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About the Role

DTN is seeking an experienced Sales Engineer – Energy & Refined Fuels to serve as a trusted advisor throughout complex enterprise software sales engagements. This role extends well beyond product demonstrations, partnering with executive and operational stakeholders to understand business challenges, facilitate discovery, shape solution strategy, align cross-functional teams, and help customers envision how DTN's technology can transform their business. Success requires exceptional business discovery skills, enterprise solution consulting experience, executive communication, and the ability to navigate complex, multi-stakeholder sales opportunities. You will work closely with Sales, Product Management, Engineering, Professional Services, Customer Success, and Marketing to develop strategic solutions that deliver measurable customer value.

Responsibilities

Lead executive and operational discovery sessions with enterprise customers.
Understand customer business processes, operational workflows, challenges, risks, and strategic objectives.
Identify business drivers, success metrics, implementation considerations, and organizational priorities.
Translate customer challenges into consultative solution recommendations.
Guide customers through current-state and future-state business discussions.
Design solution strategies that align customer objectives with DTN capabilities.
Lead solution mapping sessions across multiple functional areas.
Develop phased implementation approaches when appropriate.
Balance customer priorities with product capabilities and roadmap direction.
Identify technical, operational, and organizational risks early in the sales cycle.
Deliver compelling presentations focused on business outcomes rather than product features.
Present confidently to executive, operational, and technical audiences.
Clearly articulate business value, ROI, operational improvements, and implementation considerations.
Adapt messaging to diverse stakeholder groups.
Partner closely with Account Executives throughout complex sales pursuits.
Collaborate with Product Management regarding roadmap alignment and customer feedback.
Work with Engineering to validate technical approaches.
Coordinate with Professional Services regarding implementation strategy.
Support Customer Success during transition from sale to delivery.
Conduct tailored demonstrations aligned to customer business objectives.
Support Proofs of Concept (POCs) and technical evaluations.
Respond to technical questionnaires and RFP/RFI requests.
Validate solution fit while managing customer expectations.
Contribute to proposal development and solution positioning.
Support pricing conversations through technical and business justification.
Help customers understand implementation tradeoffs and phased delivery strategies.
Assist Account Executives in advancing complex enterprise opportunities.

Requirements

5+ years of Sales Engineering, Solution Consulting, Solution Architecture, or Technical Consulting experience supporting enterprise software sales.
Demonstrated experience leading executive discovery and business process discussions.
Experience supporting complex, multi-stakeholder enterprise sales cycles.
Strong consultative communication and presentation skills.
Ability to translate technical capabilities into measurable business outcomes.
Experience collaborating across Product Management, Engineering, Professional Services, and Sales.
Proven ability to influence without direct authority.
Experience supporting enterprise SaaS solutions.

Skills

Business discovery
Enterprise solution consulting
Executive communication
Navigating complex, multi-stakeholder sales opportunities
Consultative communication
Presentation skills
Translating technical capabilities into measurable business outcomes
Collaboration
Influencing without direct authority
Pricing & supply optimization
Fuel inventory management
Transportation & logistics
ERP integrations
APIs & enterprise integrations
Cloud/SaaS platforms
Data analytics platforms

Location

Remote

Work Type

Full-time

Experience Level

5+ years

Salary/Compensations

$96,000 - $123,000

Benefits

Competitive Salary
Unlimited PTO
Collaborative and dynamic work environment
Flexible working hours
Competitive Medical, Dental and Vision Insurance Plans
6% 401K matching
Unlimited access to 13k+ courses via learning platform to support employee career advancement
Employee Assistance Program (EAP)

About the Company

DTN is a global data and technology company helping operational leaders in energy, agriculture, and weather-driven industries make faster, smarter decisions.
Our Operational Decisioning Platform turns complex data into decision-grade insights—empowering customers to expand their margins, accelerate growth, and outpace risk.
With more than 1,200 employees globally, DTN serves the companies that feed, fuel, and protect the world.
At DTN, we value clarity, trust, and action.
We’re a team of problem-solvers, outcome-drivers, and industry nerds who believe that precision matters – and that mission is at the core of what we do.
Trust Built: We earn it. We keep it. We protect it. Our neutrality, precision, and integrity are non-negotiable.
Confidence-Driven: We help customers move with clarity and conviction. We bring the data and operational knowledge leaders need to act.
Built for Industry: We speak operations because we come from operations. Our expertise is forged in fuel terminals, fields, flight paths, and forecasts.
Future-Forward: We see what’s coming- and we’re ready. We help customers lead through change with smarter decisioning.

Equal Opportunity

DTN is an Equal Opportunity Employer. We welcome and encourage applicants of all backgrounds, including minorities, women, veterans, and individuals with disabilities.