Sales Engineer - South England

Risco Group · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 3d ago

Still open · checked 2h agoon Risco Group's careers page

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The job

What you'd do: Support salespeople by giving technical demos, training and advice to customers and prospects across the south of England, from Birmingham down. You'll also help partner firms that receive alarm signals connect RISCO products to their systems.
Who you'd sell to: Alarm receiving centres, security channel partners, government end usersIn their words: “Alarm Receiving Centres, Secure Communication providers, intrusion and integration platform customers, strategic accounts and, where required, Corporate and Government end users”
Where deals come from: Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 3 days.
Company hiring: 2 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
What's a typical deal size and sales cycle?
Together they tell you how many deals it takes to hit your number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Risco Group? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

We are looking for a Sales Engineer - South England to be a key member of the RISCO technical sales team, providing sales and technical support throughout the complete sales process in selling and defending Risco Group products and services across our customer base and channels to market. This includes pre- and post-sales technical support, demonstrations and customer training for customers and prospects within a pre-defined territory. You will also provide technical support to channel partners and customers including Alarm Receiving Centres, Secure Communication providers, intrusion and integration platform customers, strategic accounts and, where required, Corporate and Government end users. You will also provide, when required, back-up and support to the technical department and assist with inbound technical support calls. Key responsibilities - Qualify and assess customers’ and prospects’ technical requirements, including demonstration and training needs, and recommend appropriate RISCO solutions. - Work with sales personnel, and autonomously where appropriate, to support sales strategies through customer meetings, presentations, training and sales accompaniment. - Deliver commercial and technical product demonstrations tailored to customer applications, including preparation of demonstration scripts and application scenarios where required. - Provide pre- and post-sales technical support and advice, responding to requests for information, training and onsite assistance and ensuring appropriate after-sales follow-up. - Work closely with ARC partners, ARC software providers and integration partners on the integration of RISCO communication and cloud-based services into their environments. - Support and manage pilot installations, system commissioning and larger integration projects in conjunction with the technical team where there is a significant business opportunity. - Act as an interface between customers and the RISCO commercial, technical and product teams, ensuring technical requirements and issues are communicated effectively. - Monitor the technical pre-sales environment and provide market and competitor feedback to the business; assist with product support documentation, seminars and technical sales material where required. - Maintain close contact with the internal sales team and accurate records of customer and prospect activity, objectives, contacts and outcomes within the area of responsibility. - Promote usage of the Company’s products and support Company activities within national and strategic accounts in the area of responsibility. - Maintain demonstration and test equipment and account for product samples or materials entrusted to the role. - Attend and contribute to sales meetings, exhibitions and other customer-facing Company activities as required. - Be an active and supportive member of the technical support team and assist with inbound technical support calls when required. - Undertake other duties relative to the business of the Company as may be agreed from time to time. Requirements - Relevant business/professional qualification in electronic security, such as C&G or NVQ Electronic Security, and relevant job experience in electronic security. - BSc technical degree or equivalent is advantageous. - Technical background in intrusion, systems integration and associated electronic security technologies; experience with physical security systems, access control, CCTV or building management solutions would be advantageous. - Ability to engage professionally and persuasively with a broad range of buyer groups, industry segments and senior management stakeholders. - Fluent written and spoken English. - Based in South England, from Birmingham southwards; being based ideally between London and Birmingham would be advantageous. - Willingness to travel frequently across South England, from Birmingham southwards, is advantageous. Skills/Experience; - A thorough knowledge of electronic security products, services, signalling and associated standards, including cloud-based solutions, networking and system integrations. - Hands-on experience with system configuration, commissioning, troubleshooting and systems integration. - Experience delivering product demonstrations, technical presentations and training to customers or prospects.

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