Senior Solutions Engineer

Job Summary

Our Solutions Engineering (Presales SE) Org’ is a driving force within NetApp UK sales account teams. The Presales SE significantly contributes to build and manage the strongest possible relationship with technical peers in key strategic customer accounts. The Strategics SE proactively drives and owns the technical relationship and strategy into their customer account whilst also driving  technical initiatives, oversees all pre-sales activity (presentations, demonstrations, sizing, etc) while ensuring the right expertise from a supporting cast of NetApp specialist is applied where needed

As the technical lead on focused accounts, you will develop the strategy to increase penetration into UK Strategic customers, based on the requirements of their industry in alignment with NetApp’s solution offerings. 

Influence and support the channel ‘route-to-market’ working with peer technologists at partner resellers & service-integrators hand-in-glove. You will play a pivotal role in ensuring holistic delivery to clients, by understanding customer’s needs, creating and articulating solutions to the buying centres. Regularly demonstrate the value of newer emerging technologies that supports customer transformation - whilst also strengthening existing business avenues.

Actively identify new sales opportunities that build pipeline, develop technical solutions to meet customers’ needs and requirements, work through the fiscal campaign to then develop, close and win on sustained pipeline.

Operates technical excellence and discipline at all times, tuning & refining solutions to maximize revenue as well as being the technical authority on final solution proposals. Constantly innovating and quick thinking on your feet to bring new ideas to the table across your accounts and develop customer centric objectives into NetApp rounded solutions.

Job Requirements

• Excellent communications skills, presenting in either small round-table events or to larger audiences.

• Strong understanding of modern technologies and competitive offerings in the marketplace, including (but not limited to); infrastructure data storage, virtualisation, cloud, cloud-native, finops, devops, AI, data-protection & recovery.

• Able to build strong financial and commercial arguments for TCO and procurement methods.

• Experience with target account selling, solution selling, and/or consultative sales techniques. 

• Ability to organically build firm business relationships with customers from technical buyer through to C-Level executives.

• Developing ‘technical account plans’ that set out strategic initiatives to deliver customer outcomes as well driving significant sales pipeline.

• Ability to travel to customer & partner sites for face-to-face engagement(s) around the UK and infrequent international travel.

• Routine ability to coach, mentor and develop junior peers within the NetApp UK org’ and support their career objectives.

Education

• Bachelor's or Master's degree in Computer Science, Engineering, or similar related field.

• Minimum of 10 years of experience in field pre-sales, technical consulting, professional services role.

• Expertise & qualification in data storage and data management solutions, including backup and recovery, disaster recovery, cloud storage, and data analytics.

• Prior Industry experience working for or with global data-storage vendor labels or service providers.