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Sales/Marketing
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190000DF Requisition #

This position provides technical consultancy to directly assist our sales representatives in the office and out in the field across the UK & Ireland. This person will be responsible for the technical selling efforts required for enterprises who are evaluating nCipher Security’s Hardware Security Modules.

The Sales Engineers at nCipher, an Entrust Datacard Company act very much as ambassadors for the company. It is important to foster and maintain a strong relationship with our customers, based on trust and mutual respect. Our SEs should be seen as direct peers of the contacts we work with at customer organisations.

This role requires an individual that is prepared to travel extensively to secure business for the organisation. Along with a large number of projects in the UK, this role may from time to time involve some travel to partners, existing customers and new prospects across the wider EMEA region.

This role requires both technical and sales skills to be able to understand customer needs/requirements in order to assist in the qualification of sales opportunities. This person will be viewed as a trusted advisor to help customers and prospects utilise our nShield Hardware Security technologies. Must be a self-starter who can multi-task, manage their time, prioritise accordingly and thrive in a fast-paced environment with minimal direct supervision.

 

Key Responsibilities and Tasks:

·       Works closely with Sales Teams as a technical consultant for the range of nCipher  Security technologies during sales calls, at sales meetings and at exhibitions across the territory

·       Builds and maintains product demonstration environments

  •    Understands customer requirements and designs encryption solutions to address those     requirements

·     Answers technical questions and conduct demonstrations of nCipher products and new features to prospects and existing customer accounts

  • Plans with customers Proof of Concept environments for products to be tested, which includes completing the Acceptance Test Plan that defines requirements and success criteria.
  • Installs and configures nShield HSMs to provide Proof of Concepts and evaluation exercises for customers and prospective customers.  This includes installing software on UNIX, Windows and Linux operating systems as well as scripting processes for customers

·    Provides technical descriptions and content for proposals in response to RFPs & RFIs

  • Conduct technical product training classes for partners on nCipher technologies

·      Gathers ongoing prospect/customer feedback and related information. Works with Product Management to prioritise and define customer enhancement requests

·       Delivers remote and field-based product installations, problem resolution and general technical support

·       Participates in security industry events as a subject matter expert in encryption and key management

·       Participates as a speaker at seminars and conferences

 

The Sales Engineers are responsible for capturing technical detail and business drivers for all sales opportunities they have been involved in. This information is captured in our customer database, Salesforce.com (SFDC). A number of regular reports are used to monitor completion rates by each of the Sales Engineers globally.

 

Each Account Manager in the business has a specific quota to achieve. The quotas for the Sales Team in each region are combined into a regional target. This role primarily supports the UK region. Success by the team in achieving the regional number for the UK is a key performance indicator. Additional reports will be generated in SFDC, demonstrating the effectiveness of individual SEs in supporting opportunities through to completion.

 


Skills

 

Essential

  • Excellent written and verbal communication skills - to all audiences – developers to C-levels
  • Excellent presentation skills from 1:1 to larger groups. Both slideshows and whiteboarding

§  Hands-on technical competence with integrating server end security products

§  Experience supporting customers with technical challenges in pre-sales efforts

§  Expeditious, thorough, and accurate customer follow-up skills

§  Strong skills in UNIX, Linux and Windows Server operating systems. Both an understanding and hands-on experience are necessary

§  Enterprise software installation experience is required

§  Strong background in at least one of the following:

        • Databases (Oracle, MS-SQL, MongoDB, etc.)
        • PKI (Entrust, RSA, Microsoft, PrimeKey, etc.)
        • Cloud technologies (Azure, Google, AWS, etc.)
  • Basic networking knowledge and troubleshooting

§  Scripting skills, for example Perl, python, js, vbs, etc.

 

Desirable

§  Language skills

§  Strong consultative skills and background in project management

 

 

Experience:

 

Essential

§  5+ years customer facing experience within the IT Security industry

§  Experience of nCipher Security (and/or former Thales eSecurity) products or directly competing solutions (such as Utimaco, Chrysalis/SafeNet/Gemalto/Thales, HP Atalla, etc.)

 

Desirable

§  Experience of presenting to audiences at industry events

 

 

 

Financial / Budgetary Responsibility:

 

§  The Sales Engineers are responsible for ensuring our products are selected and deployed successfully by customers and partners. This extends from initial architecture, to planning for configuration and operation in production. Whenever a customer project is successful this has a direct, positive effect on our immediate and longer term sales figures.

 

Qualifications:

 

Essential

§  Degree in Computer Science, or equivalent combination of school qualifications and industry experience

§  Ability to work within the UK and European Union

§  Ability to receive at minimum baseline security clearance, pass local police checks

 

Desirable

§  CISSP, CISM or related security certifications

 

 


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