Sales Engineer - Federal Accounts DISA

Senior Solutions Engineer – Responsibilities

• Act as a trusted advisor providing technical expertise through Sales presentations, Solution designs, Solution demonstrations, and Proof of Concepts
• Provide solution designs and systems engineering configurations
• Develop and maintain a high level of technical knowledge of F5 product set, relevant industry, and Sales aptitude
• Design differentiating solutions and articulate technical and business value of F5 Solutions against competitors
• Design technical solutions that can solve customer business problems or create a new service offering
• Participate in the development and support of content (presentations, WP’s, use cases…) for customers and partners
• Maintain knowledge of competitive landscape and share with peer group
• Foster a collaborative, team‑based environment, sharing best practices and success and building lasting relationships
• Effectively negotiate and pursue conflict resolution
• Own or assist on Change Request (CR) and Customer Special Request (CSR) cases on behalf of customer
• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies
• Perform other related duties as assigned
• Customer support activities include:
  Can articulate the F5 Sales Strategy, Messaging, and positioning F5 value proposition for customer business objectives
• Develop and maintain trusted advisor relationships with customer technology staff and management
• Consistently provide world‑class customer service during pre‑sales and post‑sales activities
• Can deliver sales pitch/whiteboards at CxO level through to detailed technical staff
• Actively use  for each opportunity and named account
• Partner with the sales team to develop and manage Technical Account Plans and/or Territory Account Plans
• Understand and effectively utilize F5 organizational resources
• Actively utilize SE tools: CSR, Salesforce, Aha!, Sharepoint, and others
• Identify and qualify technical opportunities
• Influence Sales strategy
• Determine viability of opportunity and map out account political structure
• Channel support activities include:
  Support F5 channel partner sales initiatives
• Provide channel partners sustainable training on F5 solutions and competitive differentiation
• Provide channel partners technical expertise and oversight as required
• Proactively provide consultative support; work in collaboration with Channel and Sales management to establish channel partners and to qualify partner’s ability to sell F5 solutions
• Post‑sales activities include:
  Understand and follow the escalation process
• Partner with the F5 Technical Support and customers/partners to resolve issues

• Expert written and oral communication skills
• Expert presentation skills
• Experience with MS office suite or system administrator skills with UNIX, Microsoft or application knowledge
• Network design background
• Demonstrate expert knowledge of industry and F5 Networks‑targeted technologies, industry trends and cycles, Windows Server applications and OS presales experience working with the DOD (preferred)
• Demonstrate proficiency in configuration and troubleshooting of servers, Active Directory Domain design, CIFS/SMB; DFS and FRS experience are a plus
• Unix:
  Solaris, Linux, BSD, Irix, AIX, HP/UX are a plus, with expertise in at least one of the two operating systems
• AI concepts and technology

• 8+ years of related industry experience
• 4+ years pre‑sales experience
• BS/BA or equivalent work experience
• Active Top Secret Security Clearance required

Duties are performed in a normal office environment while sitting at a desk or computer table. Duties require the ability to utilize a computer, communicate over the telephone, and read printed material. Duties will require being on call periodically and working outside regular hours (evenings and weekends). Duties may require out‑of‑town travel up to 50‑80% of the time. Candidate must reside in Maryland, Virginia, DC Area, or Ohio.

Employees within 30 commutable miles of an F5 office are required to work from the office a minimum of 30 business days per quarter. Remote:
Primarily…