JM5004
Senior Sales Engineer - US Government Account
Location: Northern VA or Washington, DC
Current Top Secret (with SCI/Poly preferred)
The Senior Sales Engineer (SSE) will be responsible for providing pre and post sales engineering support for the US Government Account Team.
This position will be held accountable for helping achieve specific direct sales revenue goals as well as perform agreed upon major business objectives designed to further company wide business goals.
This position will require approximately 30-60% travel.
The sales engineer responsibilities will include:
Conducting sales presentations and demonstrations for existing and potential customers and partners.
Management of the technical relationship with all customers and prospects during the sales process.
This includes developing and maintaining relationships with technical contacts within the customer, keeping account information up to date in the CRM system, and attendance at all sales, sales engineering, and product management meetings regarding the customer.
Detailing and presenting our product features, operation, support services and outlining the resulting value propositions to customers and partners.
Responding to RFP/RFI/RFQs in coordination with MRS. ·
Writing statements of work for projects and potential projects.
Installing and managing customer technical evaluations of large software applications including hands-on software installation, troubleshooting and support.
Providing detailed/timely customer product feedback and feature requests to product management.
Leading technical discussions at partner workshops, tradeshows, and joint selling opportunities.
Architecting and recommending specific deployment solutions of our products for customers.
Performing and managing product implementations at customer locations in close coordination with the operations/deployment team.
Performing technical product training for customers and partners.
Troubleshooting and resolving product issues discovered during the trial or implementation process.
Scheduling and conducting introduction of customer to the support team after completing implementations.
Minimum Requirements
Previous Sales Eng experience (min 4 years for SE, 7 years for Sr. SE) for a data network vendor, service provider or network security company including both presentation and hands-on responsibilities.
Broad understanding of network topologies, equipment and protocol analysis is required.
Packet capture/intercept experience is a plus.
Hands-on background in TCP/IP, routing topologies and protocols including BGP4 and MPLS is required.
Strong security background with knowledge of Firewall, IDS, IPS, Virus, Internet worms, DDoS, and network exploits is required.
Understanding of Access control and authentication infrastructure (iPlanet, .NET, Netegrity, RSA/Securant, Oblix, LDAP, CMS, PKI, RADIUS/Tacacs+) is preferred.
Network management understanding or experience (SNMP, RMON, OpenView, Unicenter, Tivoli, Micromuse Netcool) is preferred.
Proficient in Red Hat Linux and UNIX variants including OS installations and upgrades.
Software installation and troubleshooting experience with scripting abilities in various shells languages required.
Relational database/SQL experience strongly desired, with programming experience such as C/C++ preferred.
Previous experience successfully responding to RFIs, RFPs, RFQs to Fortune 1000 level customers including data service/hosting providers.
Excellent communication skills and familiarity with presentation tools, such as Microsoft Powerpoint
Proven track record of helping sales account mgrs close deals with Fortune 1000 customers by overcoming "perceived" and real customer technical hurdles while at the same time articulating product technical value propositions and benefits.
Previous experience successfully responding to RFIs, RFPs, RFQs to Fortune 1000 level customers including data service/hosting providers.
Proven track record of helping sales account mgrs close deals with US Government or other large Federal integrators and service providers.
