Full Time
Milpitas, CA
Posted 3 months ago

$170K – $180K base plus bonus

Position ID: SBB21009

Job Responsibilities:

  • Provide technical leadership in support of key accounts and serve as engineering lead
  • Work with Regional Sales Director to develop a targeted growth plan existing customers and net new customers
  • Provide technical expertise to sales team and customers on designated solution focus area
  • Establish credibility with clients sales team and customers as a true value added reseller
  • Conduct customer facing presentations on clients core competencies and technical solution offerings for assigned accounts and focus areas
  • Assist sales team with overall account planning as it relates to technical aspects of hardware, software, and services opportunity qualification and development
  • Complete and author technical sections for RFP/RFI/RFQ responses
  • Assist sales team with identifying and capturing customer business and technical requirements during the sales cycle and determining clients recommended solution
  • Develop and finalize solution architecture/design and detailed line item configurations and/or bill of materials (BOMs)
  • Develop and finalize solution proposal and/or presentation of recommended solution
  • Lead technical scoping/reviews with sales team and customers for Statement of Work (SOW) generation
  • Function as a subject matter expert (SME) for customer technical staff regarding proposed solution and its design, configuration, implementation, and testing specifics
  • Function as technical liaison and client ambassador with field OEM channel sales and technical teams
  • Assist sales team with mentoring of junior account managers as it relates to overall opportunity management and technical solution set
  • Conduct knowledge transfers with solution architect colleagues and service delivery team regarding solution and OEM product updates/changes, lessons learned from previous engagements/experience, etc. as relevant
  • As appropriate, assist sales team in dealing with customer satisfaction issues surrounding technical aspects or approach of a recommended solution and assist in developing a ‘get well’ plan
  • Identify product or services candidates to sales and services management as new solution areas for client to potentially develop or invest in
  • Complete and/or register for training and maintain OEM certification(s) as requested and approved by immediate manager in accordance with assigned focus area
  • Be proactive in highlighting and suggesting areas for improvement in the region’s procedures, structure, reporting, etc. and proposing ideas and solutions to help improve these areas
  • Ensure appropriate coverage for in-process and new solution sales cycle opportunities while out of office for training, vacation, PTO, etc.
  • Participate in weekly pre sales engineering conference calls with immediate manager and be prepared to review on a weekly basis the current pipeline of opportunities being worked on and forecast for the next 60 days the potential revenue associated to them, win probability, and estimated date of completion
  • Complete administrative tasks (expenses, time reporting, pipeline) in a timely fashion
  • Conduct client branded “lunch and learns” as requested by management with customers in the region and identify sales opportunities arising from them

Job Knowledge/Skills:

  • Technical pre-sales experience
  • Solutions selling sales cycle understanding
  • Generating and presenting customer facing presentations
  • Familiar with account planning, pipeline management and forecasting
  • Ability to draft/compile well written bills of material and statements of work
  • Advanced written and oral communication skills
  • Seasoned in technical strategy and architecture steering, review, and documentation
  • Ability to discuss and sell technical best practices and solutions to engineering and management level customer contacts and take ownership of completing the sale of technology solutions

Education and Experience:

  • Bachelor’s degree preferred
  • 10 years of applicable technical pre-sales engineering experience preferred
  • Hold certifications commensurate with the technology and solutions focused on

Job Features

Job Category

Manager

Salary

$170K - $180K

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