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**Solutions Engineer

2 months ago

Halifax, Nova Scotia, Canada AML Oceanographic Full time
About the Role

We are seeking a highly skilled Solutions Engineer - LARS and MVP Customization to join our team at AML Oceanographic. As a key member of our team, you will be responsible for creating and delivering customized solutions for our customers.

Key Responsibilities
  • Solution Creation
    • Conceptualize and detail customer-appropriate solutions within AML's chosen space; Match AML competencies with customer need and profit-per-hour requirements.
  • Custom LARS and MVP Deal Management
    • Move custom LARS / MVP deals systematically through the sales funnel.
  • Target Achievement
    • Achieve quarterly and annual custom LARS / MVP sales targets, expressed in item gross profit.
  • Contract Performance and Project Management
    • Define contract performance specs, scope, costs, timelines, and expected return; Finalize project specifications; Define minimum viable for delivery teams; Communicate the 'what' and the 'why' to internal stakeholders.
  • Product Roadmap and Vision
    • Combine customization conversations and customer feedback to recommend a product roadmap; Manage the product vision; Bring the facts and answers the 'why'; Assess the financial potential in terms of item gross profit, profit, and profit per hour.
  • Stakeholder Education and Evangelization
    • Educate and evangelize internal and external stakeholders on the roadmap; Equip staff to make informed decisions.
  • Product Marketing
    • Establish core product message - features and benefits; Prepare and version product collateral (market specs); Manage the internal launch of new products; Educate sales teams.
  • Customer Satisfaction and Expectation Management
    • Ensure stakeholders - including but not limited to buyer - of custom design project got what they expected; Manage expectations appropriately; Get customer trained if necessary.
Requirements
  • 'On-the-fly' Thinking and Problem-Solving
    • 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 and Expertise
    • 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 and Hydrography Expertise
    • 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' Thinking and Creativity
    • 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 Building and Communication
    • 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).
  • Deal Analysis and Forecasting
    • 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 Thinking and Ideation
    • 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.
How We Measure Success

We measure success in this role by the achievement of custom LARS deal points, with one point awarded for each incremental milestone in the customization contract process.

How to Apply

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.