Sales Engineer, Sled Customers

Overview

Sales Engineer, SLED Customers

Looking to hire a Sales Engineer to sell to SLED Customers

Job

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 ensure the best possible technical solution with the information provided. Specialization designated by a defined strategic initiative as named by NETSCOUT Systems, including verticals such as System Integrators and Channel Partners.

This individual will report to the Regional Director and will have significant interaction with customers. A solid understanding of the sales cycle and collaboration with the SLED Sales teams throughout the process is required. Sales Engineers and their Account Managers will be positioned to uncover and develop new areas of business and relationships for NETSCOUT Systems.

• The SLED Sales Engineer must work closely with the Account Manager(s) and Regional Director to develop business and technical strategies to improve the chance to win business.
• Investigate the 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 business problems and offer attractive solutions to the client.
• Provide specialized technical support to the prospect/customer using NETSCOUT’s best practices and other resources available to the Sales Engineering group.
• Account responsibility for all lead technical activities, including building relationships across the customer’s IT silos to document their infrastructure and understand challenges and potential projects.
• Assist Sales teams in achieving financial targets via the sales process and 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 (Web Ex/Meeting Place), perform canned or live product demonstrations, lead whiteboard discussions, and present NETSCOUT solutions effectively to customers, resellers, and integrators.
• Work with users to explore usage scenarios and discover upsell opportunities by understanding their needs.
• Adapt to new situations and opportunities, potentially with multiple integrators on a common customer network.
• Travel required within the assigned territory and within the region, estimated at 40–50% within the territory.

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

• Minimum 10 years’ experience in IT and/or 7 years as a pre-sales engineer, Network Engineer, Application Engineer or in a pre-sales technical support role
• Minimum 5 years’ experience in Network Observability and/or Network Security
• Experience with SLED customers to understand technical challenges and propose appropriate solutions
• Proven pre-sales success and ability to work with a team
• Strong networking and application background; working knowledge of Linux/Windows
• Cultural familiarity with the Region; 5+ years selling into the SLED market
• Technical skills related to:
  Cisco routing/switching/gateways, TCP/IP, SNMP, Netflow, VoIP, various topologies (LAN/WAN), trend analysis, network security, network infrastructure, network general (sniffer) knowledge
• Experience with HP/OV, IBM Tivoli, EMC SMARTS, Arc Sight a plus; network performance management; fault/alert management; cyber security concepts; DDOS knowledge a plus;
  Splunk, Service Now, HP/OV, IBM Tivoli, EMC SMARTS, Arc Sight a plus; AI Operations, SOC experience a plus; ngenius product experience a plus; operating systems (Linux, NT)
• Certification in CCNA, CCNP, CCIE a plus; SDN/NFV;
  Virtualization;
  Public/Private Cloud

Experience responding to or creating RFIs/RFPs; security audits experience a plus. Must have attended formal sales training that teaches pre-sales techniques (examples include Sandler,…