Job Description:What is the opportunity?The Omnissa Senior Solution Engineer is a high impact, visible, and inspirational role in bridging the gap between our technical solutions and our clients' needs. You will be responsible for understanding the intricacies of our product portfolio and effectively communicating their value proposition to your customers. As Trusted Advisors the SC empowers customers with clarity and confidence in the power of the Omnissa platform to achieve our customers desired business outcomes.
What you are:- A technical resource who uses your industry, product and solution expertise to educate customers on solutions that are aligned to their business objectives
- A partner to your sales counterpart who designs and implements a plan that aligns with the goals of the team - making quota, providing successful outcomes for customers, creating an effective and enjoyable working environment and relationship
- A highly valued member of the sales team who is a master resource in the sales kit, one who creates trusted advisor level relationships with customers to round out the sales/SE 'divide and conquer' partnership
What You'll Do- Build and maintain strong relationships with your customers acting as a trusted advisor who is responsible for the end-to-end technical relationship at the customer - be the CTO of your account!
- Develop a deep understanding of customer's technical environment, business objectives, any business challenges or pain points and align those with the right solution(s).
- Build strong relationships with IT leaders (CIOs, CTOs, Architects) and guide them through their digital transformation journey
- Influence product direction by sharing customer insights and industry trends
- Winning Sales opportunities with Tight collaboration with your sales counterpart in account planning, campaign development and active engagement in progressing sales stages with ownership of technical closure
- Demonstrate strong knowledge in Digital Workspace industry developments including tackling competitive threats and comparisons in sales opportunities
- Respond to RFPs/RFIs
- Ability to present our technology vision and value proposition to all levels of audience from executives to technical practitioner
- Pro-actively drive meetings, exhibit strong communication skills and the ability to influence decisions through effective presentations, product demonstrations, and technical discussions with customers at all levels from Executive (CISO) to practitioner
- Take full ownership of your accounts by providing thought leadership and perspective while ensuring customer's best interest takes priority.
- Deep understanding and product knowledge used in explaining the most up to date product features/benefits and competitive position, understanding and responding to the competition, gathering, and applying market knowledge
- Utilize resources and tools to manage whitespace and accuracy of the Install Base to drive expansion in current product lines as well as adoption of additional product lines
- Building and implementing strategic, technical account plans that target cross-platform solutions
- Orchestrating applicable supporting resources to ensure a one-team approach that properly services the needs of the customer driving to a defined outcome
- Partner with multi-functional teams such as Solutions Architects, Specialists, Customer Success Managers, Product Management and Engineering to drive success across the customer journey
- Performs special projects related to the SC function as assigned by management.
- Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to customer success while actively participating within the SE community and at industry events
What You'll Bring- 5-7 years in a pre-sales solution engineering role or a related customer-facing role; big plus for experience with End User Computing experience.
- Strong understanding of enterprise architecture and Windows desktop/application management and end point security
- Proven ability to deliver compelling demos and presentations to technical and executive audiences
- Experience with subscription-based go-to-market models and customer adoption strategies
- Excellent communication, problem-solving, and stakeholder management skills
- Experience in desktop management. This may include Windows, macOS, Linux or ChromeOS.
- Experience with mobile device platforms, including Android, iOS, and iPadOS.
