Job Summary
As a Pre-Sales Engineer you will assist and support the sales team through product sales, demos, and account management. As a Pre-sales Infrastructure Solutions Architect, you will also be responsible for writing technical correspondence to customers and internal staff. This position requires experience dealing directly with customers, sometimes in a stressful situation where providing technical accuracy, courteous and professional responses in a timely manner is essential. The Pre-sales Infrastructure Solutions Architect is a critical member of the Innovation Team and reports to the management of the Solutions Architects team. This is an exempt, professional, technical position and the ideal candidate will have at least 5 years of related experience.
Essential Job Functions
Must be a self-motivated professional, team oriented, pro-active, and able to handle multiple projects simultaneously in a fast-paced environment. Proven track record of meeting deadlines along with associated deliverables.
Ability to translate and communicate technical features and concepts into tangible customer business benefits. This typically involves the creation of Quotes and SOWs.
Work with Sales Teams to understand their business models, technical lead and technical staff knowledge and experience levels, revenue, and provide enablement training to help increase their win rate, increase revenue, and increase technical certifications, helping them attain the next higher partner level to increase margins.
Work with the sales team to establish a trusted relationship with specific Customers and craft and deliver on a detailed enablement plan for each.
Tailor communications with clients to address their specific business needs. Develop
proposals that includes how our experienced technical team and service options can
support the customers specific business requirements.
Provide awareness, pre-sales, and installation preparedness enablement training, and
become a valued and trusted resource for ATSGs Customers.
Onboard and come up to speed quickly on new products and solutions.
Help train ATSG Teams on how to deliver compelling product and solution
demonstrations, and leverage demo environments.
Weekly and quarterly reporting to track performance and accomplishments.
Solution Planning and Design
Architect an appropriate technical solution to meet the customer's business
requirements.
Lead and participate in customer proof of concepts (POC) and lab demonstrations of
aligned business technologies.
Investigate and optimize solutions to fit the requirements of an opportunity, both
current and future.
Assist the sales teams in understanding the competitive threats faced in each
opportunity and craft messaging that highlights ATSG's differentiation and strategic
advantages.
Establish the validity of a solution and its components.
Identify the growth path and scalability options of a solution and includes these in
design activities.
Establish and maintain solid relationships
Maintain excellent communications with sales teams.
Represent the company as a technical expert.
Advance opportunities using effective consultative selling techniques.
Build partner loyalty through being a trusted advisor. Each to reach, easy to
communicate with, very responsive.
Partner effectively with others in the account to ensure problem resolution and
customer satisfaction.
Team collaboration
Actively supports the account team with solution advice, proposals, presentations, and
other customer communications.
Analyzes and provides support to deals in the pipeline where needed.
Understands the roles and effectively engages other teams and resources within the
company and partners as needed.
Highlight potential areas for up-selling and cross-selling
Education and Experience Required
Technical University or bachelors degree or equivalent experience
5+ years Azure Product Portfolio Architecture, Design, and Implementation.
5-10 years experience in servers, storage, networking, and security.
General datacenter knowledge, including server and network management, cloud,
routing, SD-WAN, switching, switching topologies (core, distribution, and edge, stacking),
VPN technology, firewalls, and other related security technologies.
Key vendors: HPE, Palo Alto Networks, Fortinet, Microsoft Azure, Cisco are a plus.
Knowledge and Skills
Demonstrate a broad knowledge of the company's technology & solutions, with deep
expertise in area of specialization and related technologies.
Knowledgeable in competitive solutions and maintaining deep competitive knowledge
across all product and solution areas.
Apply a broad understanding of technical innovations & trends to solving customer
business problems.
Apply productivity-enhancing tools and processes.
Establish thought leadership in technical specialty areas.
Demonstrate ability to work as the lead for large complex projects.
Maintain a high-level understanding of the company's roadmaps across all product and
solution areas.
Demonstrate extensive hands-on level skills and leverage those skills extensively when
learning and delivering the entire workshop portfolio.
Excellent verbal, written, presentation and organizational skills.
Ability to teach in a classroom or auditorium environment.
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