Blog Archive

Tuesday, January 12, 2010

Job #2825: Sales Engineer - Enterprise Apps, to $150K, 50% travel, SF Bay Area

Great opportunity with a great company.
Details below,
Regards,
Daren J. Mongello
J. Patrick & Associates, Inc.
Security Search Consultant
Phone: (212) 785-0765
 
View my profile on LinkedIn
 
Since 1991, J. Patrick & Associates, Inc. has specialized in Executive Search for the various Technology industries, primarily for Sales, Marketing and Engineering. Our clients are Technology Vendors, Systems Integrators, Distributors/Resellers, Service Providers and End User organizations. J. Patrick handles both permanent placement and temporary consulting assignments, on a contingency or retained basis.
   
Published Description:  

Our client, a leading software vendor in the Customer Experience Management applications software market, has an immediate need for a highly motivated Sales Engineer to support the sales of their enterprise solutions software applications.   The preference is for an individual based in the San Fransisco area.

Responsibilities

  • Partner with Account Executive to devise strategy to drive license, maintenance, and services revenue in the customer and prospect base
  • Responsible for leading and closing the technical sale
  • Fully comprehend and understand the customer's business plan/model
  • Work collaboratively with the Account Executive to lead the development of the technical sales strategy
  • Formulate and influence firm's products through consultative discussion with the customer team. Candidate will be a reliable and dependable "trusted adviser" among customers
  • Understand strengths, weaknesses and tactics of competitive offerings
  • Define and influence the creation of clear "proof-of-concept," success criteria
  • Create compelling proof-of-concept solution using firm's products and supporting technology to deliver strong final presentation to a mixed audience
  • Create hardware sizing estimate and configuration for customer
  • Present the high-level implementation process
  • Manage the technical relationship with customer throughout customer lifetime
  • Technical issue resolution
  • Identification of firm's threats and collaborative creation of threat mitigation plan
  • Provide product feedback to Product Management staff.
  • Provide competitive feedback to Product Management

 

Skills

 

  • 10+ years sales engineering experience selling to both business and IT.
  • Background should include training in structured sales methodology such as Solutions Selling, SPIN Selling, Miller-Heiman, Target Account Sales (TAS) or similar training.
  • Expert understanding of Business Intelligence end-to-end architecture & support infrastructure
  • ETL methods and tools
  • Data warehouse development and integration process
  • Features of Business Intelligence tools
  • Map customer team to reporting style
  • BI support structure within customer environment
  • Ability to present Logical and Physical models
  • Expert understanding of enterprise architecture
  • Hands on expertise with: SQL
  • Problem resolution with Java applications using Tomcat application server
  • MySQL or Microsoft SQL Server
  • Regular Expressions preferred
  • Microsoft Windows Server and/or Linux
  • Microsoft Powerpoint, Excel
  • Excellent presentation, interpersonal and communication skills to both IT & business audience
  • Prior statement of work drafting experience preferred
  • Prior text analytics experience preferred
  • Prior MicroStrategy development experience preferred
  • Linguistics experience a plus

 

Requirements

 

  • Travel on demand, approximately 50% but variable
  • Always prepared
  • Competitive and positive attitude
  • Works well in fast paced team environment
  • Ability to make quick decisions with imperfect information
  • Ability to find creative solutions around obstacles
  • Self-directed