Sales Engineer - Federal, Top Secret.
Archiving, E-Discovery, Forensics Software, virtual office
Our client, a leading provider of Archiving, E-Discovery, Forensics Software is seeking a Pre-Sales Engineer for its Midlantic US territory. This position is key for the support of the sales and customer acceptance of the products, handling the Federal sales market.
This is a virtual position and candidates should be located anywhere within one hour of a major metro airport in the territory, preferably MD, VA, DC
The candidate will provide customers, partner companies and our own sales organization with pre-sales technical assistance, installation and technical support. The candidate will have a strong technical background, in-depth knowledge of industry trends, products and solutions. The candidate will also have organizational and professional skills to deliver the highest level of response to the customer. This position requires up to 30% regional travel.
This situation requires a High-Performance, Low-Maintenance employee with high integrity, motivation and accountability.
Present the firm’s value proposition to customers and partners.
Understand the customer's high-level business challenges and match our client’s solutions to solve these business and technical requirements.
Build long-term business relationships and become a trusted advisor within the territory.
Define and implement a solution oriented technical go-to-market strategy for each opportunity.
Identify new customer projects for the firm’s solutions.
Present vision, strategy and products to executives and technical prospects.
Respond to sales requests for technical assistance
Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.
Facilitate the installation of products at customer sites, as needed
Develop and execute product demonstrations for potential customers.
Responsible for customer-facing product deployments - both pre-sales (i.e. trials) and paid post sales engagements.
Assist in the technical evaluations.
Assist sales in the preparation, content and presentation of technical material to the customer.
Assist the technical support organization and act as a backup as needed
Provide consulting and architecture services to customers.
Provide reporting of customer activities as well as general status and activities
Provide remote and on-site support for product installations at proof of concepts
Developing and delivering of product demonstrations, working with both marketing and product management teams.
Handling technical presentations at trade shows and conferences.
Identifying client requirements and ensuring proactive communications with customers to ensure customer satisfaction.
Conveying customer feedback and requirements to Product Management and Marketing teams.
Education, Experience & Skills requirements:
Bachelor’s degree or equivalent experience
5-7+ years technical pre-sales experience in the US Federal government sector, especially DoD, IC and related communities.
Current Federal/ DoD Top Secret clearance.
Ability to collaborate with and motivate multiple customer groups toward accomplishing a task.
Proven Solution Selling track record.
Strong listening and question based selling skills.
Ability to see and present "the big picture" and offer solutions to make it better.
Strong customer facing and relationship building skills.
Must be effective in working both independently and in a team setting.
Ability to uncover business challenges and develop a custom solution to solve those challenges.
Ability to travel 30% as necessary.
Required Technical Skills
Demonstrated experience in several of the following
Preferred: UNIX, Linux or Windows Server operating systems.
Preferred: Experience one or more of the following: Compliance (GRC, RSA Archer) https://app.hubspot.com/meetings/dan315(e.g. Symantec Enterprise Vault, HP Autonomy, EMC SourceOne and similar), eDiscovery and Forensics (e.g. Guidance software EnCase)
Preferred: Some experience with collaboration/ communications systems such as Microsoft SharePoint or IBM Connections.
Preferred: Knowledge of GRC (Governance, Risk and Compliance) regulations, practices and supporting technologies such as PCI-DSS, HIPAA/HITECH.
Helpful: Databases (Oracle, DB2 or SQL server)
Helpful: Knowledge of compliance and archiving of communication, collaboration and social media platforms.
Exceptional customer presentation skills
Knowledge of industry products, trends and practices