Director of Sales Engineering

Director of Sales Engineering

Location: Remote / Hybrid, U.S. Department: Sales / Revenue Reports to: VP of Sales Travel: Approximately 25–35% for customer meetings, executive briefings, field enablement, and industry events  

About ServiceChannel

ServiceChannel helps multi-location brands optimize facilities operations through software, data, automation, service-provider marketplace capabilities, and managed services. Our platform gives facilities, operations, procurement, finance, and service-provider teams the visibility and workflows they need to improve uptime, control spend, reduce manual work, and deliver better guest and employee experiences across every location.

About the Role

ServiceChannel is hiring a Director of Sales Engineering to lead and scale a high-performing pre-sales organization supporting our enterprise growth strategy. This leader will own the technical and value-selling motion across discovery, solution design, product demonstrations, executive presentations, RFPs, proof-of-concept strategy, and cross-functional deal support.

The ideal candidate is a strong people leader and operator who can coach Sales Engineers, partner tightly with Sales leadership, and translate complex facilities, data, marketplace, integration, and AI-enabled workflow capabilities into clear business value for enterprise buyers. This role is critical to improving win rates, accelerating sales cycles, increasing deal quality, and ensuring prospects understand how ServiceChannel can transform facilities performance at scale.

What You’ll Do

• Lead, coach, and develop a team of Sales Engineers / Solution Consultants supporting enterprise and commercial opportunities.
• Partner with Sales leadership to improve technical sales strategy, account planning, discovery quality, demo execution, mutual action plans, and late-stage deal conversion.
• Build scalable pre-sales processes, playbooks, demo standards, qualification frameworks, and enablement programs.
• Own the quality of solution discovery, business-value mapping, platform storytelling, technical validation, and executive-level presentations.
• Help prospects understand how ServiceChannel supports work order management, asset management, provider performance, spend visibility, compliance, integrations, managed services, marketplace strategy, and AI-enabled facilities workflows.
• Support strategic deals directly as an executive pre-sales leader, including complex enterprise evaluations, procurement cycles, security reviews, and senior stakeholder meetings.
• Partner with Product, Marketing, Customer Success, Implementation, and Operations to translate market feedback into sharper positioning, roadmap input, and stronger customer outcomes.
• Improve the team’s use of CRM, demo environments, discovery notes, win/loss insights, and performance metrics.
• Establish a culture of preparation, commercial judgment, customer empathy, continuous improvement, and crisp execution.

What Success Looks Like

Within 6–12 months, you will have improved pre-sales consistency, elevated demo and discovery quality, strengthened Sales/SE operating cadence, increased executive confidence in complex deals, and created a measurable impact on win rate, sales-cycle velocity, technical validation, and pipeline conversion.

What You Bring

• 8+ years of experience in Sales Engineering, Solution Consulting, Value Engineering, Technical Pre-Sales, or related enterprise SaaS roles.
• 3+ years leading Sales Engineering or Solution Consulting teams.
• Proven success supporting complex B2B SaaS sales cycles with multiple stakeholders, technical validation, procurement, security, integration, and executive approval steps.
• Strong ability to connect platform capabilities to business outcomes, ROI, operational efficiency, risk reduction, and customer experience.
• Experience coaching teams on discovery, demo strategy, storytelling, objection handling, and executive communication.
• Working knowledge of enterprise SaaS architecture, APIs/integrations, data workflows, analytics, implementation handoffs, and customer lifecycle considerations.
• Strong cross-functional instincts with Product, Sales, Marketing, Customer Success, Services, and Implementation teams.
• Operational discipline with CRM hygiene, forecasting inputs, deal inspection, process improvement, and performance management.
• Excellent written and verbal communication skills, with the ability to influence technical and non-technical audiences.

Preferred Qualifications

• Experience in facilities management, field service, asset management, procurement, service marketplaces, retail operations, restaurant operations, healthcare operations, or other multi-location operating environments.
• Experience selling to Facilities, Operations, Procurement, Finance, Real Estate, IT, or executive stakeholders.
• Familiarity with AI-enabled workflow automation, analytics, or data-driven enterprise transformation.
• Experience leading distributed teams in a remote or hybrid environment.

Benefits

ServiceChannel offers a comprehensive benefits package, including medical, dental, vision, life and disability insurance, HSA options, 401(k), wellness programs, paid parental leave, tuition reimbursement, paid time off to volunteer, and other benefits designed to support balanced, well-rounded lives.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About ServiceChannel

ServiceChannel empowers many of your favorite brands to take care of their brick and mortar locations. Our customers are market leaders in the retail, restaurant, grocery, convenience store, fitness, banking, education and health industries. The facilities and store operations teams at CVS, Trader Joe’s, Adidas, Louis Vuitton and Chipotle, among 500 other brands in over 70+ countries, rely on us to deliver the best possible guest and employee experience. We are the leader in our space, and we continue to earn that position by driving innovation around IOT, AI and data with our software and services.In 2021, we joined the Fortive family of leading technology companies, united by a common purpose to make the world stronger, safer and smarter. Fortive is a Fortune 500 company and has been named by Fortune as one of the world’s most admired companies. Being part of Fortive means we are supported by a strong foundation of business systems, resources and culture, which will accelerate our growth journey!We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Pay Range The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 163300 - 272700