Channel Sales Engineer

The Channel Sales Engineer is part of the greater Enterprise Sales Engineering team and works directly with 2 - 3 Channel Sales managers to enable and optimize the sale of Nuance products and services via partners/channels.
Duties and responsibilities include:

• Manage a set of key partners/channels with responsibility for technical elements of pre-sales activities with these partners to assist them in growing the sales of Nuance's solutions within their account base.
• Drive initiatives for integration and interoperability of Nuance solutions with partner solutions including management of applicable certification processes and interfacing with partner Product groups, Engineering, field SEs and Sales.
• Serves as the single point of contact to various Nuance Enterprise teams on the technical aspects of integration and interoperability with partner solutions including maintaining reference information on the combined Nuance/Partner solutions, serving as an escalation point back to the partner, and answering technical questions about the partner. Must have knowledge of partner products and processes.
• Consult directly with partners to explain the technical aspects of Nuance's capabilities and develop joint solutions and roadmaps. This includes identifying functional and feature requirements, architecting workable solutions, and evaluating possible paths/workflows which are technologically feasible and make good business sense.
• Work with Sales, Professional Services, Product Management, Engineering and partners/customers as necessary to determine innovative approaches for "non-standard" implementations.
• Maintain communication with people at all levels internally as well as with partner organizations, ensuring the proper and timely flow of solution and technical information from and to the partner.
• Collaborate with Sales, Product Management and Marketing teams in making sales presentations, sharing accurate technical information that describes the technology behind how Nuance products work. This often includes conducting product demonstrations for partners and customers.
• Provide input into product and research direction by establishing technical requirements, sharing market feedback with product management, and providing feedback on product roadmaps and release definitions.
• Maintain a deep and ongoing understanding of our technology and solutions, including the user interface, integration methods, business rules, and limitations.
• Includes assisting with responding to associated Requests for Information (RFIs) and Requests for Proposals (RFPs), providing input on scoping and estimating time/resources, and providing quotes for the project's technical requirements. Solution quoting and scoping: Assist Sales and SEs with configurations, architecture, sizing, and pricing for Nuance solutions which interoperate with partner solutions.
• Strategic approach: Understands sales cycle and strategies with channel partners. Provide valuable input to constantly improve sales strategy. Actively implements and supports approach and processes as defined by channel sales management.
• Channel development: Deep understanding of the assigned partners from a product and strategic direction standpoint along good understanding of partner organizations and financial drivers.

Education: Bachelor of Science Degree in Electrical or Computer Engineering, Computer Information Systems, Computer Science, or related Technical Degree
Minimum years of work experience: 8
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Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.
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