Sales Engineer

The Opportunity

Join our pre-sales practice as a Sales Engineer focused on helping our Enterprise customers and Partners develop capabilities in Digital Compliance leveraging our suite of market leading technologies.

Bring your architecture, technology, consulting and business development skills and contribute to technology transformation, application availability, security, privacy and data governance engagements.

Peer with Account Managers to identify and develop sales opportunities, contribute to Tender responses (RFPs, RFIs, Questionnaires), attend events, trade shows and client meetings, deliver effective demonstrations, create sales briefs and drive your own relationships to grow revenue.

Key Attributes:

• Ability to engage beyond technology and Solution Architecture, considering People-Process-Products-Partners-Sourcing strategies mapped to outcomes
• Ability to generate, propose and present technical solutions inclusive of value propositions, requirements mapping and complex modeling
• Actively engage clients, peers, senior leaders, sales and sales support organisations and alliance partners
• Capacity to set strategy and client direction, influence at senior levels, whilst also engaging “in the technical detail” as is routinely required
• Motivation to contribute to the “Emerging Middle East Region” Pre-Sales practice through supporting, mentoring and enabling others whilst developing artefacts and collateral for re-use
• Be inquisitive to develop awareness of emerging products, services, frameworks trends and practices that are both technology, business and service delivery focussed
• Be willing to learn Arctera SaaS and on-premise solutions, such as Information Governance, the Insights Platform, Data Insight, Enterprise Vault, InfoScale…
• Adopt a systematic approach throughout opportunity qualification, deal development and closure
• Excellent written and verbal communication skills
• Self-Motivated with demonstrated abilities to work with sales professionals in a pressured environment

Technical Knowledge:

• Sound understanding of Cloud, Cloud Concepts and Cloud Vendors, such as though not limited to Microsoft and AWS (SaaS, IaaS, PaaS)
• Experience with Enterprise Vault, eDiscovery, Archiving and Surveillance capabilities along with Data Governance and DSPM platforms
• Experience working with VMware, Linux, Windows and exposure to UNIX or other Open Systems environments
• Exposure to: InfoScale/Storage Foundation Suite, clustering (or similar),
• Knowledge of ERP, Messaging/Integration systems or Web Services
• Knowledge of the following would be advantageous: DevOps, TOGAF, ITIL, ISO27001, COBIT, Managed Services and As-a-Service Consumption Models, Consultative Selling practices

Key Responsibilities:

• Own technical pre-sales aspects of an assigned territory
• Validate and or create functional and non-functional requirements and map these to the notion of an Enterprise Data Management Strategy considering Data Governance Domains
• Develop Technical Win-Strategies and technically close out complex sales pursuits
• Provide support to other business functions such as Consulting Services, Marketing and Product Management
• Proactively involve Arctera virtual teams, architects and Technology Champions in joint opportunity and planning sessions
• Shape technical proposals that are commercially acceptable whilst steering clients and partners to explore a balance between price, service and functionality trade-offs; wholly accountable for technical fit and integrity
• Develop presentations, artefacts (re-use) and demonstrations to multiple audiences whilst being sensitive to care-abouts and motivators
• Build strong relationships and be a major influencer in the customer/channel setting our brand preference; self-measure on stakeholder management and meaningful contacts
• Responsible (in conjunction with the Account Manager) for post-sale support facilitation
• Develop co-sell strategies with partner companies that can contribute to collective success in market, this includes sell-to, sell-through and service creation motions

Qualifications / Experience

• Prior experience in a Product Pre-Sales, Services, Architecture or Consulting capacity OR experience working in Digital Compliance and Transformation
• Bachelor's degree in Computer Science, Engineering or equivalent