Cyber-security Sales Engineer

Seeking a Sales Engineer is to assist the Sales team in reaching revenue goals by providing quality pre-sales technical support and presentations focused on articulating value to the prospective buyer. The product solution specialist needs to cross between network resilience and security solutions, and work to insure the best possible technical solution with the information provided. This position will be responsible for selling both Network and Application Resiliency solutions as well as Cybersecurity solutions. 

This individual will report to the Regional Director 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.

Essential Duties and Responsibilities 

• 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 WebEx , 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.  This requires the building and maintenance of a technical account

• Adapt to new situations and opportunities that may include multiple product integrations 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. 

• 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 specific to the customer’s needs. The desired candidate will demonstrate the ability to provide product presentations and demos and adapt their presentation on the fly as they are discovering the prospects needs.

• Top level technical skills 

• 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 PM/Engineering Teams. 

• Positive, can-do attitude in sales.

• Team Player that likes to contribute their expertise across the region and to other sales teams in addition to performing their day to day duties.

Basic Qualifications/Skills

• Bachelor’s degree in computer science or software engineering or equivalent

• 5 years as a pre-sales engineer, Network Architect, 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 

• 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 

• nGenius product 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 RFPs Experience in having conducted or participated in security audits a plus. 

• Must have attended formal sales training that teaches presales techniques. Examples of training courses include but are not limited to Sandler, Siebel, Challenger, Miller Heiman 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.

• Travel 25% to Customers 

Preferred Qualifications/Skills

• MBA preferred 

• Technical Military training preferred 

• Formal presentation training preferred