Sales Engineer

Base pay range

$/yr - $/yr

Commission and RSUs

NETSCOUT is looking for an experienced Sales Engineer to work with SLED customers in the Mountain and West States.

NETSCOUT SYSTEMS, INC. (NASDAQ: NTCT) is a market leader in Network Observability and cybersecurity software solutions for today’s most demanding service provider, enterprise and government networks.

The role of the Sales Engineer is to assist the SLED Sales team in reaching the revenue goal by providing quality pre‑sales technical support and presentations focused on articulating value to the prospective buyer. Represent NETSCOUT Systems as the product solution specialist and work to insure the best possible technical solution with the information provided. Specialization designated by a defined strategic initiative as named by NETSCOUT Systems.

These areas will include verticals such as System Integrators, Service Providers, Enterprise customers and Channel Partners.

This individual will report to the Regional Sales Director and will be required to have significant interaction and consultation with customers and must have a solid understanding of the sales cycle and working with the Sales teams throughout the process.

Sales Engineers and their Account Managers will be placed in situations to uncover and develop new areas of business and relationships for NETSCOUT Systems.

• Work closely with Account Manager(s) and Regional Director to develop business and technical strategies that help ensure the best chance to win business.
• Investigate prospect’s needs and assist in developing a strategy to win business.
• Assist the Sales Teams in making tactical decisions regarding the sale.
• Identify compelling events or specific business problems and offer attractive solutions to the client.
• Provide specialized technical support to the prospect/customer using NETSCOUT’s ‘best practices’ techniques along with other available resources provided to the Sales Engineering group.
• Account responsibility for all lead technical activities, including building relationships across customer’s IT silos to document infrastructure and understand challenges and seek out potential projects.
• Assist Sales teams in achieving financial targets via the sales process and assisting sales in accurately assessing and forecasting opportunities.
• Create and deliver PoCs, manage competitive Bakeoffs, prepare for and run initial and subsequent onsite presentations or host remote presentations using Web Ex or Meeting Place, perform product demonstrations, lead whiteboard discussions, etc., to present NETSCOUT solutions in the best possible light for customers, resellers, integrators, etc.
• Work with users on a regular basis, explore scenarios in which the system is being used and discover new upsell opportunities by understanding the user’s needs.
• Adapt to new situations and opportunities that may include multiple Integrators on a common customer network.
• Travel within the assigned territory and within the Region estimated at 40 - 50% of time, carrying a laptop.

• Strong ability to differentiate the products from competitors – expert in competitor’s product and how to differentiate against them.
• Very strong presentation skills – charismatic presenter that can present compelling views of our products against customer needs.

• Research recent market trends and present how our solution can help customers in these new areas.
• Leadership skills in contributing to the sales strategy from a solution requirements standpoint – strong contributor to the sales strategy.
• Develop relationships in key accounts and be a strong contributor to overall account relationships.
• Make contributions to new product direction through suggestions to the EBO/SBO.

• Bachelor’s Degree in Computer Science, Software Engineering or equivalent.
• MBA preferred.
• Technical Military training.
• Formal presentation training.

• 7+ years as a pre‑sales engineer, Senior Network Engineer, Application Engineer or in a pre‑sales technical support role.
• Experience working with…