Sales Engineer

• Develop and execute sales strategies to achieve revenue and market share objectives within the assigned territory.
• Identify and pursue new business opportunities with utilities, OEMs, EPCs, industrial facilities, and renewable energy customers.
• Promote Qualitrol solutions for transformer monitoring, partial discharge monitoring, GIS monitoring, breaker monitoring, power quality, fault recording, and digital asset management.
• Conduct technical presentations, product demonstrations, and solution workshops for customers and partners.
• Support the complete sales cycle including prospecting, technical qualification, proposal development, commercial negotiations, and project closure.
• Build and maintain strong technical and commercial relationships with customer stakeholders at all organizational levels.
• Understand customer operational challenges and align Qualitrol technologies to customer reliability and maintenance strategies.
• Provide consultative support regarding asset monitoring, condition assessment, predictive maintenance, and digital substation initiatives.
• Support site visits, technical evaluations, FAT/SAT activities, and field demonstrations when required.
• Act as a subject matter expert for high-voltage asset monitoring technologies.
• Support customers with application engineering discussions related to Power transformers, Gas-insulated switchgear (GIS), Circuit breakers, Generators and motors, Partial discharge monitoring, SF6 monitoring, Power quality and fault recording systems.
• Maintain deep knowledge of utility standards, industry trends, and competitive technologies.
• Develop and support representative firms, distributors, VARs, and channel partners.
• Deliver technical and commercial training to channel partners and customers.
• Assist partners with opportunity development, solution positioning, and customer engagement strategies.
• Ensure channel alignment with regional growth objectives.
• Maintain accurate opportunity pipelines, sales forecasts, and account activity within Salesforce CRM.
• Support monthly, quarterly, and annual business reviews.
• Track market activity, competitive intelligence, and customer project developments.
• Collaborate with leadership to develop account plans and territory growth strategies.
• Work closely with engineering and product management teams to communicate Voice of Customer (VOC) feedback and market requirements.
• Support product launches, pilot projects, and strategic growth initiatives.
• Coordinate with field service and operations teams to ensure customer satisfaction and successful project execution.

• Support Federal Sales Opportunities
• Partner with Federal Account Executives to develop opportunity strategy, qualification plans, competitive positioning, and pursuit execution.
• Lead discovery discussions with Federal agencies to understand technical environments, business challenges, modernization objectives, compliance considerations, and procurement requirements.
• Present Rimini Street services and value proposition to Federal stakeholders, including CIOs, CTOs, Program Managers, Enterprise Architects, Security Officers, Procurement Officials, and Executive Leadership.
• Support responses to RFPs, RFIs, sources sought notices, technical evaluations, proposal development, solution reviews, pricing strategy discussions, and contract negotiations.
• Develop customized solution strategies that address agency-specific requirements and mission objectives.
• Serve as a subject matter expert for Rimini Street's support, managed services, AMS, security, and professional services portfolio.
• Explain enterprise software support strategies for SAP, Oracle, VMware, IBM, and other enterprise application ecosystems.
• Conduct technical workshops, architecture reviews, and executive briefings that clearly connect technical decisions to business value.
• Address technical objections and competitive challenges throughout the sales cycle.
• Collaborate with Delivery, Product, and Security teams to validate service scope, feasibility, assumptions, risk considerations, and resource requirements.
• Advise agencies on modernization strategies, application lifecycle planning, cloud adoption considerations, software support alternatives, and operational risk management.
• Help agencies evaluate alternatives to vendor-driven upgrade mandates while maintaining mission continuity and service quality.
• Represent Rimini Street at Federal conferences, industry events, partner meetings, and customer executive briefings.
• Support Federal marketing initiatives, thought leadership content, and partner-facing enablement.
• Maintain clear, audit-ready documentation for solution assumptions, scope boundaries, pricing inputs, and outstanding information needs.

Senior Solution Engineer, Federal Government Sales

• Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio - backup, recovery, cyber resilience, and data security management capabilities to business and technical audiences.
• Provide expert, tailored technical support throughout the sales cycle, including discovery, solution design, demos, and proofs of concept.
• Support technical strategy for SLED opportunities in partnership with the Account Executive, contributing to deal progression and win strategy.
• Enable customers to integrate Cohesity products into existing production environments, responding to technical requests in a timely and professional manner.
• Lead and support technical engagements such as product demonstrations, workshops, white papers, proposals, and evaluations.
• Identify customer requirements and risk areas, helping shape proofs of concept that highlight Cohesity's value in cyber resilience and data security.
• Assist with competitive displacement conversations by understanding customer environments and positioning Cohesity effectively.
• Collaborate cross-functionally with Product Management, Engineering, and Support to relay customer feedback and contribute to product improvements.
• Provide post-sales technical assistance or project support when needed to ensure successful outcomes and customer satisfaction.

Senior Sales Engineer – Federal Civilian

• Collaborate with Acceldata Account Teams, Product, and Customer Support teams to help prospects, customers, and partners identify the value and need for Acceldata solutions.
• Develop, customise, and conduct technical presentations and product demonstrations to prospective customers, showcasing our solutions and how they address specific customer needs and challenges.
• Proficiency in multiple Hadoop components (HDFS, Yarn, Spark, Hive, HBase, Ranger, Kerberos, Kafka, Zookeeper, etc.) & their working architecture, usage & workflow.
• Hands-on experience with at least one of the following: Apache Spark, Trino, Jupyter and Airflow.
• Partner with the Enterprise and Strategic Accounts teams to identify prospects’ environments and technical requirements to pursue tailored sales strategies, providing technical expertise to help close deals effectively.
• Work closely with customers to design and develop solutions tailored to their data environments and technical requirements.
• Develop comprehensive technical proposals & assist with crafting statements of work (SOWs).
• Lead the implementation of POCs to demonstrate the value & functionality of our products in the customer's environment. Analyze results & present value-oriented results to stakeholders.

Sales Engineer – Hadoop Observability, Open Data Platform

• Manage a team of Sales Engineers responsible for designing and delivering advanced solutions to help move the sales process forward and win business
• Typically pre-sales-oriented, providing technical expertise and engaging customers and stakeholders over the course of the sales cycle
• Will lead, train and motivate your team to effectively develop Verizon differentiated complex solutions (including network, security, strategic communications and professional services) based on customers'/prospects' business requirements
• Discovering opportunities for more effective technical support to the sales team
• Monitoring and redirecting efforts and resources as appropriate to maximize sales results
• Developing and cultivating relationships with senior management and executive levels
• Interfacing directly with client personnel at all levels as required to provide consistent, high quality technical support and to develop sales/service opportunities
• Participating in executive briefings and customer presentations
• Conducting periodic operations reviews with SAs to maintain a focus and cadence on excellence
• Ensuring all SA's complete training against assigned curriculum roadmaps in a timely manner
• Conducting frequent, regular one on one sessions with each SA
• Addressing performance concerns and ensure PDP or PIP is implemented when necessary in accordance with HR guidelines
• Consistently sharing successes and expertise across the SA community
• Engaging with peer organizations to resolve customer issues
• Providing timely market information, drivers and customer feedback to our partner organizations for product and technology positioning and improvements

Associate Director – Sales Engineers

• Serving as the technical expert for Zero Trust Architecture in Cloud environments, focusing on AWS, Azure, and GCP
• Collaborating with sales and engineering teams to provide technical insights that influence the Product roadmap
• Leading conversations about Zero Trust Security trends, strategies, and deployment with customers at all organizational levels
• Running customer Proof-of-Value engagements in collaboration with Sales Engineers, demonstrating Zscaler’s unique value proposition
• Providing competitive insights and positioning Zscaler solutions as the best alternative

Principal Specialist Sales Engineer – ZT Cloud, Enterprise

• Serve as a trusted technical advisor and subject matter expert supporting Honeywell's physical security portfolio, including LenelS2 OnGuard, NetBox, and Elements solutions.
• Partner closely with Regional Sales Managers, Value Added Resellers (VARs), consultants, and end users to identify customer requirements, develop technical solutions, and drive new business opportunities.
• Provide technical leadership throughout the sales cycle, including discovery, solution design, product demonstrations, proof-of-concepts, RFP responses, and technical presentations.
• Help customers evaluate and select solutions that meet their operational and business objectives.
• Collaborate with Sales, Product Management, Engineering, and Technical Support teams to develop winning strategies, position Honeywell solutions effectively, and deliver exceptional customer experiences.

Senior Applications/Systems Sales Engineer – OnGuard, NetBox, Elements

• Senior Presales Enterprise Architect responsible for leading the design of technology solutions that address Federal Government customer business requirements.
• Collaborates closely with Account Managers and Client Specialists to develop strategic customer partnerships, assess current environments, and define future-state architectures.
• Leads and facilitates in-depth technical discussions with clients to build strong relationships, assess business needs, and evaluate existing environments.

Federal Principal Presales Architect

• Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio - backup, recovery, cyber resilience, and data security management capabilities to business and technical audiences.
• Provide expert, tailored technical support throughout the sales cycle, including discovery, solution design, demos, and proofs of concept.
• Support technical strategy for enterprise opportunities in partnership with the Account Executive, contributing to deal progression and win strategy.
• Enable customers to integrate Cohesity products into existing production environments, responding to technical requests in a timely and professional manner.
• Lead and support technical engagements such as product demonstrations, workshops, white papers, proposals, and evaluations.
• Identify customer requirements and risk areas, helping shape proofs of concept that highlight Cohesity's value in cyber resilience and data security.
• Assist with competitive displacement conversations by understanding customer environments and positioning Cohesity effectively.
• Collaborate cross-functionally with Product Management, Engineering, and Support to relay customer feedback and contribute to product improvements.
• Provide post-sales technical assistance or project support when needed to ensure successful outcomes and customer satisfaction.

Senior Sales Engineer

• Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers
• Work closely with Product Management, and other relevant teams, to help develop the Samsara platform
• Demonstrate the value proposition of Samsara’s products and services along with the platform's core capabilities onsit, remotely via webinar sessions, or at field events such as conferences and trade shows
• Respond to functional and technical elements of RFIs/RFPs
• Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches
• Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base
• Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region
• Champion, role model, and embed Samsara’s cultural principles as we scale globally and across new offices

Enterprise Core Sales Engineer

• Act as a trusted advisor providing technical expertise through Sales presentations, Solution designs, Solution demonstrations, and Proof of Concepts
• Provide solution designs and systems engineering configurations
• Develop and Maintain a high level of technical knowledge of F5 product set, the relevant industry, and Sales aptitude
• Design differentiating solutions and articulate technical and business value of F5 Solutions against competitors.
• Design technical solutions that can solve customer business problems or create a new service offering
• Partner with the sales team to develop and manage Technical Account Plans and/or Territory Account Plans
• Consistently provide world-class customer service during pre-sales and post-sales activities

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