Senior Sales Application Engineer

Cummins Inc.; Kearny (NJ); On-site; USD 145,000 - 197,000; Full time

Job summary

Cummins Inc. in Kearny, NJ is seeking a Senior Sales Application Engineer to lead technical sales with influencer-focused strategies across NY/NJ/Eastern PA.

You will act as the SME, translating customer needs into solutions and guiding sales teams. You will build relationships with architects, engineers, contractors, OEMs and channel partners, manage opportunities in Salesforce, and help shape demand with market insights.

Qualifications

• University or college degree in engineering, or an acceptable combination of education and experience.
• Experience in technical sales, application engineering or project management.
• Licensing for export controls or sanctions regulations may be required.

Responsibilities

• Build and lead strategic relationships with key influencer customers across regions.
• Set and execute influencer strategy targeting priority firms and individuals.
• Serve as the technical SME, providing code, standards, and solution guidance.
• Identify customer needs and market opportunities using insights and trends.
• Manage opportunity flow, reporting in Salesforce and routing to sales owners.
• Create and maintain influencer account strategies and measure impact.
• Act as industry thought leader and liaise with internal/external stakeholders.

Skills

Strategic relationship building

Influencer strategy execution

Technical SME

Sales pipeline management

Sales forecasting

Account strategy development

Thought leadership

Education

Engineering degree or equivalent

Experience in technical sales / application engineering / project management

Tools

Salesforce

Job description

We are looking for a talented Senior Sales Application Engineer join our team specializing in Technical Sales for Cummins, Inc. in Kearny, NJ.

In this role, you will make an impact in the following ways:

• Build and lead strategic relationships with key influencer customers across regions (e.g., architects, engineers, contractors, OEMs, dealers, and channel partners) to drive long-term sales influence.


• Set and execute the influencer strategy, targeting existing priority firms while identifying and cultivating new firms and individuals to expand influence.


• Serve as the technical subject matter expert, providing code, standards, and solution guidance to consulting engineers, end users, and sales teams.


• Identify customer needs and market opportunities by leveraging customer insights, market trends, and competitor research to prospect and shape demand.


• Manage opportunity flow and rigor, ensuring sales opportunities are identified, reported, tracked in Salesforce, and passed to the appropriate sales owners.


• Create and maintain key influencer account strategies, measuring customer perception, team credibility, and the overall impact of influence efforts.


• Act as an industry thought leader and customer advocate, sharing market insights internally, representing the company externally, and aligning influence activities with business targets (sales plans, margin, market share).

To be successful in this role you will need the following:

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.


• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts.Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.


• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline.Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.


• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns.Develop forecasts that are realistic and based on solid data analysis.

Education/Experience

• University or college degree in the field of engineering, or an acceptable combination of education and experience.


• This position may require licensing for compliance with export controls or sanctions regulations.


• Significant level of relevant work experience required. Experience in technical sales, application engineering or project management required.

Additional Responsibilities

• University or college degree in the field of engineering, or an acceptable combination of education and experience required.


• 4+ years of experience in technical sales, application engineering or project management desirable.


• Responsible for building relationships with Consulting Engineers in the Upstate New York, New Jersey and Eastern Pennsylvania markets.


• Clear communication with leadership, peers on the Northern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.


• Project and relationship management/tracking will be documented in Salesforce.


• Technical aptitude to quickly ramp up on the products we are responsible for selling.


• Ability to execute technical presentations with external customers and internal sales teams.


• This person can be based in NY, NJ, or PA.

Compensation

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

This role is on an 80/20 sales compensation plan.

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

Min Salary $145200

Max Salary $196800

ReqID 2428332

Relocation Package No

100% On-Site No

Cummins and E-Verify At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.