Senior Solutions Consultant

About the role

The Omnissa Senior Solution Engineer is a high-impact, visible, and inspirational role bridging the gap between our technical solutions and our clients' needs. You will understand the intricacies of our product portfolio and effectively communicate their value proposition to customers. As a trusted advisor, you will empower customers with clarity and confidence in the Omnissa platform to achieve their desired business outcomes.

You are a technical resource who uses industry, product, and solution expertise to educate customers on solutions aligned with their business objectives. You partner with your sales counterpart to design and implement plans that meet team goals—achieving quota, ensuring successful customer outcomes, and fostering an effective and enjoyable working environment. As a highly valued member of the sales team, you will build trusted advisor-level relationships with customers to strengthen the sales/SE partnership.

Responsibilities

• Build and maintain strong relationships with customers, acting as a trusted advisor responsible for the end-to-end technical relationship—be the CTO of your account.
• Develop a deep understanding of customers’ technical environments, business objectives, challenges, and pain points, aligning them with the right solutions.
• Build strong relationships with IT leaders (CIOs, CTOs, Architects) and guide them through their digital transformation journey.
• Influence product direction by sharing customer insights and industry trends.
• Collaborate tightly with your sales counterpart in account planning, campaign development, and active engagement in progressing sales stages, owning technical closure.
• Demonstrate strong knowledge of Digital Workspace industry developments, including addressing competitive threats and comparisons in sales opportunities.
• Respond to RFPs/RFIs.
• Present Omnissa’s technology vision and value proposition to audiences ranging from executives to technical practitioners.
• Proactively drive meetings, exhibit strong communication skills, and influence decisions through effective presentations, product demonstrations, and technical discussions with customers at all levels (e.g., CISO to practitioner).
• Take full ownership of your accounts by providing thought leadership and perspective while prioritizing the customer’s best interests.
• Explain the latest product features/benefits, competitive positioning, and market knowledge to address customer needs.
• Utilize resources and tools to manage whitespace and accuracy of the Install Base to drive expansion in current product lines and adoption of additional product lines.
• Build and implement strategic, technical account plans targeting cross-platform solutions.
• Orchestrate supporting resources to ensure a one-team approach that properly services customer needs and drives defined outcomes.
• Partner with multi-functional teams such as Solutions Architects, Specialists, Customer Success Managers, Product Management, and Engineering to drive success across the customer journey.
• Perform special projects related to the Solution Engineer function as assigned by management.
• Continuously invest in developing technical and professional skills to increase contributions to customer success while actively participating in the SE community and industry events.

Requirements

• 5-7 years in a pre-sales solution engineering role or a related customer-facing role; experience with End User Computing is a plus.
• Strong understanding of enterprise architecture, Windows desktop/application management, and endpoint security.
• Proven ability to deliver compelling demos and presentations to technical and executive audiences.
• Experience with subscription-based go-to-market models and customer adoption strategies.
• Excellent communication, problem-solving, and stakeholder management skills.
• Experience in desktop management, including Windows, macOS, Linux, or ChromeOS.
• Experience with mobile device platforms, including Android, iOS, and iPadOS.