Solutions Engineer

Our client is a US MNC and a leader in the application and desktop virtualization space. 

Position Summary:

Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. The Solution Engineer is responsible for identifying and matching technology opportunities with the customer’s business issues and objectives, as well as channel partner training & enablement. Assists in developing business value propositions around Company products and solutions. Drives sales with technical expertise, account management skills, sales ability and a superior customer focus. Participates as part of a sales team to achieve or exceed revenue targets.

Primary Duties / Responsibilities

• Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• As a experienced professional in the field, uses professional concepts in providing primarily pre-sales technical support for the technical sales process of Company Solutions.
• Provides a role within the sales teams in assessing potential application of Company products to meet customer’s business needs.
• Leverages product knowledge, in their area of focus, to provide technical expertise to the Company sales team CSAs/SI and customer through customer needs, overcome objections, Technical sales presentations, product demonstrations, and product proof of concepts as well as technically close deals.
• Participates in the consultation to prospective users and/or product capability assessment and validation as it applies to the technical sales process.
• Works on issues that impact design/selling success or address future concepts, products or technologies.
• Creates formal networks with key decision makers and serves as external spokesperson for the organization.
• Responsible for the many aspects of the technical sales process
• Ability to leverage and maximize CSA/CSBA/SI/ISV partners as the fulfilment channel while working with Company end user accounts on IT initiatives.
• Establishes relationships and engages with the technical personnel to identify opportunities and sell Company products and services.
• Conducts product demonstrations and technical presentations remotely or at customer locations/Company facilities on Company products value proposition
• Provides regular and efficient updates on assigned accounts to systems engineering management.
• Ensures accurate and timely activity and issues updates in SalesForce.com and reporting to management
• Creates and delivers technical product presentations and/or training sessions to channel partners and customers

Qualifications (knowledge, skills, abilities)

• Ability to apply a thorough understanding of Company products required
• Experienced ability to motivate, train and conduct seminars to drive mind share within CSA partners to increase Company revenues within assigned territory
• Has the ability to maintain relationships with technical resources at all levels of a customer organization.
• Thorough understanding of technical sales techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and technically close deals.
• Able to articulate and understand the customer strategy and Company solution strategy to a technical level of detail for their technical area of focus.
• Ability to diffuse complicated technical and political situations with partners and customers.
• Must be flexible, dependable, and capable of quickly learning new products and technologies.
• The individual should be able to apply a thorough understanding of one of the following areas of focus:

                  Networking

                  Desktop and Application Virtualization

• Exhibits a positive attitude, represents Company to business partners and customers in the best possible fashion, and fosters interest in our offerings
• Prioritizes and manages a number of diverse tasks
• Excellent oral and written communications skills, as well as excellent presentation skills
• Strong work ethic, attitude and follow through ability
• Possesses high level of specialized sales and product solution knowledge

Requirements (Education, Certification, Training, and Experience)

• Bachelor’s degree or equivalent experience
• 5 - 8 years plus years prior sales engineering experience in a high tech environment in an indirect sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology
• Company Certified Enterprise Engineer (CCEE) or Company Certified Enterprise Administrator (CCEA) certification
• Microsoft Certified Systems Engineer (MCSE) or Microsoft Certified IT Professional (MCITP): Enterprise Administrator certification
• Cisco Certified Network Professional (CCNP) certification or equivalent for ANG Specialization
• Ability to travel within assigned territory