Sales Engineer

Zones   •  

Rochester, NY

5 - 7 years

Posted 282 days ago

This job is no longer available.


Company Overview

At Zones, we enable positive business outcomes through innovative solutions that leverage technology from world-class partners and exceptional service from our team of certified sales, engineering, and supply chain specialists.

nfrastructure, the Services Company of Zones, is comprised of more than 400 systems engineers, solution architects, and technical specialists who design and deploy solutions in support of our customers’ digital workplace modernization, network optimization, data center transformation, and security fortification initiatives. Our values are simple: work together, learn together –  and succeed together. We promote a high-spirited working environment, where teams can collaborate and learn from each other. That’s how we’ve innovated, adapted, and grown for over 30 years.

Position Overview

The ZDS Specialist (ZDSS) is a presales and post sales resource that leads the consultative discovery of the client’s business goals, objectives, and challenges, and then translates them into a ZDS services offering. The primary objective of the ZDSS is to increase the growth of revenue and margin for Project Engagements and Subscription Services and other professional services within the ZDS offering. The design of your solutions will rely on a combination of demos, joint account planning, partner teaming (internal & external), engagement/solution development and implementation support/follow-up.

Key Responsibilities

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The Sales Engineer is primarily responsible for:

  • Own the technical relationship with assigned ZDS accounts
  • Equip and train the Zones internal teams on ZDS solutions and how to hunt for opportunities
  • Demonstrate strong business acumen and deep understanding of client’s IT related business goals and challenges to ensure proper translation of the client’s needs into technology solutions
  • Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solutions opportunities
  • Build value-added relationships within the domain of the account to become the trusted advisor
  • Troubleshoot, maintain, upgrade, and install ZDS Solutions
  • Prepare statements of work (SOW’s) and subscription contracts
  • Ensure effective coordination and support between account teams and supporting technical resources
  • Responsible for developing and proposing technology solutions that meet customers' needs
  • Ensure that proposed solutions (when implemented) and meet the needs and functional requirements of the customer
  • Responsible for delivering both core implementation solutions (Build) as well as incremental consulting solutions (Plan & Manage)
  • Keep pipeline, forecast, time and Billing, project and activity reporting current based with defined tools and meeting submittal deadlines
  • Will utilize the following tools/technologies: Block64 discovery tool and the Combine analytics platform

We are seeking candidates with the following experience and skills

  • BA/BS in Computer Science, Engineering, Business or a related field or equivalent experience
  • 2+ years required of experience in a pre-sales technical role
  • 5+ years required of progressive, post baccalaureate work experience
  • Excellent written, presentation, and verbal communication skills including demonstrated experience presenting technology recommendations from a business perspective
  • Understanding of the industry, market, customers, competitors, suppliers, partners and capabilities of the business 
  • Ability to communicate effectively with clients, colleagues and management
  • Professional, business-focused attitude and courteous manner towards clients, partners, and peers
  • Consultative problem solver ''Actively listens'' Understands the needs and business problems in order to uncover potential value points of offering
  • Can multi-task, prioritize, and juggle to serve multiple clients during same time frame
  • Demonstrates a high level of responsiveness to the customer to enlist trust and build credibility
  • Strong interpersonal, teaming, leadership, creativity, influencing, problem solving, and conflict resolution skills required
  • Ability to travel an average of 30% of the time

Technology Focus & Requirements

  • Block64
    • Ability to Assess, Architect, Design, and Implement Zones Discovery Services and Professional Services Solutions and into Customer Environments Ranging from SMB to Enterprise Accounts
    • Core understanding of SAM and Contract Management allowing for complete solution integration is required


  • A+
  • Network +

At Zones, we take great pride in offering a full spectrum of comprehensive, flexible benefit programs to our employees:

  • Medical/dental/vision coverage
  • 401(k) plan with matching provision
  • Life insurance
  • Paid vacation time
  • Financial protection benefits
  • Group discounts & perks
  • Wellness programs
  • And more

Zones is also proud to be a certified Minority Business Enterprise (MBE), Corporate Plus member of the Northwest MSDC (Minority Supplier Development Council), and Equal Employment Opportunity Employer (EEOE) committed to diversity and inclusion. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, sexual orientation, national origin, age, citizenship, marital status, disability, gender identity or Veteran status.