Senior Solutions Engineer

Xometry has an exciting opportunity for an experienced Senior Solutions Engineer. We are shaking up the custom manufacturing industry by doing in seconds what typically takes days or even weeks. Our proprietary instant quoting technology and nationwide manufacturing network have allowed us to create an on-demand manufacturing service within the $60 billion custom parts industry.

The Sr. Solutions Engineer serves as a trusted advisor to customers by leveraging their technical expertise and business acumen to propose relevant solutions to real manufacturing and supply chain related business problems. The Sr. SE works in tandem with the Sales team to sell our manufacturing services, primarily focused on production manufacturing across business units and markets in North America. Anticipating and overcoming technical hurdles and risks to win sales opportunities will be the foundation for the role, therefore providing our customers with the best possible solution.

Responsibilities:

• Uncover, investigate, and coordinate manufacturing sales projects of significant scope and value.
• Support Sales to conduct discovery meetings in order to properly vet and uncover the business case, understand customers' technical objections, and strategize winning solutions for $100k+ Opportunities. Qualify opportunities based on how customer's technical requirements align with Xometry's capabilities.
• Demonstrate Xometry capabilities, including Xometry's production Quality Control Value Proposition and ability to decipher APQP, PPAP, or IQ/OQ/PQ.
• Interface and collaborate with Sales, Quoting, and Operations teams to ensure proper knowledge transfer and drive action items. Take full ownership of driving the quoting process forward in order to minimize "time to quote" and ensure "first time right".
• Improve Xometry's product offering and internal processes by offering feedback to internal stakeholders and understanding the voice of the customer.
• Attend on-site customer visits and webinars to uncover new business opportunities / customer pain points and relieve customer objections. Lead Quoting Engine demonstrations and the technical capabilities portion of Customer Presentations.
• Delegate projects to other Sales Engineers depending on their strengths and workload.
• Build relationships with key, strategic customers and maintain the technical relationship between Xometry and our customers.
• Assist Partner Onboarding and Operations with strengthening our position as a customer's one-stop shop destination.
• Drive internal Quote strategy meetings with cross-functional teams and take action to escalate to upper management, when necessary. Inform all internal stakeholders of key updates.
• Be accountable for customer technical communication and relationship building after first interactions with repeat high $ value customers. Create a solution larger than one RFQ.
• Utilize lateral thinking, a sense of urgency, and enthusiasm to curate winning solution(s). Collaborate with global operations and manufacturing partners to ensure full understanding of manufacturing plan(s).
• Co-develop customer Proposals with Account Executives, focusing on technical manufacturing aspects.

Qualifications:

• Project Management experience in both product development and serial production contexts, ideally you have a PMP Certification.
• Mechanically intuitive and knowledgeable about mechanical product development and a range of manufacturing process (CNC Machining, Injection Molding, Sheet Metal, Stamping, Metal Casting) ideally across multiple industries.
• Knowledgeable with GD&T and measurement methods and metrology tools such as micrometers, CMMs, vision systems, optical comparators, calipers.
• Just as comfortable in deep technical discussions with engineers and manufacturing professionals as they are presenting to varied audiences, including executives.
• Consultative, making sure to ask questions to understand the why.
• Experienced at preparing technical solutions for business proposals.
• Experience with common NPI QC Requirements like APQP, PPAP, and IQ/OQ/PQ.
• Experience and understanding of ISO 9001, AS9100, IATF 16949 and/or ISO 13485.
• Familiar with regulatory audits.
• Driven and self-motivated with the ability to manage several long-term projects with minimal oversight in a fast-paced startup environment.
• Have strong interpersonal skills.
• Strong business acumen, professional tact, and negotiation tactics.
• Engineering degree (mechanical preferred), Supply Chain, Business or other related degree
• 5+ years experience in a project management role or leading engineering/development activities.
• Demonstrated project management software and presentation skills.
• CAD experience preferred.
• Excellent written and verbal communication skills, including mastery in English.
• Willingness to travel up to 25%. Typical work is fully remote.
• Desire to work on a small, elite team at a fast-moving company.
• Must be a citizen or legal resident of the United States, or hold a visa.
• Ability to provide deep thought consideration to projects and switch gears multiple times per day.
• Experience in international engineering and manufacturing is preferred.
• Experience in ITAR and other export and security regulations preferred.

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