Riverbed
工作地点:香港
薪资:面议
简历投递:lim.wong@riverbed.com & alvin.zhang@riverbed.com
Sr. Pre-sales Solutions Engineer
Account & Territory Development
- Collaborate with territory sales manager to influence and develop sales account strategy including competitive threats, technical threats and alternatives
- Engage with the customer, account manager and the account team to execute and/or coordinate Riverbed "awareness". Presentations, demonstrations and other sales related activities to ensure breadth & depth of penetration into the account.
- Understand technical needs and pain points of the customer as they relate to business initiatives within the account
- Resource Management:
- Identify requirement for additional/multiple resources from other depts. partners, teams, regions (e.g., sales, product management, marketing, partners etc.) internal and external to Riverbed
- Managing expectations of the account team (identifying roles for each external resource)
- Identify sales/pre-sales roles, responsibilities on a peer/partnership level
- Drive wider and deeper penetration into account
Opportunity Management
- Validate and quantify customer pain points/issues and business drivers, confirm Riverbed’s technical viability for the opportunity, understand the customer alternatives (vendor competitors, internal alternatives…) being considered including the current means of handling their requirements
- Validate customer sponsors
- Validate & Close solution proposal for opportunity, Develop, deliver and/or orchestrate technical validation activities required to achieve Technical Validation from the customer (technical Presentations, POCs, Demos)
- Create value based proposal to address pain points and business drivers and drive technical sales cycle to achieve ‘Technical Win” & “Technical Closure”
- Collaborate with Implementation team to ensure proper handoff from Sales to Implementation Provider
Partner & Ecosystem Development
- Build influencing relationships with key contacts in the partner echo system of your customers.
- Actively involve third party organizations to help drive opportunities to Technical Close
- Leverage the partner echo system to run technical workshops and POC’s to free up your time for more consultative work with your customers.
- Balanced in doing partner development and some of the partner technical enablement will be very preferred.
Technical/Business Knowledge
- Extensive IT experience; Domain knowledge in a least two disciplines of Application Architectures & Performance Management, Storage & Infrastructure Management or Network Infrastructure
- Master level of routing/switching and networking skillsets esp. SDN knowledge area.
- Competent with SD-WAN designs and technical implementations in terms of use cases in variable customer scenarios will be a huge plus.
- Need to be very familiar with applications which as, O365, SAP, salesforce, Oracle and voice and video etc.
- Confident articulating technical and business value propositions.
- Thorough competitive knowledge including industry, technologies and product offerings, evolving technologies
- Understand and be conversant about company, its solutions, and product strengths, weaknesses, opportunities and threats.
- Solid knowledge and experience of customer management practices.
- In-depth understanding and experience in management of all aspects of sales support processes.
- Must have a clear understanding of selling cycles, selling strategies and the skills and responsibilities of an AM and SE team.
- Education typically requires BS/BA (EE/CS) or equivalent.