Senior Manager, Sales Engineer - MARLO

Senior Manager, Sales Engineer - MARLO

At Alcon, we’re driven by meaningful work, helping people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, your contributions are recognized, and your career grows in new ways. Together, we go above and beyond to make a lasting impact on patients and customers. We foster an inclusive culture and are seeking diverse, talented professionals to join Alcon.

Role: Enterprise Sales Engineer, MARLO

Reporting to the Sr. Director, KA+PS, US Vision Care, this role connects technical expertise and sales acumen to lead Alcon’s Practice Solutions approach to create a win–win MARLO footprint within larger enterprise customers (national eyecare and consumer-focused SaaS opportunities). You will serve as a key in‑market expert on end‑to‑end product, process, and digital platform capabilities, supporting field commercial teams and advancing EHR and SaaS strategic objectives with larger national customers.

You will deliver sales and share results through growing the MARLO footprint with larger national accounts. The role operates cross‑functionally across Digital Health, Key Accounts, Practice Solutions, Sales, Marketing, Sales Operations, and other Customer Solutions teams to align strategy and execution. This leader also supports teams managing these national accounts along with EHR customers, collectively driving $300M+ in annual lens sales for Alcon.  You will also work closely with the Executive Sales Director, Practice Solutions to ensure alignment to strategic objectives, support and responsibilities.

Major Accountabilities:

• Leadership & Collaboration: Reports to Sr. Director, KA+PS with a dotted line to Director, Practice Solutions; collaborates across MARLO (Digital Health Team) and key stakeholder groups to align strategy, priorities, and execution. Serves as a core member of the Steering Committee, shaping product direction, prioritizing enterprise initiatives, and ensuring customer-driven requirements are translated into scalable solutions aligned with enterprise customer objectives.
• Technical Discovery & End-to-End Selling Cycle Management: Partner with ESD and Digital Sales Key Account Managers to lead technical discovery, uncover enterprise customer pain points, and translate business needs into viable technical and workflow solutions. Serves as the connective bridge between commercial, product, and delivery teams—guiding solution design, supporting pre-sales efforts, managing solution feasibility, and enabling delivery of standard and customized offerings across the full sales lifecycle.
• Relationship Management & Market Coverage: Partners with ESD, PXDM, PXM, and key account teams to cover the USVC landscape and MARLO opportunities with national eyecare and consumer focused accounts. Conducts discovery to understand customer needs, workflows, and strategic priorities to identify and qualify solution opportunities.
• Program & Project Ownership: Leads critical initiatives (program development, analytics, training, marketing liaison) and MARLO‑level efforts aligned to customer strategy. Partners with Digital Health teams to manage project scope, risks, and dependencies while ensuring enterprise implementations remain on track and aligned to defined success metrics.
• Account Planning & Execution: Develops and executes business plans with field MARLO and HQ teams; Supports pre-sales planning, opportunity qualification, and execution to drive targeted sales objectives and accelerate deal progression.
• Implementation Excellence: Implements approved practice solutions with high customer satisfaction; partners cross-functionally to ensure technical readiness, workflow alignment, and successful adoption through go-live and optimization phases.
• Training Enablement: Recommends and helps create training, tools, and enablement resources to grow internal capabilities, support active opportunities, strengthen competitive positioning, and drive adoption of digital and MARLO solutions.
• Cross‑Functional Orchestration: Navigates complex account environments; Orchestrates matrixed teams across all Alcon personnel touching the customer to align strategy, remove obstacles, and deliver cohesive, customer-centric solutions.
• Strategic Partnership & Insights: Builds trusted relationships with opportunity accounts; gathers and synthesizes customer, market, and competitive insights to inform solution design, positioning, and strategic recommendations while staying current on industry and regulatory trends.
• Solution Recommendations & Compliance: Proposes new solutions to address practice needs; Articulates value, differentiation, and expected outcomes while leveraging the Alcon portfolio in compliance with policy, regulatory, and legal requirements.
• Voice of Customer & Continuous Improvement: Captures and communicates voice-of-customer insights to inform product, program, and process improvements; contributes to continuous optimization of solutions and go-to-market approaches.

Dimensions of the Job:

• Financial responsibility (Budget, Cost, Sales, etc.)
  • Sales driven through MARLO $300m+ YTD and over 10k customers
  • Efficiencies gained through Key Accounts Team contracts and pull through trainings across all Quadrant 3-4 eyecare and consumer focused customers. 
  • Management of Electronic Health Care customers.
• P&L oversight:
  • Coordination with broader MARLO Team to influence key P&L decisions including Enterprise Customer contract negotiations
• Impact on the organization
  • These are the most critical customers to drive ALCON share. These are the top customers that influence  market share and critical sales for US Vision Care   

What you’ll bring to Alcon:

• Bachelor’s Degree or Equivalent years of directly related experience (or high school +15 yrs.; Assoc.+11 yrs.; M.S.+4 yrs.)
• The ability to fluently read, write, understand, and communicate in English
• 7 Years of Relevant Experience 

Ideal Background:

Certifications / Formal Trainings (desired experience in SaaS enterprise sales):

• Sales methodology process: MEDDICC, Challenger, Miller Heiman or equivalent
• CRM certification: Salesforce Administrator (or Sales Cloud Consultant)
• Cloud fundamentals: Amazon Web Services Cloud Practitioner (or Azure Fundamentals AZ‑900)
• Others may include healthcare compliance/interoperability (Alcon): HIPAA training + HL7/FHIR fundamentals

Core SaaS Experience:

Proven and relevant experience in Enterprise SaaS Sales: Proven success selling subscription-based platforms to large healthcare related organizations.

• Cloud & Digital Platforms: Familiarity with cloud-hosted solutions (Amazon Web Services, Azure) and integration with hospital, IDN, GPO, customer network and national accounts IT systems.
• Proven success in previous roles Digital Health SaaS, Connected Devices, or Healthcare IT sales.
• Experience with EHR and CRM platforms, remote monitoring, or telehealth solutions.

Commercial & Strategic Selling Skills:

• Strong consultative selling skills supported by deep technical knowledge of SaaS platforms, cloud architecture, and enterprise IT environments.
• Ability to translate complex technical concepts into business value.
• Enterprise Account Management: Selling into Integrated Delivery Network, Group Purchasing Organization, large medical or customer networks and national accounts.
• Value-Based Selling: Demonstrating ROI and clinical impact for SaaS solutions.

Leadership & Project Team Skills:

• Direct Team Leadership: Proven experience hiring, developing, and managing high‑performing, diverse teams; driving accountability, inclusion, and results across matrixed, remote environments.
• Influence, Collaboration and Agility: Ability to lead cross-functional projects and influence without formal authority. Hands-on, build-test-learn problem solving.
• Digital Transformation Leadership: Driving adoption of digital platforms in traditionally device-focused environments.

Communication & Project Management Skills:

• Communication Excellence: Strong written, verbal, presentation, and public speaking skills for diverse audiences.
• Digital & Productivity Tools: Proficiency in Microsoft Suite, Teams, and familiarity with AI-driven tools for efficiency and insights.
• Strategic Account Planning: Experience with joint business planning and aligning customer objectives to business outcomes.

Other:

• Travel – 50% of the time.
• Will be on a Sales Incentive Bonus Structure
• No direct reports upon hire but subject to change based on successful expansion of MARLO footprint, EHR management and SaaS demand creation.

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