field Application Engineer
Term and Status: Fulltime
Reports to: CPTO Edge
Direct Reports: NA
Key Relationships: Product Owner
Location: Germany (coworking facility or home office) with regional and international travel as required
Purpose of the Position:
The purpose of this role is to achieve Portainer’s edge compute revenue targets as a Field Application Engineer by supporting direct sales engagements and Portainer’s (I)IoT partner program for OEMs, System Integrators, Value Added Resellers, and Independent Software Vendors
The post-sale engagement of this role ensures that the customer makes full use of our product and that he is satisfied with Portainer.
Key Responsibilities/Desired Outcomes
Field Application Engineer Responsibilities:
The role includes (but may not be limited to) the following functions:
Preparing, developing, and holding technical presentations to explain Portainer’s product for edge use cases to our potential customers.
Preparing, developing, and implementing Proof of Concepts to convince our potential customers of Portainer’s capabilities for edge use cases.
Creating digital content (videos, blogs) for Portainer’s edge capabilities.
Prospect, develop and close new business with new and existing customers.
Soliciting and logging client feedback and evaluating it to create new sales and marketing strategies to target customers.
Participating in relevant trade fairs and events, both as an attendee and as an exhibitor.
Identifying areas for improvement and communicating these issues as well as possible solutions to CPO and corresponding Product Owners.
Helping with the research and development of new product features.
Researching, developing, and modifying Portainer together with the
corresponding team to meet customers’ technical requirements and needs.
Improving product features and measuring
the impact of product features and experiments.
Assisting with customer onboarding sessions to ensure successful deployments.
Working directly with customers to help solve their problems and ensure their satisfaction while they are an active account
Critical Success Factors:
Understanding and alignment with the edge department’s strategy
Absolute commitment to the revenue objectives of the company
Strive to continuously improve the product to meet the requirements of our edge customers
Effective prioritization and time management
Key Performance Indicators:
Support the regular, systematic achievement of sales targets
Support the development and management of a sales pipeline suitable to achieve the sales targets
Support the management of a product development pipeline to achieve the sales targets
Support the expansion of business for existing customers
Support the retention of existing customers
Attributes and Skills:
To be effective in this position, you should have and be able to consistently demonstrate the attributes and behaviours
Enhanced understanding of software containers and their orchestration
Strong communication, interpersonal and sales skills
Ability to relate technical information to non technical customers
Ability to maintain long lasting customer relations and provide product support
Effective time management
Excellent technical and problem-solving skills
English and German language skills are required
Occasional visits of Portainer’s IIoT lab in Hannover (Germany) are advantageous
Qualifications and Experience:
This section sets out the previous experience, technical abilities, and professional
qualifications required to perform the role.
At least a Bachelor’s degree in Industrial Engineering with Business Studies or a related field
At least 3 years of experience in IIoT projects, SCADA, MES, and distributed systems
Knowledge of Portainer’s capabilities