About the role
Job Title: Manager – Technical Sales Manager
Location: Pune
Experience
7+ years in technical sales / application engineering / solution selling
Background in embedded systems, electronics, IoT, or industrial products
Role Objective
Drive technical deal closures by owning customer conversations, demonstrations, pilots, and on-site enablement—while working with the core R&D team for solution architecture and customization.
This role focuses on winning customer confidence and converting opportunities into revenue, not doing core design.
Key Responsibilities
1. Technical Sales & Deal Closure (Primary Responsibility)
• Own technical sales cycle from lead qualification to technical closure
• Understand customer use-cases and translate them into clear inputs for core R&D team
• Position company solutions against customer pain points
• Support commercial negotiations with technical clarity
• Participate in RFQs/RFPs from a technical response standpoint
2. Field Demonstrations & Pilots
• Lead on-site demos and PoCs using standard company platforms
• Coordinate with R&D for:
o Architecture finalization
o Custom feature requests
• Ensure pilots are executed smoothly and move toward commercial rollout
• Act as on-ground coordinator during customer trials
3. Customer Interface & Trust Building
• Be the technical face of the company at customer sites
• Engage with customer engineering, operations, and management teams
• Handle technical objections and expectation management
• Drive long-term technical relationships, not one-off sales
4. Internal Coordination (Non-Design Role)
• Collect structured customer requirements and field feedback
• Work with core R&D on:
o Feasibility checks
o Timelines
o Cost-impact discussions
• Ensure commitments made in the field are realistic and approved
5. Market & Competitive Intelligence
• Bring back competitor insights from the field
• Identify repeatable use-cases that can become standard offerings
• Share pricing, feature, and deployment expectations seen in the market
Technical Sales Background (Must-Have)
• Proven experience in technical sales or application engineering
• Ability to explain complex systems in simple, business-friendly language
• Comfort handling technical Q&A without escalating every question to R&D
Technical Understanding (Enough to Sell, Not Design)
• Working knowledge of:
o Embedded systems & electronics
o IoT platforms & connectivity
o Sensors, controllers, and field installations
• Ability to understand system architecture discussions led by core team
Travel & Execution
• 70%+ travel readiness (non-negotiable)
• Comfortable with plant floors, labs, and customer sites
• Can independently manage on-site demos and discussions
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