Sales Engineer - Enterprise (deCarta (formerly Telcontar))

Started in 1996, deCarta is the leading geospatial software platform that has enabled some of the industry’s most successful Location-Based Services (LBS) applications such as those deployed at Ask.com, Google, Verizon and Sprint. deCarta’s technology manages asset tracking for large enterprise fleets and location-enabling the “back office systems” of the enterprise for enhanced business intelligence.

deCarta is in search of a very unique individual with sharp technical and customer-facing skills to join our team and support the development of key Enterprise market segments. The fulfillment of these segments will be through partners that include Application Developers, ISVs, VARs, System Integrators and Solution Providers.

The Sales Engineer – Enterprise is a versatile member of the Enterprise Development and Alliances team reporting to the VP Enterprise Development & Alliances. They will be responsible for providing the technical leadership and experience to help qualify, develop and validate business opportunities from a technology perspective.

The Sales Engineer – Enterprise has technical ownership of each business and partner development opportunity and collaborates with engineering, marketing, sales and product management to ensure the customer’s technical requirements are understood and met.

This position offers unique potential for professional growth due to the breadth of exposure to both business and technical matters surrounding the use of high end geospatial technology.

ROLES AND RESPONSIBILITIES:
• Work with the VP Enterprise Development & Alliances for addressing business opportunities in such Enterprise market segments as Insurance, Telecommunications, Retail, Public Sector, and Financial Services. A familiarity with those segments that depend on mobile professionals such as sales, service and other types of field agents will be very helpful.
• Some of the responsibilities will include technical pre qualification of enterprise solutions & partners, developing the technical Use Cases and value propositions to match the business cases, enabling the development and management of prototypes, proof of concepts.
• Take a key role in developing the technical drivers for growing the deCarta Partner Program including training and certification criteria.
• This person will be able to propose complex business and technical solutions based on deCarta product offerings to all levels of a business audience (i.e. deCarta business partners and their clients).
• Stay informed of technical aspects of the deCarta product suite and its evolution to determine appropriate product fit to customer needs; communicate gaps in functionality and positioning to sales management, product management, engineering, and support.
• Design and develop and/or manage the development of prototypes, proof-of-concept applications and demos to be used as pre-sales tools.
• Participate in/lead RFP response teams including proposal generation for new services or solutions.
• Stay informed of competitive products to understand the product suite strengths and weaknesses and to recognize market trends across multiple segments such as LBS, GIS, GPS, Real Time Navigation and Wireless Platforms.
• Provide training and support for partners to further develop understanding of deCarta’s (or customer branded) service and product offering.
• Attend appropriate trade functions to further promote deCarta products and services.

QUALIFICATIONS:
• Proven and successful track record in managing complex solution sales supported and fulfilled by an ecosystem of partners (6+ years).
• Familiarity and experience with integrations supporting enterprise back office systems such as BI or CRM or ERP.
• The temperament to work in a cross functional organization to be a creative problem solver for both within deCarta and to external organizations.
• Ability to think across markets to develop solutions or partnerships by leveraging their experience.
• Be able to translate the Use Cases and value propositions from one market to applications in other market segments such as Telecommunications, Insurance, Retail, Public Sector, MRM or Field Services Management.
• Excellent written and verbal communication skills to both executive and technical audiences.
• Understanding of geo-spatial software, cartographic data, applications and the integration of these components with various customer requirements.
• Understanding of web, mobile and embedded application architectures including data storage is critical.
• A working knowledge of Web Programming, database programming, and enterprise information systems is critical, particularly with regard to geo-spatial applications or GIS.
• Proficiency in one or more higher-level programming languages is an advantage (such as Java or .NET)
• A high level of professionalism, initiative, ethics, confidence, and commitment to an upstart team approach.
• Ability to travel 20-40% of the time nationally. Some international travel, albeit infrequent maybe required.