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Strategic Accounts Sales Engineer

📁
Sales/Marketing
📅
1900007Z Requisition #
Strategic Accounts Sales Engineer                                                                                                       


Today's fast-moving digital environment enables enterprises to operate more efficiently, gain competitive advantage and serve customers better than ever before. It also multiplies the security risks.  


nCipher Security (an Entrust Datacard company) empowers world-leading organizations by delivering trust, integrity and control to their business critical information and applications.


Our cryptographic solutions secure emerging technologies – cloud, IoT, blockchain, digital payments – and help meet new compliance mandates, using the same proven technology that our customers depend on today to protect against threats to their sensitive data, network communications and enterprise infrastructure. We deliver trust for your business critical information and applications, ensuring the integrity of your data and putting you in complete control – today, tomorrow, and at all times.


Primary Purpose of the Role:

This position provides technical consultancy to directly assist nCipher’s sales representatives with nCipher Strategic accounts but also in the field across Pacific North West. The territory supported would be our PNW region but the position would require also to travel outside the region.

The Sales Engineers 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. The SEs should be seen as direct peers of the contacts we work with at customer and partners 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 across the SE territory, this role is likely to involve travel to existing customers and new prospects across the entire SE region and nationally as required.

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.

 


Principal Relationships:

§  Strategic Accounts team and PNW

§  Other Product Specialist and Regional Sales Engineers (Americas and Worldwide)

§  Product Strategy Team

§  Product Management

§  US  Business Development

 

Key Responsibilities and Tasks:

  • Works closely with nCipher Sales Teams as a technical consultant for our nShield HSM technologies during sales calls, at sales meetings and at exhibitions across the territory
  • Builds product demonstration environments
  • Answers technical questions and conduct demonstrations of our products and new features to prospects and existing customer accounts
  • Provides technical descriptions and content for proposals in response to RFPs & RFIs
  • Provides full technical training on our solutions
  • Gathers ongoing prospect/customer feedback and related information
  • Delivers remote and field-based product installations, problem resolution and general technical support

 

Key performance Indicators against Responsibilities and Tasks (professional only):

 

Ongoing feedback will be gathered from colleagues in Sales and Sales Engineering, along with our regional Channel and Technical Partner organisations. This will feed into Annual Activity and Professional Development Discussions that will help the employee track their progress and plan development activities.

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 SE region. Success by the team in achieving the regional number for SE 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 in English

§  Excellent presentation skills

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

Desirable

§  Demonstrable detailed understanding of, and enthusiasm for, the IT security space

Experience:

Essential

  • 5+ years pre-sales working experience for an enterprise software or IT security company (some experience working with channel/partner is required) with a proven track record and demonstrable skills at presenting technical information at the business executive level or at the architect level
  • Specialized knowledge/skills and demonstrated proficiency with at least one major open systems operating system (UNIX, Linux or Windows)
  • Enterprise software installation experience is required; installation across private, public and hybrid clouds is a plus
  • Strong background in at least one of the following areas:  Storage systems (SAN, NAS), Enterprise Databases (Oracle, SQL server, Informix, DB2 etc.) or Security (encryption, access control, PKI, digital certificates etc.) is a must

Desirable

§  Experience of nCipher or Thales eSecurity HSM products or directly competing solutions (such as Utimaco, HP/Atalla, Gemalto-SafeNet)

§  Prior scripting experience using python, PowerShell or Restful API is a plus

§  Knowledge of Risk Management concepts and Global Security Regulations for Data is a plus

§  Excellent presentation and verbal communication skills including experience of presenting to audiences at industry events

§  Customer-facing experience within the Payments industry

 

 

Qualifications:

 

Essential

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

§  Ability to work within the US

§  Ability to pass a local police check

Desirable

§  CISSP

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