Job Overview:
We are seeking an experienced Solutions Professional to join our team. As a key member of our sales team, you will be responsible for driving technical pre-sales activities and collaborating with the Sales team to close deals.
About the Role:
* Serve as a technical subject matter expert throughout the sales process.
* Owning and managing various pre-sales activities – including technical presentations, demonstrations, and proof of concept projects.
* Collaborate with the Sales team, jointly owning the sales cycle and account plan.
* Help drive deeper & wider into the account – identifying requirements for additional resources from other departments within the customer, customer alternatives (i.e., other means of handling their current requirements), and potential internal sponsors.
* Understand and document customer business & technical requirements and use them to create value-based proposals, addressing business drivers & pain points – guiding the technical sales cycle towards a technical close & a business win.
* Build strong relationships with key contacts in the partner ecosystem.
* Work with Channel Sales team to build and strengthen relationships with partners; Oversee product and solutions training and enablement of the partner ecosystem so that they can be leveraged to help drive opportunities to technical close.
Key Qualifications:
* Multiple years' experience in a technical pre-sales role, with a solid understanding of enterprise sales cycles and selling motion.
* Experience supporting the Federal market space with a focus on Defence accounts experience.
* Domain knowledge in at least two disciplines of Network Observability, ITIM, Application Acceleration, AIOps, Automation, and/or Digital Experience.
* A strong understanding of Networking and/or Observability and related technologies such as SNMP, Flow, Packet Capture, TCP Fundamentals, Routing & Switching, Virtualization, SD-WAN, Cloud environments, Applications.
* Strong communication skills, able to present both virtually and in-person, tell stories, win followers and translate complex technical designs to business outcomes.
* Solid knowledge of enterprise datacenter and cloud architectures from an operational standpoint.
* A strong Project Manager, able to proactively manage multiple customer engagements in parallel.
* Be sales orientated, able to actively engage in negotiation, influence outcomes, close deals and win new business.
* Have a high trust factor, able to handle objections, questioning and counter statement.
* Be a solid team player, able to proactively support their stakeholders including sales, PS, support, PM's, R&D and executive.
* An NV1 security clearance or higher.