The Sales Engineer is responsible for providing the technical account management activities to help the sales team maximize revenue opportunities from new and existing accounts, either targeting specific vertical market sectors or a geographical region as agreed with the manager.

The Sales Engineer will perform all or some of the following Job description:

• Partner with Sales Managers to develop account / territory plans and sales strategy

• Lead technical discovery sessions with prospects to map requirements to solutions

• Establish technical credibility within the account and build trust with customer influencers and decision makers

• Develop and deliver compelling customized demonstrations and presentations to meet customer/prospect requirements

• Understand and utilize the sales process and adopted sales methodologies

• Provide ownership of the technical sales cycle from qualification to technical closure

• Provide technical account management to existing accounts, ensuring customer satisfaction and identifying incremental revenue opportunities

• Take ownership of the production of RFIs/RFPs responses, ensuring the consistency and quality of responses and presentation

• Engage with the project delivery team to ensure all information gathered during the sales cycle is successfully transitioned

• Keep up to date with new products, messaging, horizontal and vertical market trends, supporting technologies and competitive intelligence

• Build relationships with internal Attachmate resources, such as Product Management and Engineering

• Actively seek and use feedback to enhance professional skills such as sales skills, demonstration skills and presentation skills

• Work closely with other members of the Systems Engineering team to share ideas, skills, tools and willingly offer and accept assistance as required to ensure both individual and team goals are met

• Work closely with Product Management teams to ensure the product direction meets the needs of the customers/prospects

• Attend all appropriate product training to acquire and maintain a detailed level of product knowledge

• Represent Company in a professional manner at all times and ensure that the company’s interests are uppermost in all dealings and transactions.

• In depth understanding of the company products and ability to articulate product features, business benefits and competitive advantages

• Previous pre-sales experience within an enterprise software vendor preferred

• Hands-on experience as a Security Analyst in a Security Operations Centre advantageous

• Detailed knowledge of network security areas such as Firewalls, IDS/IPS, Routers, Databases

• Detailed knowledge of Windows and/or Unix Operating Systems, and IP networking technologies

• Knowledge of scripting (VBScript, Perl) and confidence with Regular Expressions highly desirable

• Experience with Security Incident and Event Management and Compliance Software solutions from vendors such as Symantec, Computer Associates, Arcsight, RSA, LogLogic, Mcafee Foundstone, NetForensics

• Ability to work credibly at all levels including board and operational levels

• Ability to communicate through oral and written communications to both technical and business audiences.
   

• CISSP Certification.
   

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