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SW Sales Engineer III
Job Description:
- Lead and/or oversee technical discovery, business justification, RFP/RFI response, solution mapping, demo, and evaluation as well as collaboration across your virtual sales team.
- Provide technical workflow, oversight and management during the sales cycle driving the needs assessment, requirements definition, presales resource activities and collaboration across the sales team to include the account managers, solution architects, professional services engagement manager and Commercial sales.
- Build and develop business in aligned territory. This could include developing solution collateral to be used by sales or presales, building regional or national partnerships, and associated go to market strategy, educating peer groups within Quest, etc.
- Lead/assist in coordination and oversee all technical activities throughout the sales opportunity such as customer meetings and product presentations, demonstrations and evaluations.
- Manage technical documentation such as business and technical requirements and presales architectural assessment.
- Assess each sales opportunity to determine the appropriate next steps in the sales cycle based on skill set, requirements, availability, and sales strategy.
- Create and maintain trusted advisor relationship with key stakeholders in account portfolio throughout the sales cycle and post-sales to ensure success and growth of Quest solutions.
- Update and coach Account Managers on GTM messaging and new product offerings on an ongoing basis so they are aware of upcoming offerings, cross-selling opportunities, and competitive information.
- Maintain proactive ongoing regular communication with associated sales team on activities such as one-on-one account and opportunity briefings, Regional Sales Manager team meetings, product, acquisition, and other relevant product news updates.
- Maintain broad (story/use cases) and deep (product demo and POC) knowledge of the Quest Platform Management solution suite.
- Maintain working knowledge of industry trends, common customer expectations, and competition.
- Participation in internal corporate initiatives to further enhance the solution suites, presales/sales enablement, and professional growth.
Requirements:
- 8 years of enterprise IT solution design, implementation, delivery and/or operations.
- 5 years software pre-sales experience, preferably focused in Microsoft management/security, direct work experience with Quest solutions a plus.
- Strong technical experience in the architecture, administration or management of Microsoft Active Directory, Azure, and Entra ID environments.
- Familiarity with the NIST framework and strong knowledge of Microsoft Active Directory security practices, attack methodologies, and remediation.
- Familiarity with Microsoft 365, Exchange, SharePoint Server, SQL Server, and Windows Server to understand, configure, administer Windows infrastructure components such as Group Policy, DNS, DHCP.
- Experience in Governance, Risk, and Compliance concepts and practices with specific knowledge/experience in access governance, identity administration, user activity monitoring and privileged access.
- Excellent presentation, business, analytical, problem-solving and communication skills, written and verbal with ability to effectively communicate with business and IT individuals at all levels of the customers’ organization.
- Demonstrated ability to execute activities successfully and proactively in response to customer questions and RFP/RFI, product demo, trial evaluation and installation effectively communicating the business and technical value and architecture of large cross-domain technical solutions.
- Travel flexibility up to 50%.
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
