Upstream and User Sales Consultant - Senior

DESCRIPTION

We are looking for a talented Sales Application Engineer to join our Power Generation Sales organization in Dallas, TX.

Job Summary:

Influences demand and preference for the Cummins products, services, and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.

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

• Strengthen market influence by building trusted, strategic relationships with architects, engineers, contractors, OEMs, dealers, and other Key Influencer Customers who shape purchasing decisions.
• Uncover and clarify customer priorities through deep engagement with management, service, and technical teams, ensuring you understand project needs and can guide them toward best-value solutions.
• Serve as the informed technical and commercial resource who helps customers and internal teams make sense of data, specifications, and product information to drive confident decisions.
• Identify and elevate new sales opportunities by recognizing early signals in the field, attending site meetings, and ensuring all potential leads are captured and reported in CRM.
• Shape product and project specifications by aligning customer requirements with solutions that optimize total cost of ownership and influence purchasing behavior in favor of your organization.
• Drive innovation and technical excellence by staying current on emerging methods and technologies, fostering new processes, and developing technical expertise across the salesforce.
• Lead strategic account planning by developing and maintaining Key Influencer Customer strategies, collaborating with cross-functional stakeholders, and ensuring alignment to business goals.
• Expand market visibility and insight through market analysis, understanding alternative technologies, participating in trade associations, and representing the organization in speaking or media opportunities.

• Communicate with precision and adaptability by tailoring your message, format, and level of detail to each audience-technical, commercial, leadership, or customer-facing-so every interaction lands with clarity and purpose.
• Build deep customer focus by understanding customer environments, pressures, and decision drivers, enabling you to deliver solutions that feel relevant, valuable, and aligned to their business outcomes.
• Influence and persuade with credibility by using data, insight, and strong value-based arguments to gain commitment from customers, internal stakeholders, and cross-functional partners.
• Plan and align your work strategically by prioritizing the highest-impact activities, maintaining visibility into account status, and ensuring your actions support broader organizational goals.
• Articulate a compelling value proposition by translating technical capabilities into business outcomes, clearly differentiating your solutions from competitors, and demonstrating total cost-of-ownership advantages.
• Navigate channels and market dynamics by understanding how products move through the ecosystem-OEMs, contractors, dealers, consultants-and using that awareness to influence specifications and purchasing behavior.
• Drive pricing and account strategy with insight by aligning pricing decisions across stakeholders, forecasting accurately, managing pipeline health, and developing account strategies that balance customer needs with business objectives.
• Synthesize complex information into actionable insight by asking diagnostic questions, integrating customer perspectives, recognizing diverse viewpoints, and turning data into clear recommendations that advance the sale. Education, Licenses, Certifications: 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. Experience: Experience in technical sales, application engineering or project management desirable.

• University or college degree in the field of engineering preferred.
• 4+ years of experience in technical sales or sales application engineering desirable.
• Responsible for building relationships with Consulting Engineers in the Dallas/Ft. Worth and West Texas markets.
• Clear communication with leadership, peers on the Southern Region Sales Application Engineering/Upstream Influencing 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 and supporting.
• Ability to execute technical presentations with external customers and internal sales teams. * *