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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading executive discovery sessions and translating customer challenges into consultative solutions. Proficient in collaborating across multiple functional areas to support enterprise software sales and deliver measurable business outcomes.
Highest-signal resume keywords
Sales Engineering ExperienceSolution Consulting ExperienceConsultative Communication SkillsEnterprise SaaS Solutions SupportMulti-Stakeholder Sales Cycle Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Solution ArchitectureBusiness Process AnalysisImplementation Strategy DevelopmentTechnical Risk IdentificationROI ArticulationProposal DevelopmentPricing OptimizationData AnalyticsERP IntegrationsAPIs and Enterprise Integrations
Soft Skills
Influencing Without AuthorityPresentation SkillsCollaboration
Tools & Technologies
Cloud PlatformsSaaS PlatformsTechnical QuestionnairesRFP/RFI Responses
Industry Keywords
Refined FuelsFuel MarketingFuel DistributionPetroleum WholesaleTerminal OperationsCommercial FuelsSupply & TradingCommoditiesMidstream EnergyEnergy Logistics
Tech Stack
Tools & technologiesCloudERP
About the role
Key responsibilities & impact- Lead executive and operational discovery sessions with enterprise customers
- Understand customer business processes, operational workflows, challenges, risks, and strategic objectives
- Identify business drivers, success metrics, implementation considerations, and organizational priorities
- Translate customer challenges into consultative solution recommendations
- Guide customers through current-state and future-state business discussions
- Design solution strategies aligned with customer objectives and DTN capabilities
- Lead solution mapping sessions across multiple functional areas
- Develop phased implementation approaches when appropriate
- Identify technical, operational, and organizational risks early in the sales cycle
- Deliver compelling presentations focused on business outcomes
- Present to executive, operational, and technical audiences
- Articulate business value, ROI, operational improvements, and implementation considerations
- Partner with Account Executives throughout complex sales pursuits
- Collaborate with Product Management on roadmap alignment and customer feedback
- Work with Engineering to validate technical approaches
- Coordinate with Professional Services on implementation strategy
- Support Customer Success during transition from sale to delivery
- Conduct tailored demonstrations aligned with customer business objectives
- Support proofs of concept and technical evaluations
- Respond to technical questionnaires and RFP/RFI requests
- Validate solution fit while managing customer expectations
- Contribute to proposal development and solution positioning
- Support pricing conversations through technical and business justification
- Assist Account Executives in advancing complex enterprise opportunities
Requirements
What you’ll need- 5+ years of Sales Engineering, Solution Consulting, Solution Architecture, or Technical Consulting experience supporting enterprise software sales
- Demonstrated experience leading executive discovery and business process discussions
- Experience supporting complex, multi-stakeholder enterprise sales cycles
- Strong consultative communication and presentation skills
- Ability to translate technical capabilities into measurable business outcomes
- Experience collaborating across Product Management, Engineering, Professional Services, and Sales
- Proven ability to influence without direct authority
- Experience supporting enterprise SaaS solutions
- Preferred experience supporting organizations within Refined Fuels, Fuel Marketing, Fuel Distribution, Petroleum Wholesale, Terminal Operations, Commercial Fuels, Convenience Retail, Supply & Trading, Commodities, Midstream Energy, or Energy Logistics
- Preferred experience with pricing and supply optimization, fuel inventory management, transportation and logistics, ERP integrations, APIs and enterprise integrations, cloud/SaaS platforms, or data analytics platforms
Benefits
Comp & perks- Unlimited PTO
- Collaborative and dynamic work environment
- Flexible working hours
- Competitive Medical, Dental and Vision Insurance Plans
- 6% 401K matching
- Unlimited access to 13k+ courses via learning platform to support employee career advancement
- Employee Assistance Program (EAP)
- Market-competitive variable pay eligibility
- Performance-based compensation advancement opportunity