Solutions Engineer

Since 1892, OPW customers have been able to count on us to revolutionize fluid-handling operations around the world. As a global leader in fluid-handling solutions, the mission of OPW is to be a developer of a comprehensive array of innovative fluid-handling solutions that our customers can consistently and reliably count on. These include loading and unloading systems for high-value hazardous and non-hazardous bulk products; railcar and transport tank-truck valves, gauging devices and tank-monitoring systems; automated storage-terminal controls and systems; and regulators, fittings, valves, vaporizers, vacuum-jacketed piping and gas-handling systems for the safe handling and distribution of cryogenics and industrial gases. OPW has more than 2,000 employees with manufacturing operations in North America, Europe and China, and sales offices around the world. OPW is part of the Clean Energy & Fueling segment of Dover (NYSE: DOV).

The Solutions Engineer is responsible for using educational and consultative selling to drive sales growth of data center liquid cooling products (including the brands of Kamlok, Epsilon, and HyperFlow). This person converts product-based solutions into business revenue. This person owns the execution of a targeted selling process and the related “buy-cycle” funnel reporting for OPW components in liquid cooling systems. Solutions are presented with their value and role they play to increase system performance. This person is accountable for the achievement of the annual plan for specific products, accounts, and geographies.  

 

What You’ll Do

• Apply Commercial Marketing and Sales Expertise; Execute a Targeted Selling Process (Lead Generation-Development, Problem-Opportunity Identification and Quantification. Solution Demonstration, define what Good Looks Like, Negotiate, Proof Solution Value, Close). Execute “Buy-Cycle” Funnel Reporting and Basic Funnel Hygiene. Construct Excellent Relationship and Repour both inside and outside of the company.
• Apply Technical Product Expertise; Tell technical solution story (via Teams Presentations, Demonstration Videos, Live Demonstration, Under-Roof Testing, and Test Builds, End-User Trails). Present at Industry Events, Develop White Papers. Conduct Market Discovery and Preference Interviews.
• Apply Business Development Expertise; Build broader market awareness of company solution. Ensure the company reaches its Annual Plan and Strategic goals for assigned solutions. Coordinate with cross-functional teams to bring both Market and Technical input to continued NPD roadmap work.
• Model Dover’s Core Values; Respect and Value People. Collaborative Entrepreneurial Spirit. Winning through Customers. Expectation for Results. High Ethical Standards, Openness, Trust.
• This role will require 50 to 75% travel.

 

What You’ll Bring

• Bachelor’s degree in physics or engineering (preferably Mechanical, Fluids, or Hydraulics) or Equivalent
• 5+ years Sales Experience
• Telling the Solution Value Story
• Selling Solution Value to Technical Decision Makers
• Industry Experience, Previous Sales-Marketing Experience in the Data Center Eco System, Hyper Scalers, Colocations, Enterprises, Chip Manufacturers, Cooling Systems Manufacturers Manifold or Infrastructure Manufacturers for Liquid Cooling Systems or Building-Water
• Outstanding Team Communication Skills (Verbal, Digital, Personal Presentation) Presentation and Public Speaking
• Ability to Prioritize and Multi-Task
• High Bias-for-Action and Consistent follow through
• Proficiency in Microsoft Office, Salesforce or similar CRM.

 

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Pay Range: USD 110000 - 130000 Annually This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan. We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

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