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Reflex Robotics · 2 months ago

Sales Engineer, Account Management

New York, NY

Full-time

Hybrid

Mid, Senior Level

Reflex Robotics is a startup focused on creating affordable wheeled humanoid robots for manufacturing and logistics. The Sales Engineer will play a crucial role in establishing market confidence in their solutions, engaging early-adopter clients, and developing initial projects to build a reference installation base.

Artificial Intelligence (AI)Robotics

Responsibilities

Execute Go-to-Market Strategy: Embrace and prioritize the process of establishing customer comfort and confidence with humanoid robot solutions

Secure Beachhead Customers: Identify and engage innovative, early-adopter customers who are open to a journey-partner relationship

Develop and Close Initial Projects: Focus on securing contingent agreements, supported by proof-of-concept pilot systems, which aligns with customers' available discretionary spending for the current fiscal year and scaleouts next year

Build the Installation Base: Drive the effort to deliver contingency agreements to several different customers, as a five-customer install base is more influential than a single customer with five units

Technical Vetting: Collaborate with the internal technical team to thoroughly vet all potential opportunities, ensuring our team can achieve customer sign-off without excessive in-field efforts

Long-Term Strategy: Actively work with customers on their 2026 budget planning process to ensure funds are earmarked for larger humanoid projects in the next fiscal year(s)

Develop Sales Tools: Leverage initial pilot projects to create a critically important reference installation base and generate delighted customer testimonials for future sales and marketing efforts

Manage Customer Relationships: Facilitate discussions and Q&A events between potential, skeptical customers and satisfied, experienced customers from our pilot programs

Commercial Agreement Development: Facilitate the contingent purchasing agreements (CPAs) that can be activated once future budgets are in place, defining terms, KPIs, timing, and success metrics

Qualification

Automation SalesNew Technology IntroductionBeachhead Project SuccessTechnical CompetenceFinancial AcumenConsultative Sales ApproachRelationship ManagementStrategic VisionBachelor of Science

Required

Must have experience overseeing the successful launch of market-disruptive products and new technologies

A background in selling complex automation solutions, including robotics, is required

Demonstrable experience securing and managing 'beachhead' or pilot projects with benchmark customers, even with commercial concessions, to prove technology and drive future sales

Proven ability to educate customers with a 'bias toward action' on new technology, moving them from requiring demonstration to project commitment

Experience structuring deals around customer budget limitations, such as targeting discretionary accounts versus large CAPEXs, and developing TCO10 / ROI calculations for customers

Possesses a strong engineering and technical background to engage in detailed product discussions and collaborate with internal technical teams

Skilled at managing relationships with innovative companies, journey-partner customers, and even demanding clients with initial skepticism

Ability to operate on a parallel path, closing small, immediate deals while simultaneously working with customers to secure funding for significant future projects

Bachelor of Science in a relevant field such as International Business or Engineering