SALES ENGINEER

About the role

The role of the Sales Engineer is to assist the Sales team in reaching the revenue goal by providing quality pre-sales technical support and presentations focused on articulating value to the prospective buyer. Represent NETSCOUT Systems as the product solution specialist and work to insure the best possible technical solution with the information provided. Specialization designated by a defined strategic initiative as named by NETSCOUT Systems. These areas will include verticals such as System Integrators and Channel Partners.

Responsibilities

• Work closely with the Account Manager(s) and Regional Director to develop business and technical strategies that can help ensure the best chance to win business.
• Investigate the prospect’s needs and assist in developing a strategy to win business.
• Aid the Sales Teams in making tactical decisions regarding the sale.
• Identify compelling events or specific business problems and offer attractive solutions to the client.
• Provide specialized technical support to the prospect/customer using NETSCOUT’s 'best practices' techniques along with other available resources provided to the Sales Engineering group.
• Account responsibility for all lead technical activities. This includes building relationships across customer's IT silos to document their infrastructure and understand their challenges and seek out potential projects.
• Directly assist Sales teams in achieving financial targets via the sales process and assisting sales in accurately assessing and forecasting opportunities.
• Create and deliver PoCs, manage competitive Bakeoffs, prepare for and run initial and subsequent onsite presentations or host remote presentations using WebEx or Meeting Place, ability to perform canned or live product demonstrations of system capabilities and benefits for customer meeting, show ability to lead whiteboard discussions, etc., to best present NETSCOUT solutions in the best possible light for customers, resellers, integrators, etc.
• Work with users on a regular basis, explore scenarios in which the system is being used and discover new upsell opportunities by understanding the user’s needs.
• Adapt to new situations and opportunities that may include multiple Integrators on a common customer network.
• Travel required within the assigned territory and within the Region estimated at 40 - 50% within the territory.

Qualifications

• 7 plus years as a pre-sales engineer, Network Support Engineer, Application Engineer or in a pre-sales technical support role.
• Minimum 5 year’s experience in Network Observability, NPM, APM, AIOPS.
• This person must have experience and demonstrated working with Enterprise customers to understand their technical challenges and requirements and to have effectively proposed desired solutions.
• Proven pre-sales record of success and achievement for themselves and their team.
• Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems.
• Cultural familiarity with and experience in doing business within the Region is critical.
• The individual must also possess technical skills that relate to these areas:
• Cisco routing, switching, gateways and applications (must)
• TCP/IP, SNMP, Netflow, VoIP
• Variety of topologies, LAN, WAN (MPLS, Frame, ATM)
• Trend analysis concepts
• Network Security concepts
• Network infrastructure concepts
• HP/OV, IBM Tivoli, EMC SMARTS, ArcSight a plus
• Network performance management
• Fault/Alert management concepts
• Cyber Security concepts
• Splunk, Service Now, HP/OV, IBM Tivoli, EMC SMARTS, ArcSight - a plus
• nGenius product experience is an advantage
• Operating systems (Linux, NT)
• Certification CCNA, CCNP, CCIE a plus
• SDN/NFV
• Virtualization
• Public/Private Cloud
• Experience responding to or creating RFI or RFPs
• Experience in having conducted or participated in security audits a plus.
• Must have attended formal sales training that teaches pre sales techniques. Examples of training courses include but are not limited to Sandler, Siebel or Afterburner.
• Exceptional verbal and written communication skills.
• Exceptional organization, time management skills and multi-tasking skills.
• Self-motivated and constantly looking for ways to improve both product and process.