• Provides direction and specialist knowledge in applying the technology/application to client business. • Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell. • We are looking for a passionate Senior Sales Engineer (SE) – Federal based in the Washington, DC Region to join our Federal Team and help prospects and clients understand the true value and capabilities of Ivanti solutions. • You will be the primary technical advisor for your Federal customers, and their technical advocate within Ivanti. • Lead the technical pre-sales process working closely with Federal Account Executives. • Focuses on large or complex sales opportunities that need creative and complex solutions. • Develop and deliver outstanding Ivanti presentations and demonstrations. • Leads any and all aspects of the technical sales process – from initial discovery to close. • Advises internal and external clients on overall federal specific technology requirements and technology architecture

• Works with the product and marketing teams to familiarize self with the product landscape and become a technical product expert • Works with leads to understand their requirements and help them figure out if any of our products are a solution to their problem • Put together selling presentations that easily convey value proposition to prospects • Communicates customer use cases to the product team and work with them to ensure maximum product fit • Works with customers to train their teams on the product and identify (and solve) problem areas in their processes • Sets and achieves Targets on a monthly basis • Partners with senior leadership to identify problem areas and improve efficiency in the sales process • Attend professional events and workshops to build and maintain networks

• Selling products to new customers • Farming existing customers to ensure minimal churn and maximum customer happiness • Familiarize with the product landscape and become a technical product expert • Understand leads' requirements and propose solutions • Put together selling presentations that convey value proposition • Communicate customer use cases to the product team • Train customer teams on the product and identify problems in processes • Achieve monthly quotas • Manage all aspects of RFPs • Identify problem areas to improve sales efficiency

Working at Watlow Watlow is a global technology and manufacturing leader who provides world class engineering expertise through innovative thermal products and systems, enabling our customers to thrive. We are making a positive impact every day as our solutions enrich the lives of people everywhere. We have been providing breakthrough thermal solutions for over 100 years! Our corporate values guide us uncompromisingly to always do the right thing, continually learn and improve, respect everyone, and lead with service and humility. At Watlow’s Global Headquarters in St. Louis, Missouri, we combine a rich legacy with forward-thinking innovation. Founded in 1922 in the heart of St. Louis, Watlow has grown from a small heating element manufacturer into a global leader in thermal systems. Our headquarters is more than just an office, it’s a hub for collaboration, advanced engineering, and customer focused solutions. #PoweredByPossibility We are hiring a: Principal Sales Engineer Greater Phoenix Area (Remote) Watlow is seeking a Principal Sales Engineer to support our Semiconductor Business Unit and own the ASM account. This senior-level, strategic role is responsible for driving revenue growth, bookings attainment, and the development of key OEM semiconductor accounts. The Principal Sales Engineer leverages advanced skills in sales positioning, product expertise, and customer application problem-solving to deliver tailored thermal solutions. This role requires a deep technical understanding of thermal systems and semiconductor processes, as well as the ability to translate knowledge into strategic customer solutions. The Principal Sales Engineer will serve as a subject matter expert, providing guidance and mentorship across internal teams while building and maintaining executive-level relationships with OEM customers. This position is critical to the attraction, retention, and growth of strategic accounts and will work cross-functionally to influence enterprise initiatives and execute account strategies. What You’ll Do: - Drive Revenue Growth: Achieve or exceed revenue and bookings targets for the ASM account while identifying new strategic sales opportunities. - Strategic Account Leadership: Own ASM account strategy, building executive-level relationships and coordinating cross-functional support to deliver customer value. - Technical Expertise: Serve as a subject matter expert on thermal systems and semiconductor solutions, providing guidance on complex applications and new technology integration. - Solution-Oriented Problem Solving: Analyze customer needs, resolve escalations, and design tailored thermal solutions that align with business objectives. - Mentorship & Team Development: Coach and mentor internal sales and technical staff, fostering collaboration, knowledge sharing, and career growth. - Business & Market Insight: Leverage deep understanding of semiconductor industry trends, competitive landscape, and customer operations to inform strategic decisions. - Process & Performance Excellence: Lead process improvement initiatives, manage internal sales playbooks, and ensure effective use of CRM and opportunity management systems. - Cross-Functional Collaboration: Partner with sales, engineering, and business unit leadership to translate enterprise goals into actionable account strategies and tangible outcomes. What you´ll need to succeed? - Bachelor’s degree in Business, Engineering, or a related field - 12+ years of experience in sales, applications engineering, or a related role in the semiconductor, thermal systems, or high-tech manufacturing industries - Current or prior experience working directly with OEM customers in the semiconductor industry, understanding their operations, requirements, and decision-making processes - Deep technical expertise in thermal systems, semiconductor processes, or related technologies, with the ability to translate knowledge into customer solutions - History of achieving or exceeding revenue and sales targets, demonstrating measurable business impact - Knowledge of semiconductor industry trends, competitive landscape, and customer operations - Familiarity with CRM systems, opportunity management processes, quoting tools, and structured sales workflows Preferred Qualifications: - Master’s degree in Engineering, Business, or a related field - Experience managing global accounts or multi-region strategies - Exposure to emerging semiconductor technologies or automation trends Benefits: The Watlow Total Compensation Plan The health, well-being and financial stability of you and your family is a high priority to us.The Watlow Total Rewards Plan includes competitive compensation and a full range of life and career enhancing benefits: - Annual Incentive Program - 401(k) plan that includes a company match on your contribution and an annual company contribution that is tied to company performance - Wellness incentives - Employee Personal Assistance Program - Dental, medical, vision and short-term and long-term disability insurance - Paid holidays, personal time, and vacation - Parental leave - Tuition reimbursement Diversity & Inclusion We proactively embrace diversity in all its dimensions across our company and cultivate a culture of inclusion and forward thinking that respects and reflects each team member’s individual strengths, views, and experiences. Watlow takes pride in being an inclusive equal opportunity employer and considers for employment qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. Please let us know confidentially if you need or require any special accommodations to participate in our recruiting process by emailing us at accommodations@Watlow.com.