Pre-Sales Engineer
Arrow Electronics, Inc.
- Houten, Utrecht, Netherlands
- Houten, Utrecht, Netherlands
Über
Pre-Sales Engineer
Job Description:
Purpose of the Role
You help partners and customers understand and select IBM Software solutions .
You translate business and technical requirements into a working solution , demonstrate this through demos and Proof of Concepts , and support Sales in closing deals.
Key Responsibilities
- Discovery & scoping
Understand customer requirements, define the use case, and identify constraints and risks. - Solution design
Design the solution, select components, and define the high‑level architecture and approach. - Demos & Proof of Concepts
Deliver technical demonstrations (remote or onsite) and guide Proof of Concepts from setup to outcome. - Sales support
Provide technical input for proposals and quotes and support complex sales cycles. - Partner enablement
Help partners grow their technical capabilities through workshops, sessions, and knowledge sharing. - Internal collaboration
Work closely with Sales, Business Development, quoting, and vendor teams to accelerate opportunities. - SaaS & subscription positioning (where applicable)
Support renewals and proposals with SaaS and subscription offerings as the default approach.
Deliverables
- Solution proposals (high‑level design and technical rationale)
- Demo and PoC plans, execution, and recommendations
- Technical contributions to proposals and quotes
- Partner enablement sessions and workshops (content and delivery)
Stakeholders
- Sales / Business Development Managers
- IBM technical and enablement teams
- Partners (resellers, MSPs, ISVs) and end customers (IT, architects, security, operations)
Knowledge & Skills (Hard Skills)
Must‑have
- Experience in pre‑sales: discovery → solution design → demo/PoC → proposal
- Strong ability to explain complex topics in a clear way
- Confident technical presentation skills
- Fluency in Dutch
Nice‑to‑have (depending on portfolio focus)
- IBM Automation (e.g. integration, workflow, observability)
- Data & AI platforms
- Security, identity, governance
- Hybrid cloud and container platforms
Behavioural Competencies (Soft Skills)
- Customer‑focused and analytical mindset
- Ownership and accountability for demos and PoCs
- Strong collaboration with partners, IBM, and Sales
- Clear communication, even under time pressure
KPIs / Success Metrics (examples)
- Number of demos and PoCs delivered and conversion to opportunities
- Contribution to deal win‑rate
- Partner enablement impact (sessions delivered, attendance, feedback)
- Speed and quality of technical support in the sales cycle
Do you see yourself as our future colleague? If yes, please submit your application.
#LI-KZ1
Location:
NL-Houten, Netherlands (Kromme Schaft)
Time Type:
Full time
Job Category:
Sales
Sprachkenntnisse
- English
Hinweis für Nutzer
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