Sales Engineer, DevOps Products

Micro Focus - Toronto, ON (30+ days ago)

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Job Description:
SALES ENGINEER, DEVOPS PRODUCTS

Micro Focus

Toronto, Canada

At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage.

Our portfolio spans the following areas:
DevOps | IT Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & Analytics

In this role, you will be the key subject matter expert in the sales process for our DevOps software products. You will work with various sales reps across Canada and the US in developing the answers to customer questions, in demonstrating the capabilities of our products and in developing a solution to the customer's needs.

Responsibilities:
Opportunity analysis.

Gathers and assesses customer needs, both business and technical.
Identifies related needs (lead generation, opportunity expansion).
Identifies site-specific and corporate parameters and constraints that impact the solution.
Identifies required project steps.
Identifies likely problem areas that require attention.
Identifies probable competition and product roll-out data/training needs and evaluates relative company strengths.

Solution Planning and Design.

Architects an appropriate technical solution to meet the customer's business requirements.
Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future.
Adapts solution design to new requirements.
Establishes the validity of a solution and its components.
Identifies the growth path and scalability options of a solution and includes these in design activities.
Generates an implementation plan with timelines for the solution.
Creates the appropriate test plan as required
Anticipates some of the potential challenges for the proposed project plan.
Anticipates and plans for competitive threats.
Actively identifies opportunities to assist peers Regionally in area of expertise (e.g., writing white-papers).

Client/customer relationship.

Maintains excellent communications with customer executive management across the Region.
Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
Advances opportunities through the use of effective consultative selling techniques.
Builds customer loyalty through being a trusted advisor.
Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
Communicates and articulates the details of their component roles in a proposed customer solution.

Team collaboration.

Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
Analyzes and provides support to deals in the pipeline where needed.
Transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs.
Understands the roles and effectively engages other teams and resources within the company and partners.
Identifies overlooked opportunities suggested by technical expertise.
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

Education and Experience Required:
Technical University or Bachelor's degree or equivalent
Typically 8+ years experience in technical consultative selling and account management.
Technical and/or solution experience in appropriate industry.
Experience in vertical industry preferred.

Knowledge and Skills:
Technical/Solution acumen.

Demonstrates a broad knowledge of the company's technology & solutions, with deep expertise in area of specialization and related technologies.
Knowledgeable in competitive solutions knowledge.
Links company solutions with data business center needs to create customer business value.
Applies broad understanding of technical innovations & trends to solving customer business problems.
Applies productivity-enhancing tools and processes.
Solid credibility with the company's business units and account teams based on history of solid results and contributions.
Establishes thought leadership in technical specialty area with customers.
Demonstrated ability to work as the lead for large complex projects.
Has a high level understanding of the company's product roadmaps for multiple BU's, and deep knowledge in area of specialization.
Has demonstrated extensive hands-on level skills with some of the technology.

The Unique Value of Micro Focus

At Micro Focus we provide our customers with a best-in-class portfolio of enterprise-grade scalable software with analytics built in. We put customers at the center of our innovation and build high quality products that our teams can be proud of.

Through our breadth of solutions, we are uniquely positioned to help our customers solve business problems and deliver against the needs and opportunities of Hybrid IT, from mainframe to mobile to cloud. We’re a pure-play software company –we have a level of focus that other technology companies don’t have, we are designed from the ground up to build, sell and support software.

We also have the strong operational foundation, proven over a combined 40 years of experience, to deliver on our commitments to our customers. Our scale is global—we have the reach and the capabilities to support customers in a global market. We are the 7th largest software company in the world, and the largest technology company listed on the FTSE. With 4,000 employees working on R&D, we can focus on innovating in solving the most complex technology problems for customers.

At its heart, Hybrid IT is about letting customers choose what’s right for them, without the need to compromise. Our job is to help them, and to enable that hybrid model to bridge the old and the new to maximize the value of existing investments.

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Job:
Sales

Micro Focus is proud to be an Equal Opportunity Employer. Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected status