博世
汽车软件与AI解决方案销售_ETAS
汽车软件与AI解决方案销售_ETAS
发布于 1 天前普通员工/个人贡献者
上海市
中级经验
全职员工
仅现场办公
本科
销售与零售
机器学习
技术销售
AI解决方案
AUTOSAR
CAN
UDS
汽车以太网
ECU开发
嵌入式C/C++
AI 估算 · 20k–35k
博世作为跨国巨头，技术销售工程师薪资有竞争力，结合要求具备汽车软件和AI经验，上海地区薪资较高。
职位详情
关于这个职位
该职位是博世旗下ETAS部门的汽车软件与AI解决方案销售，负责向汽车OEM、Tier1供应商等客户推广先进的汽车软件、ECU开发、测试标定、诊断及AI工程解决方案
作为技术销售工程师，您需要结合技术咨询与销售技能，推动从机会识别到签约的完整销售周期，并主导AI方案的技术推广与客户赋能
最低要求
Education:
Bachelor’s degree or above in one of the following fields: Electrical Engineering, Computer Engineering, Computer Science, Software Engineering, Automotive Engineering, Control Engineering, or related technical discipline. Master’s degree is preferred but not mandatory.
Required Technical Experience:
The candidate should have hands-on knowledge or project experience in several of the following areas:
Automotive embedded software development
ECU development, integration, testing, or validation
AUTOSAR Classic and/or AUTOSAR Adaptive
CAN, CAN FD, LIN, FlexRay, Automotive Ethernet
UDS, DoIP, OBD, diagnostic protocols
Measurement, calibration, and data acquisition
Test automation and continuous integration
Embedded C/C++ software development
Real-time systems or embedded Linux
Functional safety and cybersecurity concepts
ISO 26262, ISO/SAE 21434 knowledge is a plus
PLUS, AI-Related Experience:
The candidate is preferred to have knowledge or practical exposure to AI-enabled engineering or software solutions, such as:
AI application in automotive software development, testing, validation, diagnostics, or calibration
Machine learning or data analytics for engineering data
AI-assisted test automation
Large language model applications in engineering workflows
Automated requirement analysis or documentation generation
AI-based simulation, scenario generation, or validation acceleration
Data-driven calibration or optimization
Experience promoting or implementing AI software solutions for enterprise customers
Ability to explain AI concepts, business value, risks, and deployment requirements to technical and non-technical stakeholders
Hands-on experience with Python, data analysis, machine learning frameworks, or cloud-based AI platforms is a plus.
Required Sales & Customer-Facing Skills:
Proven experience in technical sales, pre-sales, application engineering, solution consulting, or customer-facing engineering roles.
Strong ability to understand customer technical challenges and convert them into solution proposals.
Excellent presentation, communication, and negotiation skills.
Ability to conduct product demonstrations, technical workshops, and proof-of-concept projects.
Strong consultative selling mindset.
Ability to engage with both engineering teams and business decision-makers.
Experience working with automotive OEMs, Tier 1 suppliers, semiconductor companies, or software suppliers.
Ability to manage multiple customer opportunities and priorities simultaneously.
Self-driven, result-oriented, and comfortable working in a fast-paced technical sales environment.
Willingness to travel for customer visits, technical workshops, and industry events.
工作职责
Technical Sales & Business Development
Identify, develop, and manage sales opportunities with automotive OEMs, Tier 1 suppliers, and technology partners.
Act as a trusted technical advisor to customers by understanding their engineering workflows, software development, and toolchain requirements.
Promote automotive engineering solutions related to: ECU software development, AUTOSAR Classic and Adaptive, In-vehicle networking, Diagnostics, Measurement and calibration, SIL/HIL/MIL validation, Software-defined vehicle development.
Support the full sales cycle from opportunity qualification, technical discovery, solution proposal, product demonstration, proof of concept, technical negotiation, and final closing.
Work with account managers and sales teams to develop account strategies, revenue plans, and customer engagement roadmaps.
Pre-Sales Consulting & Solution Design
Analyze customer requirements and recommend suitable software, engineering services, and integrated solutions.
Prepare and deliver technical presentations, product demonstrations, workshops, and solution proposals.
Conduct technical discussions with software engineers, system architects, validation engineers, calibration engineers, project managers, and senior technical stakeholders.
Support RFQ responses, technical documentation, competitive analysis, and value proposition development.
Collaborate with product management, engineering, application support, and global expert teams to define customer-specific solutions.
Provide technical input for quotations, project scoping, implementation planning, and service proposals.
AI Solution Promotion & Customer Enablement
Promote AI-enabled solutions for automotive software development, testing, diagnostics, validation, and engineering productivity improvement.
Identify customer pain points where AI can improve efficiency, quality, automation, and decision-making, such as: Defect detection and root-cause analysis, Requirement analysis and traceability, Predictive diagnostics, Simulation scenario generation, AI-based validation and verification, Engineering workflow automation.
Present AI solution concepts to technical and business stakeholders, clearly explaining benefits, limitations, implementation requirements, and ROI.
Lead or support AI-related proof-of-concept projects with customers.
Work with internal AI, data science, and engineering teams to translate customer requirements into feasible AI solution proposals.
Help customers understand how AI can be integrated into existing automotive development toolchains and processes.
Collect customer feedback and market insights to support AI product strategy and solution roadmap development.
Develop AI solution sales materials, demo scenarios, technical white papers, and customer success stories.
Customer Relationship & Technical Account Management
Build long-term relationships with key customer stakeholders across engineering, purchasing, management, and innovation teams.
Maintain a strong understanding of customer projects, technical roadmaps, development processes, and purchasing cycles.
Provide continuous technical support during pre-sales and post-sales phases in collaboration with application engineers and support teams.
Coordinate technical workshops, training sessions, and product evaluations.
Identify upselling and cross-selling opportunities across software tools, engineering services, AI solutions, and consulting offerings.
Represent the company at customer meetings, industry events, exhibitions, seminars, and technical conferences.
优先资格
Preferred Qualifications:
Experience with Vector, ETAS, dSPACE, MathWorks, Siemens, NI, or similar automotive software and testing toolchains.
Experience in software-defined vehicle, zonal architecture, central compute, or domain controller projects.
Experience in E/E architecture, ECU integration, vehicle communication, or diagnostic engineering.
Previous responsibility for revenue targets, key account development, or business growth.
Experience leading [描述内容已截断]
AI 洞察
优缺点分析
优点
- 博世作为全球汽车技术领导者，平台大、资源丰富，有助于积累行业人脉
- 岗位结合前沿AI技术与传统汽车软件，技能复合度高，职业前景广阔
- 接触顶级客户和复杂项目，能快速提升技术销售和咨询能力
- 需要同时掌握深厚的技术知识和销售技巧，学习曲线陡峭
- 频繁出差和客户拜访，对工作生活平衡有一定影响
缺点 / 挑战
- 销售业绩压力明确，需要持续达成收入目标
- 适合具备汽车嵌入式系统背景、善于沟通、乐于挑战销售目标的工程师转型者
角色解读
- 可向资深技术销售经理或区域销售总监发展，管理更大客户和团队
- 也可转向产品管理或解决方案架构师角色，深入技术产品规划
- 在AI和汽车软件交叉领域积累经验，成为行业专家
- 负责向汽车OEM、Tier1供应商等客户推广汽车软件和AI解决方案，完成从技术演示到签约的销售全过程
- 作为技术顾问，深入理解客户工程需求，提供定制化的解决方案和技术建议
- 推动AI在汽车开发测试中的应用，包括AI辅助验证、预测性诊断等，并主导概念验证项目
- 需要扎实的汽车嵌入式系统知识，包括AUTOSAR、CAN/UDS等协议、ECU开发测试工具链
- 具备AI/机器学习相关经验，能够理解并推广AI在工程中的应用价值
- 优秀的沟通演示和谈判能力，能同时与工程师和业务决策者有效沟通
申请策略
- 深入研究博世ETAS的产品线，在面试中展现对具体工具（如INCA, ISOLAR）的了解
- 关注软件定义汽车和AI趋势，表达对行业发展的见解和热情
- 突出在汽车软件、AUTOSAR、ECU测试等领域的项目经验，尤其是与客户合作的实际案例
- 强调任何AI相关应用经历，哪怕是小项目或学术研究，体现对AI的理解
- 展示销售或客户-facing经验，包括技术演示、需求分析和商务谈判成果
- 系统学习AUTOSAR（Classic和Adaptive）和CAN/Ethernet等协议，加强工具链实操
- 补充AI/ML基础知识，了解LLM、机器学习在工程自动化中的应用场景
- 锻炼演示技巧，准备一个针对汽车客户的技术销售案例模拟
面试指南
- 使用STAR法则（情境、任务、行动、结果）回答行为问题，突出技术理解与销售技巧
- 对于技术问题，先定义概念，再结合实际场景说明应用，展示深度
- 对于AI价值问题，先识别客户痛点，再量化收益，最后讲实施路径
- 请介绍一个你成功将技术方案销售给客户的案例，包括遇到的挑战和结果
- 你对AUTOSAR Adaptive和Classic的理解是什么？它们在项目中如何应用？
- 如何向一个不理解AI的客户解释AI解决方案的价值和ROI？
- 如果我们客户抱怨现有工具链太复杂，你会如何回应？
- 你如何看待AI在汽车软件测试和验证中的潜力？请举例
职位点评
66
综合评分
大厂技术销售岗，前沿AI+汽车技术，成长空间大，需频繁出差与业绩驱动。
更适合这类人
最适合寻求技能快速成长、愿意接受挑战且以职业发展为首要目标的求职者。
表现最好
成长发展
相对薄弱
工作生活
薪资福利65
成长发展88
工作生活40
使命价值70
薪资福利
65中等
薪资水平未在JD中明确，但博世作为大厂通常提供有竞争力的薪酬和福利，不过销售岗位业绩压力较大，稳定性中等。
薪资信号未披露（AI估算：20K-35K/月）
成长发展
88较高
岗位聚焦汽车AI前沿技术，提供丰富的客户项目和内部资源，成长空间大，JD明确提及产品培训和技术交流，发展性动机满足度高。
技术前沿前沿/新兴技术
技术栈AUTOSAR、CAN、UDS、AI、机器学习、Python、嵌入式C/C++
成长机会technical workshops、training sessions
业务类型profit_center
工作生活
40较低
工作地点固定于上海办公室，但频繁出差客户现场，JD明确要求travel，且未提及弹性办公或远程，生活化动机满足度较低。
工作模式仅现场办公
办公地点市区核心地段
加班情况未提及（无法判断）
使命价值
70中等
汽车行业AI化属于高速增长领域，推动智能化解决方案有积极社会意义，但岗位主要职责是销售，使命感略有折扣。
行业发展高速增长赛道
社会影响中性/一般
创新程度积极采用新技术
Watch Jobs