This individual will report to the Regional Director and in some cases the Area Vice President 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.

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Senior Sales Engineers and their Account Managers will be placed in situations to uncover and develop new areas of business and relationships for companies Systems.

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Essential Duties and Responsibilities

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· The Senior 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.

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· Investigate the prospect’s needs and assist in developing a strategy to win business

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· Assist the Sales Teams in making tactical decisions regarding the sale.

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· Identify compelling events or specific business problems and offer attractive solutions to the client.

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· Provide specialized technical support to the prospect/customer using companies ‘best practices’ techniques along with other available resources provided to the Sales Engineering group.

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· 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.

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· The Senior Sales Engineer will directly assist Sales teams in achieving financial targets via the sales process and assisting sales in accurately assessing and forecasting opportunities.

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· Must be able to create and deliver PoCs, prepare for and run initial and subsequent onsite presentations or host remote presentations using WebEx, Teams, or Zoom. Ability to perform live product demonstrations of system capabilities and benefits for customer meeting, show ability to lead whiteboard discussions, etc., to best present companies solutions in the best possible light for customers, resellers, integrators, etc.

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· 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.
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Travel required within the assigned territory and within the Region estimated at 25 - 40% within the territory, carrying a laptop.

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· Strong ability to differentiate the products from competitors – an expert in competitor’s product and how to differentiate against them

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· Very strong presentation skills – Charismatic presenter that can present compelling views of our products against the customer needs

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· Top level technical skills

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· Shows the initiative to research the recent market trends and presents how our solution can help customers in these new areas

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· Shows leadership skills in terms of contributing to the sales strategy from a solution requirements standpoint – strong contributor to the sales strategy.

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· Develops own relationships in key accounts and is a strong contributor to overall account relationships

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· Makes contributions to new product direction through making suggestions to the CSA

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· Positive, can-do attitude in sales

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Basic Qualifications/Skills

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· Bachelor’s Degree in Computer Science or Software Engineering or equivalent

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· Minimum 10 years’ experience in IT and/or 7 years as a pre-sales engineer, Network Engineer, Application Engineer or in a pre-sales technical support role.

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· This person must have experience and demonstrated working with customers to understand their technical challenges and requirements and to have effectively proposed desired solutions.

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· Proven pre-sales record of success and achievement for themselves and their team.

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· Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems.

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· Cultural familiarity with and experience in doing business within the Region is critical.

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· The individual must also possess technical skills that relate to these areas:

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o Cisco routing, switching, gateways and applications(must)

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o TCP/IP, SNMP, Netflow, VoIP

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o Various topologies, LAN, WAN

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o Trend analysis concepts

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o Security concepts

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o Network infrastructure concepts

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o Packet Decode knowledge

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o ServiceNow, Splunk, DataDog and Dynatrace a plus

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o Network performance management

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o Fault/Alert management concepts

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o nGenius product experience is an advantage

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o Operating systems (Linux, NT)

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o Certification CCNA, CCNP, CCIE a plus

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o SDN/NFV

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o Virtualization

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o Public/Private Cloud

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● Experience responding to or creating RFI or RFPs Experience in having conducted or participated in security audits a plus.

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· Must have attended formal sales training that teaches pre sales techniques. Examples of training courses include but are not limited to Sandler, Miller Heiman, MEDDIC, or Challenger.

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· Exceptional verbal and written communication skills.

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· Exceptional organization, time management skills and multi-tasking skills.

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

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Preferred Qualifications/Skills

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· MBA preferred

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· Technical Military training preferred

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· Formal presentation training preferred

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The company is committed to giving you opportunities to continue to learn and grow. Employees are eligible for a variety of professional development opportunities to help them advance their skills and career. They have heavily invested in their individual, management, and leadership training and development programs.
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\nThey offer a compensation package that includes the following benefits:

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· Generous vacation package

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· Equity

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· Matching 401k plan

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· Tuition reimbursement

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· Attractive medical and dental coverage options

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· Domestic partner benefits

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· Health and Dependent Care spending accounts and Health Savings Account options

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· Life and Disability Benefits

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· Volunteer Time Off, Matching Charitable Gifts

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