Sales Engineer - Energy and Refined Fuels

DTN; Texas; On-site; USD 120,000 - 150,000; Full time

Job summary

DTN in Texas is seeking an experienced Sales Engineer for Energy & Refined Fuels to guide complex enterprise software sales engagements. You will partner with executive and operational stakeholders to shape strategy, align teams, and demonstrate how DTN's platform drives measurable business value.

The role requires strong discovery, executive communication, and ability to navigate multi-stakeholder deals, with collaboration across Sales, Product, Engineering, Professional Services, and Customer

Qualifications

• 5+ years of Sales Engineering, Solution Consulting, Solution Architecture, or Technical Consulting experience supporting enterprise software sales.
• Demonstrated experience leading executive discovery and business process discussions.
• Experience supporting complex, multi-stakeholder enterprise sales cycles.
• Strong consultative communication and presentation skills.
• Ability to translate technical capabilities into measurable business outcomes.
• Experience collaborating across Product Management, Engineering, Professional Services, and Sales.
• Proven ability to influence without direct authority.
• Experience supporting enterprise SaaS solutions.

Responsibilities

• Lead executive and operational discovery sessions with enterprise customers.
• Understand customer business processes, operational workflows, challenges, risks, and strategic objectives.
• Identify business drivers, success metrics, implementation considerations, and organizational priorities.
• Translate customer challenges into consultative solution recommendations.
• Guide customers through current-state and future-state business discussions.
• Design solution strategies that align objectives with DTN capabilities.
• Lead solution mapping across multiple functional areas.
• Develop phased implementation approaches when appropriate.
• Balance customer priorities with product capabilities and roadmap direction.
• Identify risks early in the sales cycle.
• Deliver presentations focused on business outcomes to executives and technical audiences.
• Adapt messaging to diverse stakeholder groups.
• Collaborate with Account Executives, Product Management, Engineering, Professional Services, and Customer Success.
• Coordinate with Engineering to validate technical approaches.
• Support pricing conversations with business justification.
• Assist in advancing complex enterprise opportunities.

Skills

Sales Engineering

Solution Consulting

Executive discovery

Enterprise sales

Consultative selling

Cross-functional collaboration

SaaS experience

Technical presentation

Job description

For decades, DTN has been the silent force behind some of the world's most critical industries - helping businesses navigate complexity, uncertainty, and risk with smarter, faster decisions. From agriculture to energy to weather intelligence, our proprietary Operational Decisioning Platform transforms raw data into decision-grade insights - enabling companies to optimize supply chains, ensure market stability, and safeguard infrastructure against disruption. We don't follow trends - we set the standard for precision, trust, and operational impact.

DTN is at an exciting inflection point. Building off a foundation of financial strength, profitability, and industry trust, we're accelerating growth and expanding our global footprint. Our purpose-built solutions - powered by AI and honed by decades of vertical expertise - are helping some of the world's most significant enterprises thrive amid operational constraints and uncover new opportunities in a fast-changing world.

Job Description

DTN is seeking an experienced Sales Engineer - Energy & Refined Fuels to serve as a trusted advisor throughout complex enterprise software sales engagements.

This role extends well beyond product demonstrations. You will partner with executive and operational stakeholders to understand business challenges, facilitate discovery, shape solution strategy, align cross-functional teams, and help customers envision how DTN's technology can transform their business.

Success in this position requires exceptional business discovery skills, enterprise solution consulting experience, executive communication, and the ability to navigate complex, multi-stakeholder sales opportunities.

You will work closely with Sales, Product Management, Engineering, Professional Services, Customer Success, and Marketing to develop strategic solutions that deliver measurable customer value.

Why This Role Matters

DTN's customers rely on mission-critical technology to manage fuel supply, pricing, logistics, inventory, transportation, trading, and commercial operations.

Our Sales Engineers play a strategic role in helping customers evaluate operational challenges, align stakeholders, understand implementation considerations, and build confidence in DTN's solutions.

Rather than simply demonstrating software, you'll help customers solve meaningful business problems that impact revenue, operational efficiency, and competitive advantage.

Primary Responsibilities

Enterprise Discovery & Business Consulting

• Lead executive and operational discovery sessions with enterprise customers.
• Understand customer business processes, operational workflows, challenges, risks, and strategic objectives.
• Identify business drivers, success metrics, implementation considerations, and organizational priorities.
• Translate customer challenges into consultative solution recommendations.
• Guide customers through current-state and future-state business discussions.

Enterprise Solution Strategy

• Design solution strategies that align customer objectives with DTN capabilities.
• Lead solution mapping sessions across multiple functional areas.
• Develop phased implementation approaches when appropriate.
• Balance customer priorities with product capabilities and roadmap direction.
• Identify technical, operational, and organizational risks early in the sales cycle.

Executive Communication

• Deliver compelling presentations focused on business outcomes rather than product features.
• Present confidently to executive, operational, and technical audiences.
• Clearly articulate business value, ROI, operational improvements, and implementation considerations.
• Adapt messaging to diverse stakeholder groups.

Cross-Functional Leadership

• Partner closely with Account Executives throughout complex sales pursuits.
• Collaborate with Product Management regarding roadmap alignment and customer feedback.
• Work with Engineering to validate technical approaches.
• Coordinate with Professional Services regarding implementation strategy.
• Support Customer Success during transition from sale to delivery.

Technical Validation

• Conduct tailored demonstrations aligned to customer business objectives.
• Support Proofs of Concept (POCs) and technical evaluations.
• Respond to technical questionnaires and RFP/RFI requests.
• Validate solution fit while managing customer expectations.

Commercial Support

• Contribute to proposal development and solution positioning.
• Support pricing conversations through technical and business justification.
• Help customers understand implementation tradeoffs and phased delivery strategies.
• Assist Account Executives in advancing complex enterprise opportunities.

Required Qualifications

• 5+ years of Sales Engineering, Solution Consulting, Solution Architecture, or Technical Consulting experience supporting enterprise software sales.
• Demonstrated experience leading executive discovery and business process discussions.
• Experience supporting complex, multi-stakeholder enterprise sales cycles.
• Strong consultative communication and presentation skills.
• Ability to translate technical capabilities into measurable business outcomes.
• Experience collaborating across Product Management, Engineering, Professional Services, and Sales.
• Proven ability to influence without direct authority.
• Experience supporting enterprise SaaS solutions.

Preferred Qualifications

Experience supporting organizations within:

• Refined Fuels
• Fuel Marketing
• Fuel Distribution
• Petroleum Wholesale
• Terminal Operations
• Commercial Fuels
• Convenience Retail
• Supply & Trading
• Commodities
• Midstream Energy
• Energy Logistics

Experience with:

• Pricing & supply optimization
• Fuel inventory management
• Transportation & logistics
• ERP integrations
• APIs & enterprise integrations
• Cloud/SaaS platforms
• Data analytics platforms