Video Surveillance Presales Engineer

20 hours ago

Swanzey, United States Quantum Full time
Description

Quantum delivers end-to-end data management solutions designed for the AI era. With over four decades of experience, our data platform has allowed customers to extract the maximum value from their unique, unstructured data. From high-performance ingest that powers AI applications and demanding data-intensive workloads, to massive, durable data lakes to fuel AI models, Quantum delivers the most comprehensive and cost-efficient solutions. Leading organizations in life sciences, government, media and entertainment, research, and industrial technology trust Quantum with their most valuable asset - their data. Quantum is listed on Nasdaq (QMCO). For more information visit www.quantum.com.

Job Summary

A Video Surveillance Presales Engineer plays a crucial role in the sales process for security and surveillance solutions. This role is responsible for building and maintaining customer and partner relationships for long-term success, specifically focusing on the Quantum Video Surveillance Portfolio & Products to address customer business challenges. The PSE must articulate the value and outcomes our solutions provide, aligning them with client needs and requirements. Additionally, this role involves ensuring application interoperability with third-party solutions.

Job Duties and Responsibilities:
  • Technical Support for Sales Teams:
    • Collaborate with sales representatives to understand customer requirements and develop tailored solutions.
    • Provide technical expertise during presentations and discussions with clients.
  • Solution Design:
    • Create and design video surveillance systems based on customer needs, including camera selection, storage, and network requirements.
    • Conduct site surveys to assess customer environments and recommend optimal equipment placements.
  • Product Demonstrations:
    • Deliver live demonstrations of video surveillance systems and software to potential customers.
    • Showcase features and benefits, addressing any technical questions.
  • Proposal Development:
    • Assist in preparing technical proposals, including system architecture, specifications, and pricing.
    • Collaborate with sales to ensure alignment with customer expectations.
  • Requirements Analysis:
    • Identify and document customer functional and non-functional requirements for detailed system design, including video retention, video throughput, hardware, operating systems, applications, network topology, workflows, and storage capacity.
  • Solution Presentations:
    • Deliver effective technical presentations on all aspects of our solutions, including features, functions, benefits, and interoperability with third-party products.
    • Address customer needs and highlight Quantum's unique differentiators.
  • Training and Education:
    • Provide training to sales teams on new products and technologies.
    • Educate customers on the features, installation, and maintenance of surveillance systems.
  • Market Research:
    • Stay updated on industry trends, competitor offerings, and new technologies in video surveillance.
    • Analyze customer feedback to refine product offerings.
  • Technical Expertise:
    • Use in-depth product knowledge to provide technical expertise to sales staff, partners, and customers through various presentations and discussions. Offer informal training support as needed.
    • Build and maintain knowledge of the entire Quantum portfolio to assist with cross-selling solutions to customers
  • End-to-End Solutions:
    • Provide comprehensive solution and design details, acting as a product SME to help identify and qualify business opportunities.
  • Customer Interaction:
    • Respond to technical questions from prospective and existing customers, as well as the Quantum Sales Team, regarding current and future products.
  • Solution Design:
    • Translate technical and business requirements into clear architecture and solution design documents, including detailed diagrams and technical briefs for the sales process.
  • Instruction and Guidance:
    • Ability to instruct, guide, negotiate, coordinate, analyze, and organize proactively.
  • Collateral Creation:
    • Capable of creating collateral, presentations, documentation, and marketing material.
  • Partner and Channel Development:
    • Active participation in partner and channel development.
  • Team Interaction:
    • Ability to work both independently and collaboratively within a team environment.
  • Task Completion:
    • Consistently complete tasks on time with or without supervision.
  • Analytical Skills:
    • Use logic and reasoning to identify strengths and weaknesses of alternative solutions and approaches.
  • Communication:
    • Effectively communicate information and ideas.
  • Information Analysis:
    • Analyze information and evaluate results effectively.
  • Collaboration:
    • Work collaboratively with product, pre-sales solution engineering, sales, and channel teams.
Candidate Requirements:
  • Technical Expertise:
    • Strong knowledge of video surveillance technologies, including IP cameras, NVRs (Network Video Recorders), and VMS (Video Management Software).
    • Understanding of network protocols, bandwidth considerations, and sizing storage solutions.
    • Understanding of hyperconverged compute and storage systems.
    • Strong skills in storage technologies (e.g., Filesystems: S3, NFS, Technologies: Cloud, NAS, SAN, DAS, OSD, Software Defined Storage) with a demonstrated understanding of storage systems including disk-based, flash-based, as well as long-term storage solutions such as object storage and tape-based systems.
    • Demonstrated ability to collect, organize, document and translate customer requirements for Quantum sales and product teams
    • Good scripting skills (e.g., shell scripts, python) and experience with storage management software is a plus.
    • Working knowledge of MAC, UNIX, LINUX, Windows, and other hardware/software certifications is a plus.
    • Microsoft Office: Proficient in using the full Microsoft Office suite, including Excel, Word, PowerPoint, and Teams.
    • Experience with Salesforce is a plus.
  • Sales Skills:
    • Strong customer relations skills and a thorough understanding of the sales cycle.
    • Ability to build relationships with customers and understand their needs.
    • Demonstrated mastery of the consultative sales process, with pre-sales design and implementation expertise in complex video surveillance environments.
  • Problem-Solving and Assessment Skills:
    • Ability to identify challenges and propose effective solutions quickly.
    • Experience performing needs assessments, proofs of concept, and making recommendations based on discovered needs.
  • Certifications:
    • Relevant certifications (e.g., Certified Security Project Manager (CSPM), Physical Security Professional (PSP)) can be advantageous.
  • Interpersonal and Communication Skills:
    • Exhibit excellent interpersonal skills, effective listening, presentation skills and superior written and verbal communication.
    • Excellent communication and presentation skills to convey technical information to non-technical audiences.
    • Strong written, oral, and presentation skills. Able to act as a storyteller and provide feedback across the ecosystem, including customer experience, support, product, and marketing teams.
    • Independence and Teamwork: Ability to work independently and as part of a team. Evidence of personal and professional energy and excellence.
  • Education and Experience:
    • BS degree in Engineering or Computer Science preferred, or equivalent experience. At least 8+ years in a senior pre-sales technical role.
    • Demonstrated Experience in Solution Selling. Business Value, Pre-Sales Engineering across multiple markets and segments.
    • Experience in the Video Surveillance and/or Physical Security Market Segment.
    • Experience working with organizations inside and outside of North America.
    • Experience working with educational and government organizations.
Travel Requirements:
  • Expected Travel: 20-50%
Benefits:
  • Quantum provides a diverse portfolio of health plans for medical and prescription, dental, vision, life, disability, and supplemental medical insurance options. We also support our team members' efforts to develop and maintain a healthy lifestyle through reimbursement and educational programs. Quantum offers a company-matched 401(k) plan to help employees save for retirement in a tax-advantaged way. We also have an Employee Stock Purchase Program for purchasing Quantum stock at a discounted rate.

With over 40 years of innovation, Quantum's end-to-end platform is uniquely equipped to orchestrate, protect, and enrich data across its lifecycle, providing intelligence and actionable insights. Leading organizations in cloud services, entertainment, government, research, education, transportation, and enterprise IT trust Quantum to bring their data to life, because data makes life better, safer, and smarter. Quantum is listed on Nasdaq (QMCO) and the Russell 2000® Index. For more information visit www.quantum.com.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)