Sales Application Engineer

DESCRIPTION

We are looking for a talented Upstream and User Sales Consultant - Senior to join our team specializing in Sales in the USA, preferred locations would be NJ, NY, or DC area.

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

• Accelerate pipeline growth by cultivating high-trust relationships with architects, engineers, contractors, OEMs, dealers, and channel partners—turning Key Influencers into consistent opportunity sources.
• Surface and route qualified deals by recognizing early buying signals, documenting them in CRM, and seamlessly passing to the right Sales Manager/Sales Professional to shorten sales cycles.
• Shape specs and purchasing decisions by aligning solutions to project needs and total cost of ownership, influencing product/project specifications in favor of our portfolio.
• Be the go-to technical/business resource for Key Influencers—translating data into clear decisions and enabling sales, service, and technical teams to resolve issues faster.
• Drive account strategy and execution by building Key Influencer account plans, coordinating internal stakeholders, and holding shared accountability for outcomes.
• Expand market presence and credibility through segment and industry insight—supporting trade associations, speaking engagements, and factory kickoff participation as needed.
• Inform strategic choices with market analysis and alternative technology assessments—guiding where to focus, how to position, and what to de-prioritize.
• Uplift commercial capability by mentoring sales personnel, sharing best practices, and fostering new methods/processes that scale across the salesforce.

RESPONSIBILITIES

To be successful in this role you will need the following:

• Communicate with impact : Deliver clear, multi‑mode communications tailored to each audience (customers, influencers, sales, technical teams) to drive alignment and action.
• Be relentlessly customer‑centric : Build strong relationships, uncover needs, and deliver solutions that create measurable customer value.
• Influence and persuade : Use data, competitive insight, and compelling narratives to secure buy‑in from customers and internal stakeholders.
• Plan with precision : Prioritize and sequence work against business objectives; maintain tight ownership of timelines, dependencies, and deliverables.
• Articulate a differentiated value proposition : Translate customer applications and pain points into clear product/solution benefits, demonstrating strengths versus alternatives.
• Navigate channels and ecosystems : Understand industry structure, decision flows, and the path to market to advance opportunities with architects, engineers, contractors, OEMs, dealers, and partners.
• Set and defend pricing strategies : Align cross‑functional stakeholders on pricing that meets market realities and achieves margin and revenue targets.
• Build and execute account plans : Define objectives, milestones, risks, and actions; track progress and adjust to hit targets at the account and territory level.
• Adapt complex topics to any audience : Simplify technical and commercial content so sales pros, customers, and training partners can understand, retain, and apply it.
• Develop winning account strategies : Diagnose current account health (relationships, financials, competitiveness, quality, service), set a desired future state, and create a practical path to get there.
• Integrate the customer perspective in selling : Use customer insights to shape sales content, proposals, and messaging that increase win rates and revenue.
• Forecast with discipline : Aggregate internal and external data, compare to history, and produce consumption forecasts that inform resourcing and inventory decisions.
• Manage the pipeline proactively : Monitor health (coverage, stage balance, velocity), coach sellers where applicable, and adjust activities to ensure target attainment.
• Practice sense‑making : Ask incisive questions, synthesize information across sources, and craft tailored recommendations that advance the customer’s buying journey.

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.

QUALIFICATIONS

Additional Information:

• Excellent communication skills with the ability to tailor complex technical information to diverse audiences.
• Strong relationship-building and influencing skills to earn trust and gain stakeholder alignment.
• Strategic planning abilities—able to prioritize work, manage account plans, and align sales efforts with business goals.
• Proven experience explaining and demonstrating product value to customers, integrating their perspectives into sales strategies.
• Deep understanding of channel dynamics, pricing alignment, and market structure to drive competitive positioning.
• Skilled in forecasting, managing pipeline health, and adjusting strategies based on data-driven insights
• 2-5 years of experience required
• Preferred locations would be NJ, NY, or DC area

Compensation:

• Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

Min Salary $95600

Max Salary $129500

ReqID 2424085

Relocation Package No

100% On-Site No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.