Job Description
The role of the Sales Engineer is to assist the Sales team in reaching the revenue goal by providing quality pre-sales technical support and presentations focused on articulating value to the prospective buyer. Represent Company Systems as the product solution specialist and work to insure the best possible technical solution with the information provided. Specialization designated by a defined strategic initiatives. These areas will include verticals such as System Integrators and Channel Partners.
This individual will report to the Regional Director. This person will be required to have significant interaction and consultation with customers and must have a solid understanding of the sales cycle and working with the Sales teams throughout the process.
Sales Engineers and their Account Managers will be placed in situations to uncover and develop new areas of business and relationships for Company Systems.
Essential Duties and Responsibilities (Other duties may be assigned):
• The Sales Engineer must be able to work closely with the Account Manager(s) and Regional Director to develop business and technical strategies that can help ensure the best chance to win business.
• Investigate the prospect's needs and assist in developing a strategy to win business
• Assist the Sales Teams in making tactical decisions regarding the sale.
• Identify compelling events or specific business problems and offer attractive solutions to the client.
• Provide specialized technical support to the prospect/customer using 'best practices' techniques along with other available resources provided to the Sales Engineering group.
• Account responsibility for all lead technical activities. This includes building relationships across customer's IT silos to document their infrastructure and understand their challenges and seek out potential projects.
• The Sales Engineer will directly assist Sales teams in achieving financial targets via the sales process and assisting sales in accurately assessing and forecasting opportunities.
• Must be able to create and deliver PoCs, manage competitive Bakeoffs, prepare for and run initial and subsequent onsite presentations or host remote presentations using WebEx or Meeting Place, ability to perform canned or live product demonstrations of system capabilities and benefits for customer meeting, show ability to lead whiteboard discussions, etc., to best present solutions in the best possible light for customers, resellers, integrators, etc.
• Work with users on a regular basis, explore scenarios in which the system is being used and discover new upsell opportunities by understanding the user's needs.
• Adapt to new situations and opportunities that may include multiple Integrators on a common customer network
• Travel required within the assigned territory and within the Region estimated at 40 - 50% within the territory.
Preferred Education:
• Bachelor's Degree in Computer Science or Software Engineering or equivalent
• MBA preferred
• Formal presentation training
Basic Qualifications/Skills:
• 7 years as a pre-sales engineer, Network Engineer, Application Engineer or in a pre-sales technical support role.
• Minimum 5 year's experience in Network Observability and or Network Security
• This person must have experience and demonstrated working with Enterprise customers to understand their technical challenges and requirements and to have effectively proposed desired solutions.
• Proven pre-sales record of success and achievement for themselves and their team.
• Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems.
• Cultural familiarity with and experience in doing business within the Region is critical.
• The individual must also possess technical skills that relate to these areas:
o Cisco routing, switching, gateways and applications(must)
o TCP/IP, SNMP, Netflow, VoIP
o Various topologies, LAN, WAN (MPLS, Frame, ATM)
o Trend analysis concepts
o Network Security concepts
o Network infrastructure concepts
o Network General (Sniffer) knowledge
o HP/OV, IBM Tivoli, EMC SMARTS, ArcSight a plus
o Network performance management
o Fault/Alert management concepts
o Cyber Security concepts
o DDOS knowledge - a plus
o Splunk, Service Now, HP/OV, IBM Tivoli, EMC SMARTS, ArcSight - a plus
o AI Operations, SOC experience - a plus
o nGenius product experience is an advantage
o Operating systems (Linux, NT)
o Certification CCNA, CCNP, CCIE a plus
o SDN/NFV
o Virtualization
o Public/Private Cloud
Experience responding to or creating RFI or RFPs Experience in having conducted or participated in security audits a plus.
• Must have attended formal sales training that teaches pre sales techniques. Examples of training courses include but are not limited to Sandler, Siebel or Afterburner.
• Exceptional verbal and written communication skills.
• Exceptional organization, time management skills and multi-tasking skills.
• Self-motivated and constantly looking for ways to improve both product and process.
