Sales Engineer ~ Cyber-Security ~ Seattle

Overview

Seeking an experienced Sales Engineer to assist the Sales team in reaching revenue goals by providing quality pre-sales technical support and presentations focused on articulating value to prospective buyers. This product solution specialist works to ensure the best possible technical solution while collaborating with System Integrators and Channel Partners. Reporting to the Sales Director, the Sales Engineer engages with customers throughout the sales cycle to uncover and develop new areas of business and relationships.

• 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 Web Ex 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 Seattle area. Estimated at 40 - 50% within the territory, carrying a laptop.

• Bachelor’s Degree in Computer Science or Engineering or equivalent, MBA preferred.
• Formal presentation training, such as Sandler, Siebel or Afterburner.
• Minimum 7 years as a pre-sales engineer, Post Sales Network Engineer or in a pre-sales technical support role.
• Minimum 7 year’s experience in Networking, NPM, APM.
• Experience working with customers to understand their technical challenges and requirements and to propose solutions.
• Proven pre-sales record of success and achievement for themselves and their team.
• Strong Networking and Application background with a working knowledge of Linux/Windows operating systems.
• Experience responding to or creating RFIs/RFPs.
• Experience in security audits is a plus.
• Technical skills:
  Cisco routing, switching, gateways, TCP/IP, SNMP, Net Flow, VoIP, LAN/WAN (MPLS, Frame Relay, ATM), Trend analysis, Network Security, Network infrastructure, Network General (Sniffer), HP/OV, IBM Tivoli, EMC SMARTS, Arc Sight, Network performance management, Fault/Alert management, Operating systems (Linux, NT), Certifications (CCNA, CCNP, CCIE) a plus, SDN/NFV, Virtualization, Public/Private Cloud.