Federal Sales Engineer - DOD, Air Force, Army, NAVY
Our Client is looking for an experienced Sales Engineer to work with Federal DOD Customers in VA/MD and other states.
The role of the Federal Sales Engineer is to assist the Sales team in reaching the revenue goal by providing quality pre-sales technical support and presentations focused on articulating value to the prospective buyer. Act 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.
Federal Sales Engineers will report to the Director of Sales Engineering 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.
The Federal Sales Engineer must be able to work closely with the Account Manager(s) and the Director to develop business and technical strategies that can help ensure the best 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 specific business problems and offer attractive solutions to the client.
Provide specialized technical support to the prospect/customer using best practices’ techniques along with other available resources provided to the Sales Engineering group.
Account responsibility for all lead technical activities. This includes building relationships across customer's IT silos to document their infrastructure and understand their challenges and seek out potential projects.
The Federal Sales Engineer will directly assist Sales teams in achieving financial targets via the sales process and assisting sales in accurately assessing and forecasting opportunities.
Must be able to create and deliver PoCs, manage competitive Bakeoffs, prepare for and run initial and subsequent onsite presentations or host remote presentations using WebEx or Meeting Place, ability to perform canned or live product demonstrations of system capabilities and benefits for customer meeting, show ability to lead whiteboard discussions, etc., to best present software 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 required within the assigned territory and within the Region estimated at 40 - 50% within the territory.
Experience selling to and working with Federal Customers ( DOD, Air Force, ARMY)
Minimum 10 years’ experience in IT and/or 5 + years as a pre-sales engineer, Network Engineer, Application Engineer or in a pre-sales technical support role.
This person must have experience and demonstrated working with customers to understand their technical challenges and requirements and to have effectively proposed desired solutions.
Proven pre-sales record of success and achievement for themselves and their team.
Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems.
BGP, Netflow, VoIP
Various topologies, LAN, WAN (MPLS, Frame, ATM)
Trend analysis concepts
Network Security concepts
Network infrastructure concepts
Network performance management
Certification CCNA, CCNP, CCIE a plus
Exceptional verbal and written communication skills.
Exceptional organization, time management skills and multi-tasking skills.
Self-motivated and constantly looking for ways to improve both product and process.
TER Consulting Group
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