Senior Sales Engineer

2 days ago

Los Angeles CA United States mobileStorm Inc Full time

mobileStorm is seeking a highly seasoned, presales “A” team member to support our Sales Team. The person should have extensive experience in both the business and technical aspects of a software sale. This person will provide our sales team with expert product support and technical knowledge. In this role, you will be an integral part of mobileStorm’s continued success

The primary focus of this position is to partner with sales to win deals. You must be able to gain the customer prospect’s confidence to such a degree that they see you as the solution expert. You will be expected to architect a complete solution, working with the sales and product teams, and then facilitate selling it to the customer. After the sale is completed, you will transition your work to the Operations team so that the solution is implemented correctly.

Key Responsibilities:

  • As part of the pre-sales team, you must be able to go into a prospect and present the mobileStorm solution from a technical and business point of view.
  • Demonstrate mobileStorm’s products to both management (C-level) and technical (Developers, DBAs, IT Admin, IT Security) audiences.
  • Create detailed Statements of Work, reply to RFIs & RFPs, and engage with the prospect to learn about their environment.
  • Prepare a data flow diagram and work with mobileStorm engineers to advise the best solution.
  • Measure success in closed deals and implementations that occur as planned during the sales cycle.
  • Conduct several customer meetings – both on phone and on customer site.
  • Exhibit excellent listening skills, requirements solicitation skills, and writing skills.
  • Document architecture and solutions, and monitor the entire engagement until the deal is won.
  • Transition all of the technical knowledge and business requirements gained during the sales cycle to the Operations team.

Example of duties:

  • Interact with a diverse group of people and gather knowledge from a variety of sources to assist with winning the deal
  • Present product to different audiences such as C-level management and technical teams (developers, DBAs, IT Admin, IT security).
  • Present product demonstrations (including API, database, and system integration).
  • Act as a technical resource for sales as they navigate through the sales cycle.
  • Assist with RFI & RFPs.
  • Write user-focused solution documents.
  • Successfully project manage all presales engagements you are involved with.
  • Document and update SalesForce.com as required.
  • Attend prospect, customer, or internal meetings as guided by your manager.
  • Travel as required.
  • Other duties as may be appropriate and applicable.

Example of programming work done within the Presales team:

  • Customer specific enhancements.
  • Customer specific issue resolutions.
  • Prototype new functionality in our products.
  • Integrate with new technologies.

Required Qualifications:

  • BS in Computer Science or equivalent. MBA is a plus but not required.
  • Demonstrated aptitude with programming (Java is a plus) and scripting languages (Python is a plus).
  • Demonstrated competence in software engineering in Unix/Linux and Windows environments.
  • Demonstrated competence with relational database design and development.
  • Solid understanding of web service development (REST, JSON, and XML).
  • Strong problem-solving and analytical skills.
  • Well-developed interpersonal skills with an ability to get along with diverse personalities.
  • Tolerance for potentially stressful and/or frustrating customer situations.
  • Strong business acumen.
  • Understanding the technology role in solving business issues and improving ROI.
  • Good technical skills (ability to install and demo complex enterprise software).
  • Willingness to travel.

Advantages:

  • Documented presales experience in commercial software.
  • Exceptionally strong presenter and persuader.
  • Ability to guide sales team to adopt and present the correct solution.
  • Previous selling or presales experience of security solutions.
  • Previous selling or presales experience of database solutions.
  • Solid understanding of SaaS model, including business advantages and disadvantages.
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