Sales Engineer

Job Title

Sales Engineer

Job Scope

The Sales Engineer is accountable for driving sales opportunities through technical presentations, demonstrations, and solution designs, ensuring seamless implementation and customer satisfaction post-sale. S/He collaborates with internal teams to provide feedback, address customer needs, and identify upselling opportunities to enhance customer adoption and ROI.

Main Duties and Responsibilities

• Drive sales opportunities by leveraging technical accelerators such as presentations, demonstrations, Proof of Concepts (POCs), and potentially engaging in pilot programs with professional services;
• Participate in technical sales cadence calls and communicate with other technical teams such as support and professional services throughout the sales cycle to ensure overall customer satisfaction;
• Assist in the deployment and implementation of solutions post-sale, ensuring smooth customer onboarding and addressing technical challenges;
• Deliver customer training sessions and create user documentation to maximize solution adoption and ROI;
• Act as a trusted advisor by maintaining strong relationships with customers and partners, ensuring long-term renewals, and addressing issues impacting satisfaction;
• Provide technical product enablement and mentoring to channel and internal resources;
• Serve as a subject matter expert in solution designs for the assigned products and services, offering appropriate product recommendations;
• Monitor customer adoption and suggest enhancements to improve outcomes and satisfaction;
• Collaborate with sales and product teams to qualify opportunities, present solution proposals, and contribute feedback on customer needs for product development;
• Engage internal resources (e.g., product management, marketing, support) to close sales opportunities and resolve implementation issues;
• Complete both pre-sales and post-sales documentation accurately to support the entire sales lifecycle;
• Work closely with product teams to provide feedback from implementation experiences to improve product offerings;
• Identify opportunities for upselling or cross-selling, driving additional revenue streams.

Position Requirements

Education

Bachelor’s degree in Computer Engineering, Computer Science or any other related field.

Experience

Must have at least 3 years of experience as a Presales Engineer with any one of the below domains:

Application Development & Integration – Knowledge of hybrid cloud application platforms and runtimes such as RedHat OpenShift, WebSphere Application Server, Jboss as well as application development frameworks and DevOps practices. Deep skills in hybrid integration platforms, API design, development and management, Kafka streams, enterprise messaging and managed file transfer middleware

OR

Business Automation & Integration – Knowledge of Business automation platforms (iBPMs) comprising of workflow engines, enterprise content management, robotic process management, document capture and digitization, decision automation - with AI infusion.

OR

Data & AI – Knowledge of enterprise data platforms and frameworks such as data fabrics, data warehousing, SQL & no-SQL data bases, hybrid data ingestion and end to end data management including lineage, governance, observability etc. Solid knowledge of  business intelligence platforms and data science for AL/ML

OR

Application Management and Observability/AIOps – Knowledge of application performance management, day 2 Ops, ITIL framework, enterprise observability platforms such as IBM Instana & Dynatrace, Application Resource Management platforms such as IBM Turbonomics and proactively leveraging application data with AI to prevent, detect and resolve application outages and optimizing IT spend

OR

Cross Software – Knowledge of software packages, custom components, software components and hardware requirements of the application and data in order to maintain applications-related quality, performance, availability, scalability and integrity. Ability to lead cross brand software pre-sales engagements across Automation, Data, Security & Hybrid Cloud platforms

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