Specialist Sales Engineer - EUC

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 centre to the cloud to mobile devices—we enable IT to deliver services from any device, anytime, anywhere.

The End User Computing (EUC) Specialist are subject matter experts in the area of desktop virtualization and mobility leveraging VMware’s infrastructure. As a member of the VMware sales team, the EUC Specialist supports the VMware sales campaigns by providing solution area business/technical support to the EMEA sales team and partners by actively engaging in enterprise customer accounts; evangelizing VMware business value and technical benefits to senior level business and technology decision makers; evangelizing to and enabling channel partners to succeed with our solutions.

The EUC Specialist is a high impact, very visible role, instrumental in driving the adoption of VMware products and solutions in large scale enterprise accounts, working with our channel partners to enable them for success as well as influencing product enhancements and the new products/solutions that VMware brings to market. The successful candidate for this role will be a senior technical leader with independence and gravitas that the customer will respect and look to for guidance on long‑term technical and architectural strategy.

Responsibilities

• Support the core VMware account teams in the pursuit of EUC based opportunities.
• Engage with technology decision makers (CIO, CTO, Solution Architects, VPs and Directors of IT) within Enterprise accounts; building relationships, evangelizing VMware solutions, and providing domain expertise to assist in closing business.
• Develop proposals that support the transformation of a customers EUC landscape from existing client server architectures to new, modern, cloud‑mobile architectures.
• Lead the pre‑sales Services and Solution process to understand customer business and technical objectives and product requirements.
• Analyse customer’s business and technology objectives by asking probing questions that are relevant to the customer in order to collect information that enables the sales team to be more effective and responsive to customer’s needs.
• Develop and propose custom solutions that differentiate VMware software and services, and meet customer’s requirements and objectives.
• Support the definition of professional services projects and programs to support EUC transformation deployments.
• Participate in pre‑sales efforts including: technical sales presentations, architecture design discussions, competitive displacement, proof‑of‑concept engagements, RFP/RFI responses, solution demonstrations, and technical workshops.
• Ensure success of customer proof‑of‑concepts (POCs).
• Create a document portfolio of compelling sample reference architectures that demonstrate the value of VMware solutions in real‑world scenarios.
• Maintain current and in‑depth knowledge of the VMware EUC portfolio of products and solutions including the Services on offer.
• Engage with our channel partners to evangelize our solutions and build actionable plans to enable our partner community to further evangelize and sell our solutions to the market.
• Document client feature requests and issues, providing feedback to sales and product management.
• Present VMware’s technical & business value proposition at industry events.
• Develop in‑depth technical knowledge of VMware and domain expertise within technology subject area.
• Assist in the development of the SE organization by providing subject area training (knowledge transfer) to fellow systems engineers; create the necessary training materials when appropriate.
• Participate on a consistent basis in the SE discussion forum.

Qualifications

Core Technical Requirements:

• Technologies: Citrix; SMS; Altiris; Thin clients; Terminal services without Citrix; Blade PC; Softricity/Softgrid; Wyse.
• Expert level in Microsoft Windows Management.
• Active Directory and GPO implementation.
• User management and data centralization technologies.
• Sysprep, OS imaging, and automated deployment tools.
• Standardization and Automation experience.
• Terminal Services and RDP Groups, security requirements, default configurations.
• Blade PC's and Citrix.

Other Requirements:

• Technical pre‑sales and/or consulting experience and solid industry experience.
• A strong technical background in Virtual Infrastructure with expert knowledge of VMware core products and solutions is desired.
• Industry certification(s) within subject area required.
• BA/BSc qualified or equivalent will be advantageous.
• Must be immensely capable, an excellent communicator with a can do attitude and the ability to adapt to change.
• Strong presentation skills as well as the ability to build and present high quality product demonstrations to both technical and executive audiences.
• Must exhibit ability to speak in front of large audiences.
• Ability to communicate effectively at CIO and Chief Architect level to articulate and differentiate the VMware EUC solution.
• Strong customer facing and relationship building skills.
• Strong writing skills with the ability to create technical documentation.
• Must be effective in working both independently and in a team setting.
• Experience working in Enterprise Systems Management and IT infrastructure environments architecting solutions, designing process and implementing technology.
• Experience in project management, conducting competitive analysis, technology research, benchmarking, and writing technical documentation is desired.

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.