The Sr. Solutions Engineer, "Sr Presales Consultant," or "Sr 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 one or several product lines of the Fortra portfolio. You will work with leading companies worldwide 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.
As a Solutions Engineer for Data Protection (DP), you'll manage presales activities for different solutions from the portfolio. Your focus will be Data Protection Solutions (Digital Guardian, Titus, Bolden James, and Vera) and SSE Solutions. Your work will focus mainly on the APAC region.
You will be expected to learn and master technically the products you'll work with and work under low supervision.
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. Channel 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 oral presentation skills, public relations skills, and the ability to educate and train in a technical environment. WHAT SETS YOU APART Hands-on Strong Technical knowledge and experience with Data Classification, Digital Rights Management, and Data Loss Prevention, as well as Managed and Secure File Transfer Experience with cyber security processes, tools, and technologies and knowledge of best practices regarding their implementation Experience in Cyber Threats and phishing techniques Strong Technical Knowledge of Email Security Gateways Experience with other security infrastructures, including SSE, CASB, Document Management, and Encryption solutions. Security, technical, or other certifications like CISSP are considered an advantage. Previous experience developing a role where you worked closely with CISOs or data protection officers Experience with Microsoft infrastructure products including Microsoft Office, Outlook, Exchange and SharePoint, Google G Suite #J-18808-Ljbffr
