Senior Sales Engineer - Tier 2

VMware is the industry-leading virtualization software company. Our technologies simplify IT complexity and streamline operations, helping businesses become more agile, efficient and profitable. By virtualizing infrastructure—from the data center to the cloud to mobile devices—we enable IT to deliver services from any device, anytime, anywhere.

Provide support to the VMware sales team and channel partners in pursuit of virtual infrastructure business opportunities within the Public Sector. Gain prospects' technical recommendation to develop a business relationship with VMware and its channel partners. Expected to help define, accelerate and close transactional and enterprise business within a geographic territory or defined set of accounts. Must perform a variety of tasks including product overviews, customised presentations and demonstrations, complex solution design, infrastructure surveys, proposal development, advanced product evaluations and product feature/benefit discussions.

Main Duties

• Present VMware product features and benefits to Managers and Director Level prospects as well as Systems Managers and Administrators.
• Provide technical and strategic vision about the VMware product family and be able to describe customised solutions to address complex customer requirements, utilising VMware and partner products and professional services.
• Must be able to describe VMware’s key messages and vision and discuss key benefits for our customers.
• Must be recognised and utilised as a technical resource within the region.
• Must maintain current knowledge of complete VMware product set and be able to describe key features and benefits of each.
• Keeps abreast of developments within industry and the organization.
• Establish positive working relationships – internal and external.
• Acts as a VMware Product Advocate.
• Pro-actively seek out new sales opportunities by developing new and existing technical relationships within accounts.
• Evangelise current and future VMware products and technologies with an emphasis on large enterprise deployments and/or vertical solutions.
• Pro-actively drive new and incremental business with the OEM and Channel Partners.
• Ensure success of customer proof-of-concepts (PoCs).
• Documentation of client feature requests and issues.
• Drive the design of customer oriented solutions using VMware.
• Author white papers on technology and industry specific topics for use both internally and for customers.
• Participate on a consistent basis in the SE discussion forum.
• Assume the role of a mentor to other system engineers when appropriate.
• Create training content for the SE organisation when appropriate.

The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.

Qualifications

• Qualification in business or engineering discipline or equivalent training and industry experience.
• Knowledge and demonstrated proficiency with at least one major server operating system (UNIX/Linux or Windows Server): good working knowledge of Windows Server OSs (minimum Windows XP Professional).
• Good understanding of Virtualisation concepts and competitive positioning knowledge is essential.
• Strong understanding of Enterprise technology including SMP servers, storage arrays, storage networking, network protocols, and general connectivity in multi-platform enterprise environments.
• Open systems administration and management, technical sales or consulting experience prioritising and organising skills.
• Communicates effectively verbally including excellent presentation skills; communicates clearly in writing; strong relationship building skills.
• Ability to build and present high quality product demonstrations to both technical and executive audiences.
• Must be fluent in English, additional European languages an advantage.
• Creative thinking ‘outside of the box’.
• Demonstrates high ethics and integrity, is respected.
• Ability to travel up to 50 percent of the time, including international if necessary.

Additional Information

Why work with our Group: The VMware Pre-Sales Engineer (SE) plays a critical role in building and sustaining customer relationships while driving the adoption of VMware solutions to surpassing our revenue goals. The SE works very closely with sales teams to build long-term business relationships within assigned accounts. The SE is a high impact, very visible role responsible for ensuring pervasive enterprise adoption of VMware software and solutions, and closing enterprise transactions within assigned accounts.