Solutions Sales Engineer

EFJohnson Technologies is a subsidiary of JVCKENWOOD Corporation, a leading provider of P25 communications solutions for first responders in public safety and public service, the federal government, and industrial organizations. Our products are marketed under the EFJohnson and KENWOOD brands.

EFJohnson provides wireless communications products and systems for public safety, and commercial, and government customers. We design, manufacture, and market conventional and trunked radio systems, land mobile radio repeaters and mobile and portable radios, including Project 25 digital radio products.

SOLUTIONS SALES ENGINEER

Are you passionate about establishing technical credibility in the fast-evolving world of P25/LMR/LTE communications? As a Solutions Sales Engineer (SSE), you will serve as a trusted technical advisor, shaping technical solution strategies before the RFP even hits the table.

In this highly visible role, you will thrive on developing and maintaining strong technical relationships, primarily in the field, where you will collaborate directly with customers, consultants, and internal teams to ensure JVCKENWOOD/EFJohnson remains ahead of emerging industry demands.

ESSENTIAL FUNCTIONS:

• Technical Strategy & Customer Experience
• Support customers and consultants in technical specifications development, collaborating with Sales Directors and Capture Managers to formulate solutions that meet and exceed customer needs and address evolving technical market trends.
• Orchestrate critical internal discussions on new technologies and market shifts, pioneering solutions that enhance JVCKENWOOD/EFJohnson's long-term competitive positioning.
• Opportunity Assignment & Impact
• Take technical ownership of assigned opportunities, leveraging specific technical skills to maximize impact.
• Manage intricate sales processes by aligning technical offerings with customer requirements and ensuring feasible and compelling solutions.
• Design & Demonstrations
• Deliver solutions, including preliminary BOMs, to educate customers on P25/LMR/LTE system capabilities.
• Conduct in-depth product demonstrations, showcasing innovative features to guide customers and consultants toward JVCKENWOOD/EFJohnson solutions.
• Align with internal engineering and product teams to address pre-design needs and anticipate future technical requirements.
• Customer Engagement & Relationship Building

• Spend approximately 80% of the time in the field, engaging with customers to develop trust, deepen technical relationships, and ensure ongoing visibility of JVCKENWOOD/EFJohnson solutions.
• Cultivate strong partnerships with key customer and consultant stakeholders, establishing technical credibility and long-term loyalty and supporting decision-making processes from end users to executive sponsors.

• Market Intelligence & Competitive Analysis

• Pioneer innovative solutions by staying current on industry trends, competitor strategies, and customer feedback.
• Communicate these findings internally, championing early adoption of technologies or features that secure future competitive advantages and product roadmap adjustments.

• RFx Response & Technical Compliance
• Assist in shaping and responding to functional and technical elements of RFIs, RFPs, and other proposal requests.
• Provide clear technical guidance to the sales support and product management teams, ensuring proposals remain compliant, accurate, and aligned with customer expectations.
• CRM & Documentation Management
• Promptly and accurately document customer interactions, technical requirements, and opportunity status within CRM systems and associated workbooks.
• Support the sales team in achieving revenue and customer satisfaction goals by tracking and addressing all technical details promptly.
• Collaboration & Problem Resolution
• Serve as a liaison between the sales team, LMR/RF engineering, and other internal departments to resolve technical challenges swiftly.
• Participate in cross-functional meetings, providing specialized input to refine solutions and drive continuous improvement.
• Ongoing Learning & Development
• Stay abreast on P25/LMR/LTE technologies, competitive trends, and customer expectations.
• Continuously refine solution-selling and presentation skills, fostering an environment of ongoing innovation and technical excellence.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor's degree in Computer Science, Electrical Engineering, or a related field; or an equivalent combination of certifications or education and experience.
• 5 years of sales or domain experience with state and local government or public safety, preferably in Public Safety communications, LMR solutions, LTE, or telecommunications.
• Successful complex projects sales engineering experience in federal, state, and local markets is highly valued.
• Demonstrated technical background in wireless communications, LMR solutions, or complex technology solutions with direct dealings from operational to executive levels.

COMPETENCIES:

• Technical Acumen: Deep understanding of (or ability to quickly acquire) P25/LMR/LTE/Microwave solutions; ability to translate complex technical concepts into customer-centric value propositions.
• Presentation Skills: Skilled at delivering engaging demonstrations and informative presentations to both small and large audiences, including customers and executive management.
• Solution Innovation: Skilled at adapting solutions to capitalize on emerging market and technical trends and pioneering new solutions based on customer needs and requirements
• Strategic Collaboration: Experience partnering with sales directors, capture managers, and engineering teams to shape technical strategy and drive opportunity success.
• Customer Relationship Management: Exceptional interpersonal and trust-building skills, leading to long-term technical partnerships.
• Application Technology: Competent with CRM tools (e.g., Microsoft Dynamics), Windows-based software, and Microsoft Office applications (Word, Excel, PowerPoint) for documenting, tracking, and presenting. Experience in AI research tools, FCC and GIS datbase search platforms, RF propagation concepts and tools.
• Consultative Selling: Ability to resolve customers' communications problems that address stated and unstated customer needs, shaping solutions to align with our offerings.
• Communication & Collaboration: Excellent interpersonal skills, with the ability to align diverse teams around a common technical vision.
• Strategic Thinking: Can gather market intelligence and formulate strategies to preempt competitive threats.
• Organizational Skills: Skilled at managing multiple opportunities, deadlines, and customer engagements, maintaining accurate records in CRM.

TRAVEL/MISC:

• 80% overnight travel with periods of week-long absences when attending customer meetings, off-site corporate meetings, or attending shows and seminars.
• Maintain a flexible schedule, including evenings or weekends as required.

EF Johnson Technologies is an Equal Opportunity/AFFIRMATIVE ACTION Employer who values diversity and inclusion in the workplace. It is the policy of this company to provide equal opportunity with regard to all terms and conditions of employment. The company complies with federal and state laws prohibiting discrimination on the basis of sex, race, color, religion, creed, national origin, disability, veteran status, age, sexual orientation, gender identity, genetic information, pregnancy, or any other protected characteristic.