Sales Engineer - Veterinary Software

IDEXX is a leader in veterinary software solutions, and they are seeking a Sales Engineer to provide technical expertise and tailored product demonstrations. This role involves collaborating with sales partners, managing technical questions, and ensuring a smooth transition to implementation for veterinary software solutions.

Responsibilities:

• You will design and deliver tailored product demonstrations based on customer pain points, beginning with a clear validation of needs before presenting solutions
• You will demonstrate ezyVet, Neo, Cornerstone, and related Veterinary Software solutions, clearly aligning product capabilities to measurable customer outcomes while maintaining an engaging, customer-focused dialogue
• You will manage and resolve technical questions and objections using a structured, consultative approach, identifying and documenting additional customer needs as they arise
• You will assess technical requirements including workflows, integrations, data migration, infrastructure, security, and user adoption considerations
• You will lead technical validation activities such as proof-of-value sessions, solution workshops, and integration discussions with technical stakeholders
• You will develop and document solution architectures, integration strategies, and migration plans that ensure a smooth transition to implementation, and contribute technical expertise to RFPs and security reviews
• You will prioritize and engage in opportunities aligned to defined criteria, balancing workload to support high-impact deals while adhering to established service levels
• You will collaborate closely with sales partners on account strategy and preparation, and ensure a comprehensive technical handoff at deal close, including solution context and success criteria
• You will support the development of sales capability by coaching on product knowledge, demonstration best practices, and value-based storytelling, while contributing to enablement materials and training programs
• You will provide structured feedback to Product and Marketing teams on competitive insights, product gaps, and market dynamics, contributing to positioning and messaging development
• You will maintain deep expertise across the Veterinary Software portfolio and veterinary practice workflows, leveraging knowledge of integrated solutions to articulate competitive differentiation

Requirements:

• Bachelor's degree or equivalent experience in Computer Science, Engineering, Veterinary Technology, or related field
• 5+ years in sales engineering, solution consulting, or pre-sales roles in SaaS or veterinary technology
• Proven, hands-on expertise with PIMS systems, e.g. ezyVet, Neo, Cornerstone, or directly comparable platforms; ability to demonstrate at depth across all three preferred
• Deep understanding of veterinary practice workflows (clinical, operational, financial) and the operational economics of a small-animal or mixed practice
• Strong understanding of APIs, SaaS architecture, integration patterns, and data migration approaches
• Demonstrated success operating within a defined sales methodology (SPICED, MEDDPICC, Sandler, or equivalent) and within a tiered sales engineering engagement model with published entry criteria and SLAs
• Excellent communication and presentation skills with both technical and non-technical audiences
• Demonstrated ability to mentor others and simplify complex concepts
• Direct experience with IDEXX or similar diagnostics integrations and lab system workflows
• Experience with legacy-to-cloud PIMS migrations (Cornerstone-to-cloud, AVImark, etc.) and the change management that accompanies them
• Familiarity with ROI / cost-of-inaction quantification frameworks at the practice level