Pre-Sales Engineer

Utimaco Safeware AG

United States

United States

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About

The Pre-Sales Engineer is a customer and technical sales role that aims to engage with customers and partners in consultative selling with a technical focus. The main goal of the Pre-Sales Engineer is to sell products, solutions and standard services with the overall responsibility for individual sales opportunities and profitability of products, solutions and services. The Pre-Sales Engineer has an overall knowledge of the product and service portfolio and owns the technical part of the sale (in some cases in collaboration with the Account Manager / Solution Sales Manager) The Pre-Sales Engineer can determine technical requirements, match them to products and solutions offered by Utimaco and Utimaco’s partners, and provide product demonstrations and integration assistance, with the goal of a successful evaluation. Pre-Sales Engineer explains complex topics to partners and customers in a clear and concise way with the goal of convincing them to adopt or resell the presented solutions. The main external interface for the Pre-Sales Engineer is customers and potential customers. In addition, the job contains internal interaction and collaboration with AccountManager, Solution Sales Manager, Solution Architect, Professional Services Engineer, Project Management, and Product Management within Utimaco. Pre-Sales Engineer is a communicative, extrovert and technically skilled salesperson with deep knowledge of the Utimaco product and service landscape. Additionally, important skills are the ability to understand customer needs and a problem-solving mentality. Individual OTE (On-target earnings) / revenue / profit targets Enable and ensure wins Ensure New customer contracts Follow policies and procedures in accordance with corporate standards Drive and execute on product, solution and service-related sales activities within Utimaco, in collaboration with Account Manager / Solution Sales Manager according to agreed and commonly developed account plans as owner of client accounts Drive new business and individual opportunities to deal closure Typically focusing on Outsourcing of large and complex PRS and MS deals Identify and sell solutions and services related upgrades, contract renewals and change requests. For non-standard product engagements (ie, Professional Services), including negotiation of prices, contract length and Terms and Conditions requirements Provides technical expertise to sales representatives, resellers and customers during the sales process Analyze customer needs and requirements with partners and end users and map requirements to technical products Deliver demos and presentations to prospective customers and partners and present products at fairs and exhibitions Maintain and keep RFx knowledge repository updated Manage relationships with customers and prospects on decision making / C-level to establish viable business relationship by e.g. including regular attending of fairs and customer events. Cover the complete Utimaco Portfolio. Main focus lies on new business sales within Services according to the account plan which is jointly to be developed with the Account Manager (Responsible) according to the agreed Region/Area strategy of the respective service line. Identification (established accounts), verification (new business) and development of services leads including customer verification: Identification and analysis of the strategic requirements (lead generation) Definition of the opportunity strategy in cooperation with the Account Manager including target solution architecture (process & infrastructure). Preparation of opportunity review board Go/No-Go decision. Identification of bid Manager for complex and/or international deals (opportunity development) Consistency check on target solution architecture and verification/mapping of customer requirements against it. (Analysis and project design) Preparation and Submission of proposal: Quoting for complex services and strategic solutions in the context of sales and service strategy and in collaboration with the Account Manager, Operations and Customer Service Manager to ensure delivery capability. Guarantees for technical and contractual regularity, if necessary, with the involvement of partners / partner products. Prepare and run risk review board (RRB) in cooperation with Account Manager. (Propsal preparation) · Negotiation Strategy & Customer Commitment: Contract preparation and adjustment of service contract as well as contract negotiations together with the Key Negotiator/ Contract Manager. Implementation and preparation of contract reviews in the context of the applicable guidelines. (Negotiation) Support deal reviews in cooperation with Account Manager and Customer Services Manager, and onboard project manager or other stakeholders depending on the after sales activities that is needed (after-sales) Your profile
General education and experience University degree in engineering, business, computer science or similar related fields. A minimum of 2-3 years of experience in sales, most preferably in technical sales or other relevant experience within IT, Technology, and/or Information Security industry.
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United States

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English

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