LARS / Winch Solutions Engineer

1 month ago

Halifax, Canada AML Oceanographic Full time

When asked,AMLers cite five main reasons as to why they chose our team: culture, colleagues, growth trajectory, transparency and flexibility. Learn more about what sets AML aparthere .

Over the past 10 years, AML Oceanographic has grown by 17% per year, compounded annually. How? Most importantly, we’ve built a team that provides outstanding service and truly cares about our customers. AML has a market reputation for two things:

  • Going to the ends of the earth to make our customers successful, and
  • Bringing fresh ideas to an established market

What is the mission of this role?

LARS and MVP customization contracts

Where is this role located?

What are the responsibilities of this role?

  • Solution creation
    • Conceptualizes and details customer-appropriate solutions within AML's chosen space; Matches AML competencies with customer need and profit-per-hour requirements
  • Moves custom LARS / MVP deals systematically through the sales funnel
  • Achieves quarterly and annual custom LARS / MVP sales targets, expressed in item gross profit
  • Defines contract performance specs, scope, costs, timelines, and expected return; Finalizes project specifications; Defines minimum viable for delivery teams; Communicates the 'what' and the 'why' to internal stakeholders
  • Product roadmap
    • Combines customization conversations and customer feedback to recommend a product road map; Manages the product vision; Brings the facts and answers the 'why'; Assesses the financial potential in terms of item gross profit, profit, and profit per hour
  • Educates and evangelizes internal and external stakeholders on the road map; Equips staff to make informed decisions
  • Product marketing
    • Establishes core product message - features and benefits; Prepares and versions product collateral (market specs); Manages the internal launch of new products; Educates sales teams
  • Ensures stakeholders - including but not limited to buyer - of custom design project got what they expected; Manages expectations appropriately; Gets customer trained if necessary

What are the skills needed for this role?

  • 'On-the-fly' thinker
    • Ability to move between concept and detail; technical and non-technical; demonstrated capability to identify and zero in on what matters to achieve desired outcomes; Can make informed decisions quickly
  • Product knowledge
    • In-depth, technical understanding of AML's LARS and MVP products, services, and technologies, as well as those of relevant competitors; they are the product expert; application expertise
  • Application knowledge
    • Strong working knowledge of end-user applications, including technical details; Knowledge of hydrography, physical oceanography, oceanographic science, and subsea / offshore construction
  • 'Out-of-the-box' thinker
    • Adept at 'finding a way' OR finding alternative options that are meaningful to stakeholders (customers, partners, suppliers); Able to create simple solutions to complex problems; Skilled at recombining facts and perceptions to change the view
  • Relationship builder
    • Is able to build strong relationships with stakeholders (customers, partners, suppliers); Strong interpersonal and verbal communication skills; Ability to successfully balance conflicting interests; Listener and question asker; Has emotional intelligence and is able to read the tea leaves, is sensitive and attuned to nuance, is empathetic, etc.
  • Strong written and verbal communication skills; Ability to adjust and tailor language; Explains concepts clearly and concisely; Able to break down and communicate complex ideas in manageable pieces; Presents to impress; Able to instill confidence in stakeholders (customers, partners, suppliers)
  • Reads the deal
    • Realistic read of the deal; Able to distinguish fact from belief from hope; Adept at interpreting stakeholder communication; Able to assess information source and quality for its impact on the deal; Hopes for the best but plans and prepares for the worst
  • Analytical thinker
    • Can synthesize information, quickly; Able to assess root cause, symptom and effect; Able to forecast future state and extrapolate current actions; Able to build a plan to change future expected outcome
  • Ideation
    • Adept at brainstorming and ideation; Proven ability to conceptualize, write, and draw compelling sales materials; Able to clearly and convincingly communicate a vision for what should be

How do we measure success in this role?

Custom LARS Deal Points - One point awarded for each incremental milestone in the customization contract process

How to apply for this role?

In addition to your resume and cover letter, please clearly identify the personal values that you use to guide your decisions, and explain why these specific values are so important to you. Finally, please clearly indicate your compensation expectations. Please indicate your willingness to relocate for the position if required. This position is open until filled.

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