Solutions Engineer

Knappco, LLC; Ohio; On-site; USD 110,000 - 130,000; Full time

Job summary

OPW, a Dover company, seeks a Solutions Engineer to drive sales growth of data center liquid cooling products (Kamlok, Epsilon, HyperFlow). You will convert product solutions into revenue, manage targeted selling, and report funnel metrics.

You will articulate technical value and coordinate with cross-functional teams to meet annual targets. The role demands a track record in selling complex systems to decision-makers, strong presentation skills, and proficiency with CRM tools and MS Office.

Qualifications

• Bachelor's degree in physics or engineering or equivalent 5+ years of sales experience.
• Experience selling complex data-center liquid cooling solutions to technical buyers.
• Proficient with CRM systems (e.g., Salesforce) and MS Office; strong presentation skills.

Responsibilities

• Apply commercial marketing and sales expertise through a targeted selling process.
• Develop and report on Buy-Cycle funnel and sales activities.
• Build relationships inside and outside the company and communicate technical value.
• Convey solution value to technical decision makers and deliver demonstrations.

Skills

Sales experience

Solution value storytelling

CRM proficiency

Public speaking

Education

Bachelor's degree in physics or engineering

Tools

Salesforce

Microsoft Office

Job description

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).

Must reside in Ohio or Illinois.

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.

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. #LI-GP1 #SWE 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.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact [e-mail] for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

We Are Dover Dover is a diversified global manufacturer and solutions provider. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments: Engineered Products, Clean Energy & Fueling, Imaging & Identification, Pumps & Process Solutions and Climate & Sustainability Technologies. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach, our team takes an ownership mindset, collaborating with customers to redefine what's possible.