Overview
We’re looking for a Sales Engineer / Senior Pre‑Sales professional who will lead value‑based engagements across complex Energy and IoT management opportunities. Partnering closely with Sales, this role shapes deal strategy, quantifies business and financial impact, and supports customers in making confident, outcome‑driven buying decisions. Success in this role is defined by differentiation and value realization, rather than feature‑led selling.
We understand the need to provide a flexible working environment partnered with team collaboration and socialisation. Therefore, we operate a hybrid working model with 3 days of working from home per week. This role is based in the London OR Sleaford office.
Core Accountabilities
* Lead value‑based discovery to understand client objectives, success metrics, constraints, decision drivers, and qualification criteria.
* Translate client challenges into clear, quantified value narratives (cost reduction, efficiency, risk mitigation, sustainability impact).
* Design and deliver strategic, outcome‑led demonstrations that reinforce business value, support deal qualification, and accelerate decision‑making.
* Support the creation of credible business cases, including ROI, TCO, and payback where appropriate, to enable internal customer approval.
* Act as the senior technical and commercial presales resource on assigned deals from qualification through close, reinforcing disciplined deal progression (e.g. MEDDPICC).
* Anticipate, surface, and remove technical and value‑related objections, particularly in competitive or “no decision” scenarios.
* Position MRI Energy within the broader MRI ecosystem to demonstrate incremental and compound value across connected solutions.
* Deliver proof‑of‑concepts that validate solution fit, demonstrate feasibility, and advance deal momentum.
* Contribute strategic, value‑driven input to RFPs, tenders, proposals, and sales collateral, ensuring responses clearly differentiate MRI Energy beyond functional capability.
* Collaborate closely with Sales, Product, and Engineering to ensure messaging aligns with product direction, roadmap, and go‑to‑market priorities.
* Act as a role model for value‑led presales, contributing to best practice, messaging refinement, and internal enablement where appropriate.
Experience & Capability
* Proven experience leading complex enterprise presales engagements within software or technology‑enabled services.
* Demonstrated expertise in Energy and/or IoT management, including the ability to link solutions to business and sustainability outcomes.
* Strong commercial acumen with experience communicating ROI and financial impact to senior, non‑technical stakeholders.
* Confident engaging and influencing C‑level and senior decision makers.
* Ability to operate autonomously across multiple concurrent opportunities while contributing positively to a high‑performance team.
* Excellent written and verbal communication skills, with the ability to simplify complexity and tell a clear value story.
Practical Considerations
* Willingness to travel as required across EMEA (including occasional international travel).
Benefits
* Office breakfasts, quarterly lunches and virtual social events.
* Private Medical Insurance and Health Cash Plan.
* Competitive Personal Pension plan.
* Parental Leave benefit designed to give you the opportunity to spend time with your new arrival(s).
* 25 days of annual leave plus Bank Holidays and a bank of 15 hours of "Flex Time Off" to be used whenever and however you choose.
* Income Protection Plans.
* Generous Tuition Reimbursement Schemes.
* Flexibility to work from anywhere in the world for two weeks out of the year.
Equal Opportunity Statement
MRI is proud to be an inclusive employer. We welcome and celebrate diversity across all backgrounds, including ethnicity, religion, sexual orientation, gender identity, disability, age, military, veteran status and more. We believe that Belonging is a direct result of Diversity, Equity, and Inclusion. Those values are woven into the fabric of who we are and are foundational to our continued success. Come and see for yourself!
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