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Pre-Sales Engineer

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Summary:

The Pre-Sales Engineer supports sales productivity and deal flow by securing the “technical close” in complex solutions. The PSE collaborates with sales, service, engineering, and technical support resources to ensure proposed deals include technical solutions that effectively address all the customer needs and are properly supported by the key customer technical decision-makers.  Pre-Sales Engineers are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for our products.

 The ideal candidate must be:

 o   self-motivated with a proven track record in software sales and good knowledge of technology;

o   comfortable in the ever-changing atmosphere of a technical organization with a rapidly expanding customer base;

o   possess strong presentation skills and be able to communicate professionally in written responses to RFP’s, emails, and when submitting reports;

o   organized and should have presence of mind and be able to eliminate sales obstacles through creative and adaptive approaches;

o   prepared for extensive travel.

 Essential Functions

  •  Supports sales team throughout the deal process, setting priority effort based on maximizing total impact on productivity of the team and profit, or as guided by the sales manager
  • Proactively scopes the technical solution required to assess customers’ needs and expectations;  addresses customer requirements and recommends solutions that maximize value for both the customer and the firm
  • Secures input from all necessary solution stakeholders within the customer firm, and adapts solutions, as necessary, to ensure appropriate support
  • Coordinates closely with internal sales, sales support, and service resources to align solution design with customers’ business requirements
  • Secures from customers’ technical staff the commitments needed to ensure a deal’s “technical close”
  • Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported
  • Provides coaching and professional development to team member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills
  • Opportunistically pursues additional business development opportunities within customer firms.   Collaborates with sales to ensure these opportunities are effectively covered and advanced
  • Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure
  • Achieves assigned productivity and profitability quotas
  • Maintains deal through-put in early deal-sales process steps
  • Achieves product growth targets for the assigned geography, channel, sales team, or account base
  • Maintains high customer satisfaction ratings that meet company standards
  • Completes required training and development objectives within the assigned time frame
  • Works closely and collaboratively with the sales and account teams supported
  • Conducts solution workshops – ability to configure a solution
  • Assists in responding to technical bids
  • This position may be assigned to support a geographical area or one or more named account teams

 Skill Requirements:

 Must have a knack for solving complex problems, in addition to good communication and analytical skills

  • Accurate completion of required tasks using mainframe computers and database user interface software, such as Microsoft SQL Server
  • Four-year college degree from an accredited institution
  • Minimum 3-5 years of sales or sales engineering experience in a business-to-business, large/strategic customer segment; or a record of achievement and technical solution expertise in a comparable sales role
  • Product certification, engineering credential, or equivalent technical credential.
  • PC proficiency
  • Experience in Enterprise Software Sales
  • Subject Matter Expertise - Responsible for acquiring necessary domain knowledge of Qmatic key sectors
  • Understanding of queue management/queuing theory
  • Basic understanding of networks, server/hosted environments, and wiring/electrical

 Additional Skills

 •       Proactive, customer-centric personality, displaying drive and initiative to complete tasks   

•       Good interpersonal skills, and ability to effectively communicate in English with all levels of management and other stakeholders

•       Ability to work comfortably “virtually” with teammates and customers around the world.  (We rely heavily on Skype and video conferencing for collaboration purposes)

•       Able to multitask, prioritize, and manage time efficiently 

•       Able to physically stand, bend, squat, and lift equipment up to 30 pounds or more

•       Ability to travel 70%

•       Bi-lingual (English and Spanish or French) a plus

 Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

 

 

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  • Arie van der Plas
  • Magnus Dahlbäck
  • Martin Hallberg
  • Per Grapatin
  • Peter Lundqvist
  • Petter Backman
  • Robert Olsson
  • Stefan Persson
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