The Solutions Engineer, "Presales Consultant," or "Sales Engineer," is a technical role on the Sales team. It is an exciting opportunity for an experienced professional with strong technical, collaboration, and presentation skills. Someone who will focus on sales activities and business development. A Solutions Engineer is a product and market expert for several product lines of the Fortra portfolio. You will work with leading global companies to guide the sales process by identifying customers technical and business requirements and demonstrating product capabilities before designing a solution proposal that is the best for the customer. You will also participate in marketing activities such as webinars, tradeshows, and content generation. A Sr. Solutions Engineer is an experienced Solutions Engineer, with both extensive market, product knowledge and soft skills, that is proactive managing any functional and technical need during the sales process. 

WHAT YOU’LL DO

Sales Activities:

• Be a team member with sales representatives and work together on any activities with prospective customers.

• Conduct "pain discovery" processes to understand the customer needs and articulate a solution that best addresses that need.

• Develop, present, and deliver high-impact demonstrations.

• Be the owner of the customer’s evaluation process of the offered products and solutions by executing trials and proof of concepts.

• Detect technical and functional objections from the prospective customer during the sales process, be creative in finding solutions, and work with the appropriate team for remediation.

• Build and defend proposals to customers, articulating the benefits of our company as the best solution that addresses that need to all levels, including "C" level executives.

• Estimate professional services effort and build a project plan, when needed, to guarantee a successful deployment on the customer.

• Understand the competition and be, with your participation, a differentiator during the sales process.

• Know the company portfolio and be able to introduce other solutions to customers for needs that can be solved with our suites.

• Other duties as required

Partner Activities:

• Work together in partner activities like visits, demos, proposals, events, etc.

• Help the partner with the recruiting process and participate in calls with potential partners.

• Participate in partner enablement activities like tech training and functional enablement.

• Deliver technical presentations and respond to technical questions during sales calls.

Industry Events:

• Represent the Company at Trade Shows, User Group, Conferences, and Virtual events.

• Provide presentations at events where applicable.

Product / Technical Marketing:

• Participate in online webinars on specific topics.

• Assist in the outbound launch of new products and release activities.

• Serve as the market expert on products, from how customers use them to how the competition positions against them to how the field sells and services them.

QUALIFICATIONS

• A degree in a technical field, ideally Computer Science or IT, is preferred.

• Minimum of 7 years of experience in IT, technical presales, technical consultancy, IT security projects, or technical support activities.

• Minimum of 5 years of experience in presales-related roles, ideally in the IT Security field.

• Excellent verbal presentation skills, public relations skills, and the ability to educate and train in a technical environment.

ID:3206