Sales Engineer, Northeast U.S.: FrontRange Solutions

Role:
This position provides in-depth technical product assistance and industry best practice business knowledge to the sales teams and solution partners during pre-sales discussions with potential customers. We're looking for someone based in the Northeast U.S. ideally, near a major hub such as Washington DC, New York, Philadelphia.

Responsibilities:

• Contribute to the sales planning and pursuit strategy for potential customers as part of a solutions sales team
• Act as liaison between potential customers and the sales teams or partners to identify the potential customers’ business processes, systems and product requirements.
• Qualify and respond to Requests For Proposals (RFP) and Information (RFI) in support of sales opportunities
• Perform discovery and assessment of potential customers’ environment, requirements and maturity to support product strategy recommendations and proposal of appropriate solutions.
• Deliver onsite and remote product demonstrations directly tied to closing business and driving revenue.
• Create specialized product configurations and deliver custom demonstrations to prospective clients within formalized Proof of Concept (POC) engagements.
• Develop structured demonstration cases with supporting data to optimize the presentation of each product within a customer centric solution
• Provide technical infrastructure and architectural guidance to customers to support their solution needs
• Bridge communication between business users and technical implementers.
• Produce solution implementation sizing and resource estimations in support of budgetary proposals and SOW creation
• Provide pre-sales information and documentation to support a formalized “transition” to GSO services sales and delivery
• Provide on-going technical liaison with existing customers to ensure solution success, customer satisfaction and the identification of future solution opportunities.
• Present and demonstrate solutions at trade shows and partner user group meetings.
• Perform field technical training on existing and new products for FRS team and partners.
• Assist in new partner ramp process through training and in house implementations.
• Contribute to the improvement of the products within the FRS portfolio communicating client product needs and industry trends to product management and development.
• Perform competitive analysis of like industry products in support of the overall sales lifecycle

Requirements:

• Requires a level of knowledge normally acquired through the successful completion of a Bachelors degree in Computer Science and/or four years as a software engineer.
• Minimum of 3 + years experience supporting and/or implementing applications in a customer oriented operation.
• Experience in the development of business relationships and developing strategic plans which satisfy customer business needs.
• Expert level experience conducting presentations and demonstrations to all levels of personnel.
• Prefer technical familiarity with one or more FrontRange Solutions products.
• Requires excellent interpersonal skills with high level of influencing skills.
• Requires strong verbal and written communication skills.
• Must demonstrate advanced knowledge of personal computing systems on the Windows platform. Essential to this position is strength in Microsoft-centric networking concepts (LAN/WAN, ADS, IIS).
• Strong knowledge of database concepts to include but not limited to Microsoft SQL, XML Web Services, SOAP, HTML, Jscript/Javascript, Mail Systems and Network Management toolsets.
• Working knowledge of Oracle and Linux are preferred but not required.
• Experience with integration projects is a benefit.
• Travel time requirements are generally 50%- 60%