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 NETSCOUT 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 initiative as named by NETSCOUT Systems. These areas will include verticals such as System Integrators, Service Providers and Channel Partners.
This individual will report to the Regional Director and in some cases the Area Vice President and 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 NETSCOUT 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 NETSCOUT's '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 NETSCOUT 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, carrying a laptop.
Additional Essential Duties and Responsibilities of a Sales Engineer:
Strong ability to differentiate the products from competitors – an expert in competitor's product and how to differentiate against them
Very strong presentation skills – Charismatic presenter that can present compelling views of our products against the customer needs
Top level technical skills:
Network Security experience. DDoS and Threat Intelligence preferred
Shows the initiative to research the recent market trends and presents how our solution can help customers in these new areas
Shows leadership skills in terms of contributing to the sales strategy from a solution requirements standpoint – strong contributor to the sales strategy.
Develops own relationships in key accounts and is a strong contributor to overall account relationships
Makes contributions to new product direction through making suggestions to the EBO/SBO
Positive, can-do attitude in sales
Bachelor's Degree in Computer Science or Software Engineering or equivalent
Technical Military training
Formal presentation training
Minimum 10 years' experience in IT and/or 7 + years as a pre-sales engineer, Network Engineer, Application Engineer or in a pre-sales technical support role.
This person must have experience and demonstrated working with 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:
Cisco routing, switching, gateways and applications(must)
TCP/IP, SNMP, Netflow, VoIP
Various topologies, LAN, WAN (MPLS, Frame, ATM)
Trend analysis concepts
Network infrastructure concepts
Network General (Sniffer) knowledge
HP/OV, IBM Tivoli, EMC SMARTS, ArcSight a plus
Network performance management
Fault/Alert management concepts
nGenius product experience is an advantage
Operating systems (Linux, NT)
Certification CCNA, CCNP, CCIE a plus
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.