Sales Engineer, DevOps Products JOB DESCRIPTION: SALES ENGINEER, DEVOPS PRODUCTS MICRO FOCUS US MIDWEST At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage. Our portfolio spans the following areas: DEVOPS - IT OPERATIONS- CLOUD - SECURITY - INFO GOVERNANCE - BIG DATA, MACHINE LEARNING, & ANALYTICS In this role, you will be the key subject matter expert in the sales process for our DevOps software products. You will work with various sales reps across the US in developing the answers to customer questions, in demonstrating the capabilities of our products and in developing a solution to the customer's needs. Responsible for defining, developing & supporting the sales process for technology and solutions with account teams. Engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Focuses on area of technical expertise, e.g., specific products/areas within company's global business units. Responsible for technical consulting work with customers in selling and supporting company products, services and systems, or software. Provides technical support in sales presentations, product demonstrations, and customer training. RESPONSIBILITIES:
Opportunity analysis. * Gathers and assesses customer needs, both business and technical. * Identifies related needs (lead generation, opportunity expansion). * Identifies site-specific and corporate parameters and constraints that impact the solution. * Identifies required project steps. * Identifies likely problem areas that require attention. * Identifies probable competition and product roll-out data/training needs and evaluates relative company strengths.
Solution Planning and Design. * Architects an appropriate technical solution to meet the customer's business requirements. * Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future. * Adapts solution design to new requirements. * Establishes the validity of a solution and its components. * Identifies the growth path and scalability options of a solution and includes these in design activities. * Generates an implementation plan with timelines for the solution. * Creates the appropriate test plan as required * Anticipates some of the potential challenges for the proposed project plan. * Anticipates and plans for competitive threats. * Actively identifies opportunities to assist peers Regionally in area of expertise (e.g., writing white-papers).
Client/customer relationship. * Maintains excellent communications with customer executive management across the Region. * Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas. * Advances opportunities through the use of effective consultative selling techniques. * Builds customer loyalty through being a trusted advisor. * Partners effectively with others in the account to ensure problem resolution and customer satisfaction. * Communicates and articulates the details of their component roles in a proposed customer solution.
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. * Transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs. * Understands the roles and effectively engages other teams and resources within the company and partners. * Identifies overlooked opportunities suggested by technical expertise. At its heart, Hybrid IT is about letting customers choose what s right for them, without the need to compromise. Our job is to help them, and to enable that hybrid model to bridge the old and the new to maximize the value of existing investments. *LI-GJ1 JOB:Sales MICRO FOCUS IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER. PROSPECTIVE EMPLOYEES WILL RECEIVE CONSIDERATION WITHOUT DISCRIMINATION BECAUSE OF RACE, COLOUR, RELIGION, CREED, GENDER, NATIONAL ORIGIN, AGE, DISABILITY, MARITAL OR VETERAN STATUS, SEXUAL ORIENTATION, GENETIC INFORMATION, CITIZENSHIP OR ANY OTHER LEGALLY PROTECTED STATUS
Employer's Job# 7012290
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