Pre-Sales Engineer – Federal/SLED
Hewlett Packard Enterprise
full-time
Posted on:
Location Type: Remote
Location: Remote • District of Columbia, Maryland, Pennsylvania • 🇺🇸 United States
Visit company websiteSalary
💰 $120,500 - $284,000 per year
Job Level
Mid-LevelSenior
About the role
- A Pre-Sales Engineer is responsible for driving technical success in the sales cycle by demonstrating the value of Zerto’s IT Resilience Platform as well as our Data Protection Portfolio.
- Conduct discovery sessions, deliver product demos, design disaster recovery and data protection solutions, and support POCs.
- Applies advanced knowledge of the company's portfolio, articulating proposals, and ensuring customer's business and technical needs are being met.
- Identifies key risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team.
- Provides input to address key end-customer IT trends, requirements, gaps, or unmet needs.
- Translates the functional design of a solution into a technical design and architecture that can be scaled to accommodate growth.
- Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment.
- Shows customers how to migrate and/or integrate technologies in new or existing environments.
- Contributes to industry developments through contributions at conferences, events, and utilizing social media.
- Designs and delivers solutions aligned to customer's business requirements, leveraging knowledge of the industry and the customer's technical environment.
- Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs.
- Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value.
- Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
Requirements
- First-level university technical degree or equivalent technical qualifications
- Advanced degree in technology preferred
- 4+ years of technical experience in IT with a focus on technical consulting and solution selling
- Knowledge-based and experienced-based relevant industry certifications are strongly preferred
- Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements
- Well-developed understanding of company solution offerings and portfolio of products (and their application with strategic customers or industries), software, services, and how they can be combined to address customer needs
- Well-developed, strong working knowledge with the as-a-service (aaS) business model, business value, complete ecosystem, and outcomes that drive aaS strategic goals within own domain
- Well-developed written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements
- Demonstrates well-developed discussion and persuasion skills used to support the company point-of-view, while respectfully questioning and challenging proposed solutions
- Well-developed business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of functional responsibilities of various customer business roles
- Understanding of typical KPIs is important to CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understanding how customers generate revenue
- Well-developed consultative and value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions
- Well-developed company business knowledge, technical tools, standard customer relationship management (CRM) systems and tools
- Well-developed resource management skills, including how and when to effectively engage SMEs/specialists
- Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility
- Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service
- Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or services to customers, partners, and other stakeholders
- Well-developed project and time management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligence
- Well-developed knowledge of partners' offerings and how to effectively access, engage, and collaborate with them
- Well-developed understanding of Geo application of company’s go-to-market strategy as it relates to partners, has a broad knowledge of partner offerings, along with how/when to leverage them for deals
- Demonstrates well developed strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
technical consultingsolution sellingdisaster recovery solutionsdata protection solutionsproofs-of-concept (POC)as-a-service (aaS) business modelKPI understandingTCO/ROI conceptsproject managementanalytical problem-solving
Soft skills
written communicationverbal communicationactive listeningstorytellingdiscussion skillspersuasion skillsconsultative sellingobjection handlingstrategic planningaccount planning
Certifications
industry certificationstechnical qualificationsadvanced degree in technology