Sales Engineer - Enterprise Customers

Sales Engineer, Enterprise Customers - Atlanta, GA

Position Summary:

The role of the Sales Engineer is toassistthe Sales team in reaching the revenue goal by providing qualityPre-salestechnical support and presentations focused on articulating value to the prospective buyer. Represent our Systems as the product solution specialist and work toinsurethe best possible technical solution with the information provided. Specializationdesignatedby a defined strategic initiative as named by ourSystems. These areas will include verticals such as System Integrators and Channel Partners.

This individual will report to the Regional Director. This person willbe requiredto 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.

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 andassistin developing a strategy to win business

•Assist the Sales Teams in making tactical decisionsregardingthe 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 acrosscustomer'sIT silos to document their infrastructure and understand their challenges and seek out potential projects.

•The Sales Engineer will directlyassistSales teams in achieving financial targets via the sales process andassistingsales in accurately assessing and forecasting opportunities.

•Must be able to create and deliverPoCs, manage competitive Bakeoffs, prepare for and run initial and subsequent onsite presentations or host remote presentations usingWebExor 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 presentoursolutions in the best possible light for customers, resellers, integrators, etc.

•Work with users on a regular basis, explore scenarios in which the system is beingusedand 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 Engineeringor equivalent

•MBA preferred

•Formal presentation training

Basic Qualifications/Skills:

7 years as aPre-salesengineer,Network Engineer, Application Engineer or in a Pre-sales technical support role.

Minimum 5year’s experienceinNetworkObservability and orNetwork Security

This person must have experience anddemonstratedworking with Enterprise customers to understand their technical challenges and requirements and to have effectively proposed desired solutions.

ProvenPre-salesrecord of success and achievement for themselves and their team.

StrongNetworking and Application backgrounddesiredalong 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 alsopossesstechnical skills that relate to these areas:

Cisco routing, switching,gatewaysand applications(must)

TCP/IP, SNMP,Netflow, VoIP

Varioustopologies, LAN, WAN (MPLS, Frame, ATM)

• Trend analysis concepts

• Network Security concepts

• Network infrastructure concepts

• Network General (Sniffer) knowledge

• HP/OV, IBM Tivoli, EMC SMARTS, ArcSight a plus

• Network performance management

• Fault/Alert management concepts

• Cyber Security concepts

• DDOS knowledge - a plus

• Splunk, Service Now, HP/OV, IBM Tivoli, EMC SMARTS, ArcSight - a plus

• AI Operations, SOC experience – a plus

•nGeniusproduct experience is an advantage

• Operating systems (Linux, NT)

• Certification CCNA, CCNP, CCIE a plus

• SDN/NFV

• Virtualization

• Public/Private Cloud

Experience responding to or creating RFI or RFPsExperiencein having conducted orparticipatedin securityauditsa plus.

• Must have attended formal sales training that teachesPre salestechniques. Examples of training courses include but are not limited to Sandler,Siebelor Afterburner.

• Exceptional verbal and written communication skills.

• Exceptional organization, time managementskillsand multi-tasking skills.

• Self-motivated and constantly looking for ways to improve both product and process.