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Technical Sales Engineer IoT

Reston
US

ABOUT THE JOB

The Technical Sales Engineer IoT role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging Software AG products. The Technical Sales Engineer IoT exhibits a high level of sales and business maturity, operates independently in pre-sales activities, and has the proven ability to quickly understand business problems and find the appropriate Software AG technology offerings and differentiators.

 

The Technical Sales Engineer IoT represents the highest degree of technical architecture and design expertise within the Software AG technologies, process, and integration solutions space.

 

Objectives:

  • Prospect Qualification: The Technical Sales Engineer IoT aids in qualifying prospects to assure they are well-aligned with Software AG’s go-to market product and solution capabilities.
  • Presales Lifecycle Management: The Technical Sales Engineer IoT provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.
  • Account Management: The Technical Sales Engineer IoT owns key accounts from a technical perspective, and in some ways from a business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions

 

Essential Job Functions

Prospect and Customer Facing

  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • Respond to the functional and business requirements and capabilities sections of RFI/RFPs
  • Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with Software AG’s go-to market capabilities.
  • Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible Software AG solution
  • Define POC/POV or custom demonstration scenarios and map functions of Software AG products to prospects’ needs
  • Define the prospect’s target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.
  • Establish trust relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.
  • Participate in meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support and Product Research and Development.

 

Internal Facing

  • Advise internal senior management on the technical and business strategy within active deals.
  • Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.
  • Keep up to date with any new Software AG solutions across the business lines. Understand functionality and interoperability of Software AG components.
  • Collect and communicate competitive intelligence from the field
  • Be a Go-To Person on competitive information for Products and Verticals
  • Exchange best practices and share knowledge within SA and SE Community

 

ABOUT YOU

Skills

Customer-Oriented Skills

  • Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling
  • Provide presales support to the largest, most well-qualified deals
  • Ability to craft, review and augment Proof of Concept documents, SOWs, and various project plans involving Software AG technologies.
  • Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.
  • Able to work independently and multi-task while managing multiple customers at a time
  • Ability to guide and consult customers on various levels of the organization.

 

Business and Leadership Skills

  • Demonstrate a team attitude and leadership
  • Ability to act as a mentor due to outstanding character, judgment, and knowledge
  • Excellent written and verbal communication skills
  • Proven ability to manage time and deliver on deadlines
  • Experience developing and presenting clear and concise product briefings
    • Proven ability to unearth business requirements & Drivers
    • Proven ability to map business drivers & initiatives to technology offering & differentiators
  • Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

 

Technology and Consultative Skills

  • Provide planning, architecting and managing solutions to highly complex problems and challenges
  • Expert in providing best practices to customers and helping with IT Strategy and implementation planning – capacity, servers, deployment etc.
  • Strong understanding and speaking knowledge about Software AG's platform or related platforms in the market
  • Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

 

Education and Experience

  • BS Degree in Computer Science, Mathematics, Engineering 
  • 2 to 5+ years practical architecture and design experience Integration technologies
  • Understanding of business infrastructure technology, network architectures and distributed computing
  • Knowledge of IoT application protocols (MQTT, HTTP, CoAP), and industrial fieldbus protocols (Modbus, OPCUA, etc.)
  • Knowledge on wireless LAN and LPWAN technologies (NB-IoT, LoRaWAN, etc).
  • IoT solution experience in specific verticals (Manufacturing, Utilities, Smart Cities, etc.)
  • Experience with streaming analytics and/or machine learning
  • Experience with Business Infrastructure concepts and technologies (API, SOA, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Azure, GCP, AWS)
  • Competency in various languages (e.g. Java, C/C++, Node.js, Python, R, Swift, .NET)
  • Experience with Internet software development and concepts
  • Experience with Operating Systems (e.g. NT, Unix; Mainframe and Linux)
  • Experience with a wide range of applications (e.g. ERP, CRM)
  • Experience with Business Infrastructure concepts and technologies (SOA, Microservices, Docker, Kubernetes, VMWare, Azure, GCP, AWS, BFFs)

 

 

What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 14 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more

It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.

Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.

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Nearest Major Market: Washington DC

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