Sr. Pre-sales Solutions Engineer

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:
  1. 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
  2. Managing expectations of the account team (identifying roles for each external resource)
  3. Identify sales/pre-sales roles, responsibilities on a peer/partnership level
  4. 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.

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SDNLAB君 发表于17-08-16
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