The posting
The role, at a glance: Biamp, a leading manufacturer of professional electronics for use in the installed audio and video communications market, is currently recruiting a new Field Sales Engineer who will work with customers mostly based in Germany. This position is a primary source for pre-sales technical and design support for all Biamp’s products. The mission of this technical sales position is to assist the business development channel sales team in achieving the company’s sales targets by educating end users, consultants, AV integrators and distributors on design and performance attributes of Biamp’s products and technology, in a pre-sale capacity. The goal is to ensure the client specifies the right Biamp system for their project and is certain of achieving the performance they expect. The Field Sales Engineer also provides training and coaching to the design and installation teams for the distributor or AV integrator, with the aim of completing projects more effectively and profitably. This position partners closely with Biamp account managers and members of the business development team, as well as with the technical support team, whilst maintaining a close relationship with the customer. As well as communicating with technical contacts, The Biamp FSE must be able to tailor communication to non-technical stakeholders to ensure all parties understand the implications of a discussion.
How you'll contibute:
- The Field Sales Engineer will take a leadership role through the technology evaluation stage of the sales process with major projects and key clients, remaining available to assist during the development of system design.
- Manage all elements of the technical communication between Biamp and end users, consultants, AV and control integrators and distributors up to the point where the product is ordered. This includes writing (or participating in writing) proposals, drafting design drawings, providing quotations and creating any technical documentation or guidance required during the pre-sale stage.
- After being introduced into a project by the Sales or Business Development Manager, a Field Sales Engineer’s responsibility is to develop relationships with decision-makers and technical staff, becoming their technical resource and reference.
- Provide demonstrations and training of the technological aspects of Biamp’s products and solutions in the field to system integrators, consultants, end-users and distributors on all aspects of Biamp’s equipment, its functions and its uses.
- Drive the sales process through all phases requiring technical or design decisions. Fully explain to clients how a Biamp solution solves their challenges and delivers optimal outcomes. Help increase Biamp market share by providing world-class technical expertise on every project.
- Participate in regional trade shows as necessary, meeting customers at the booth and delivering equipment demos or providing technical expertise.
- Maintain an ethos of constant self-improvement on sales techniques and technical skills.
- Work in conjunction with Biamp business development managers as the key technical advisor and product advocate.
- Respond to functional and technical elements of RFIs/RFPs.
- This position will be located in Germany or a neighboring country.
You'll also support with:
- Maintaining and upgrading the experience center in our facility.
- Providing input and guidance for the creation of operations manuals for new products.
- Creating and proofreading content for Biamp’s online knowledgebase.
- Reporting client feedback on technical matters to Biamp leadership. Identifying and reporting any areas that could be improved for increased customer satisfaction.
- Other duties as assigned by your supervisor.
A successful candidate should have:
- Comprehensive general technical audio, video, UC and control knowledge.
- Experience with programming and installing AV and control systems.
- AV networking design experience with CCNA, CCNP, CCDP, ENS, CompTIA or other relevant IT industry qualifications is a big plus.
- Experience with key UC platforms in Meeting Spaces including Microsoft Teams Rooms, ZoomRooms, Google and Cisco is preferred.
- Good computer literacy skills, including working knowledge of the MS Office suite, Visio & CAD programs and EASE Focus / Address.
- Experience interfacing with distributors, system integrators, consultants, and end-users in the professional audio-visual and control industry.
- Strong technical presentation skills, and the ability to address a wide range of business and technical people, from company presidents to non-technical staff.
- Ability to build long-term relationships with customers.
- Ability to work as part of a team.
- Experience with international travel.
- Excellent written and verbal English & Germany skills. The ability to speak and write fluently in another European language (Dutch or French) is a big plus.
- Relevant degree or professional qualifications are desirable.
The position requires the ability to travel often and at short notice in Germany as well as occasional trips throughout Europe and Biamp’s headquarters in Beaverton, Oregon. This position includes the payment of all travel and office costs, including office equipment. The Field Sales Engineer reports to the Field Sales Engineering Manager, Europe & Africa.
Work Environment:
- Work from home with up to 75% of travel.
Who is Biamp?
We make the world’s most extraordinary audio and video solutions. For over 50 years, Biamp has created and innovated professional audiovisual solutions that enable great communication. From the smallest of rooms to the largest of venues, we empower true human connection in every space.
As we grow to meet our customers’ needs and evolve to address the challenges of tomorrow, one guiding principle remains the same: Biamp connects people through extraordinary audiovisual experiences.
About our company:
At Biamp, we believe the employment relationship should be reciprocal. We want you to love your job, and we want your expertise and knowledge to help drive our business forward. We champion a supportive and dynamic environment filled with passionate people who choose continuous improvement over perfection. We insist on clear, explicit decision making, believe in taking calculated risks, and celebrate tough decisions even when they don’t succeed. We look for people who desire the best from themselves and encourage the same from their coworkers. Our commitment to one another and to the common goal is the most consistent reliable path to recurring success for all of us.
