[Hiring] Sales Engineer @Fulcrum

Role Description

We are seeking a passionate, high-energy Sales Engineer to support Fulcrum's growth across both direct and partner-led sales motions. This role sits at the intersection of technical evangelism, deal execution, and partner enablement — working directly with prospective and existing customers, channel partners, and internal account executives to demonstrate the value of the Fulcrum platform and close business.

The Sales Engineer will serve as the primary technical resource across the full sales cycle, from discovery and demo through close, while also supporting Fulcrum's partner ecosystem by activating and enabling channel and reseller partners to confidently sell and deliver the platform.

Roles & Responsibilities

• Partnering with Sales Leadership to develop and execute a go-to-market strategy, with shared ownership of revenue targets.
• Conducting technical discovery with prospective customers to understand operational challenges, map requirements to platform capabilities, and build compelling solution narratives.
• Delivering compelling platform demonstrations to prospective and existing customers and channel partners, helping them evaluate Fulcrum as a fit for their customer base.
• Supporting onboarding, answering technical questions, configuring demo environments, and enabling customers and partners to confidently present and sell the platform.
• Joining customer and partner-led calls to provide technical depth and deal support, both independently and alongside internal AEs.
• Building and maintaining demo environments and sales assets for both direct customer engagements and channel partners.
• Enabling partners to self-sufficiently sell Fulcrum by developing training materials, conducting enablement sessions, and coaching partner sales teams.
• Maintaining deep knowledge of Fulcrum's solutions, integrations, and competitive positioning within the utilities and environmental services verticals.
• Traveling for customer visits, partner engagements, and industry events as needed, approximately once per month.
• Collaborating with the core SE team to share partner feedback, surface product gaps, and ensure partner-facing assets remain current and high quality.
• Staying current on industry trends, partner competitive landscapes, and Fulcrum product releases relevant to target verticals.
• Developing implementation playbooks and use case documentation that enable partners to independently configure, demo, and deliver Fulcrum solutions for their customers.
• Leveraging AI tools to accelerate demo creation, enablement content development, and partner-facing asset production.

Qualifications

• Experience working within or alongside a partner, reseller, or channel organization. Candidates who have been on the partner side are strongly preferred.
• Industry experience in one or more of Fulcrum's target verticals: electric utilities, gas utilities, water utilities, or environmental services.
• Software presales or solutions engineering experience, with the ability to run a full technical sales cycle independently.
• Working knowledge of GIS with the ability to leverage spatial data concepts in customer and partner conversations.
• Long-standing experience with JavaScript to support technical customization and demo build work.
• Ability to travel within the US approximately once per month for partner visits and joint customer engagements.
• Preferred: experience working with Salesforce (SFDC).

Requirements

• Bachelor’s degree in related fields (Business / Engineering or Technology).
• Product solution knowledge; high interest in software products and integrations.
• Excellent presentation skills.
• Completion of sales methodology training (Sandler Bronze Certification).
• Polished and professional communication skills.
• Teamwork and collaboration.

Qualities we're looking for

• You get things done.
• You’re built for remote work.
• You think like an owner.
• You keep things human.

Benefits

• Outstanding benefits package including medical, dental, vision, 401(k) and more.