Technical Solutions Specialist, Presales Engineer
Role Description
As a Technical Solutions Specialist, you understand Dropbox products market fit and have detailed technical knowledge of the Dropbox product suite. You have a passion for understanding customer challenges and creatively building solutions to resolve them. You have the ability to navigate a customer interaction that is both technical and business focused with a variety of stakeholders, up to and including the C-level.
This position supports all Dropbox products, all RTMs, and full sales cycle (solution discovery, multi-product selling, technical enablement, deployment, etc.)
Responsibilities
- Establish and maintain trusted adviser relationships with customers from the C-level to the front line, both within IT and business units. Provide best-in-class pre-sales technical guidance and support to our business customers.
- Work directly with customers alongside other Pre-Sales Solution Architects, Account Representatives, Partner Sales Managers, Industry Leads, Sales Leadership, Customer Success Managers and Account Managers to plan and execute successful sales cycle.
- Routinely evaluate, document, and share the value of adoption of new workflows. Socialise lessons learned in a programmatic fashion with your team and other internal stakeholders such as Customer Success Managers, Pre-Sales Architects, Partner Sales Managers, Industry Leads, and Leadership.
- Partner with both customers and channel partners to develop and deliver solution architectures and be able to advise customer development/implementation teams in design, development, and deployment of Dropbox solutions.
- Exhibit a commercial acumen to map customer pains and needs to Dropbox products, removing road blocks and helping in the rapid progression of the sales cycle.
- Partner with customer teams to develop and deliver technical enablement plans for both customers and channel partners.
- Develop and demonstrate product expertise across the suite of Dropbox products, including our API offerings.
- Be the go-to technical resource (subject matter expert) for various internal and external stakeholders.
- Exhibit deep knowledge of industry-wide IT technologies, best practices, and processes around Security, Identity Management, and SaaS Integrations.
- Make every potential Dropbox customer happy with every interaction, being an ambassador for Dropbox and our unique culture at every opportunity.
Requirements
- Relevant work experience in a customer-facing role
- Proven track record in PreSales Engineering/Solutions Architect, Professional Services, Consulting, Engineering, or similar roles
- Experience in implementing large-scale IT projects, SaaS technologies, and/or enterprise deployments is required
- Previous experience communicating directly with executives and key stakeholders with outstanding interpersonal skills, along with strong verbal and written communication skill
- Deep understanding of integrating with Identity Management Systems (Okta, Azure AD, Active Directory, SAML 2.0)
- Solid understanding of security and networking technologies such as CASBs, SIEMs and/or DLPs
- Experience working with one or more programming/scripting language (JavaScript, Go, Python, or PowerShell preferred)
- Good understanding of REST APIs and comfortable working with Postman, cUrl or similar tools
- Excellent business level of English (Writing, Reading and Speaking) as you will be working with colleagues globally
- Flexibility to travel up to 20% of the time