Principal Pre Sales Engineer - Vertica (Remote Eligible) at Micro Focus

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Principal Pre Sales Engineer - Vertica (Remote Eligible)

Job Description:

Job Name: Principle Solutions Architect (Pre Sales) - Vertica

Job Number: 7025586

Job Location: Ideal candidate location is the North Central America Region (Illinois, Ohio, etc.)

Responsible for defining, developing & supporting the sales process for technology and solutions with account teams. Engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Focuses on area of technical expertise, e.g., specific products/areas within company's global business units. Responsible for proof-of-concepts and technical consulting work with customers in selling and supporting company products, services and systems, or software. Provides technical support in sales presentations, product demonstrations, and customer training.

  • 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 information on competitors and product roll- out data/training needs and proactively positions the company strengths as a relative value position in the account.
  • Identifies customer's challenges, limitations and goals with their current and future tech stack and develop a solution and test plan that will clearly demonstrate how our offerings will address their needs.
  • Develop, own and perform proof-of-concepts according to defined test plans and customer challenges.
  • Provide continuous education to current customers on new features and solutions that will address their challenges/needs and help modernize their current solutions and tech stack.
  • Maintain continuous engagement with customers to understand their company's near-term and long-term directions, goals and company missions.

Solution Planning and Design :
  • Architects an appropriate technical solution to meet the customer's business requirements and account team strategy.
  • 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; creates proof of concept where required.
  • 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.
  • Create appropriate test plan as required.
  • Identifies potential challenges for the proposed project plan.
  • Optimizes a solution to maximize the company's competitive advantages.
  • Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers).

Client/customer relationship :
  • Maintains excellent communications with customer executive management and business executives globally.
  • Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
  • Delivers customer workshops as appropriate for further understanding of issues and buy-in to the company's proposal.
  • Advances opportunities through the use of effective consultative selling techniques.
  • Builds customer loyalty through continuous innovation, becoming a trusted advisor.
  • Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
  • Effectively 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 playing leadership roles in peer education programs.
  • Understands the roles and effectively directs other teams and resources within the company and partners globally.
  • 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:
  • Bachelor's degree in a technical field such as computer science, engineering, or related discipline.
  • 12+ years of experience in technical consultative selling, solutions architecture, developer relations, API and software development in an external customer facing capacity.
  • Technical and solutions experience in appropriate industry.
  • Experience with cloud-based architecture and software deployment.
  • Experience in the design, coding and implementation of IT systems.
  • Experience in vertical industry preferred.
  • Experience with multiple development languages such as Java, JavaScript and Python preferred.

Knowledge and Skills:

Technical/Solution acumen :
  • Demonstrates expert knowledge of the company's latest technology & solutions.
  • Expert in competitive solutions knowledge.
  • Leverages the company's solutions to support customer IT strategic directions, creating extensive customer business value.
  • Applies deep understanding of technical innovations & trends to solving customer business problems.
  • Strong credibility with the company's business units and account teams based on history of solid results and contributions.
  • Applies productivity- enhancing tools and processes Off-shoring, Resource Management.
  • Establishes thought leadership in technical specialty area with customers.
  • Demonstrated ability to work as the lead for large complex projects at a Regional or global level.
  • Has a deep understanding of the company's product & service capability for multiple BU's.
  • Has demonstrated extensive hands-on level skills with a broad range of the technology.

Business acumen :
  • Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer.
  • Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions.
  • Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
  • Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.

Industry acumen:
  • Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management.

Solution selling:
  • Demonstrates strong communications skills with customer management, as well as C-level executives.
  • Leverages deep understanding of the competition - both positioning strategy and technology - to create a competitive advantage for company.



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
More Information on Micro Focus
Micro Focus operates in the Information Technology industry. The company is located in Rockville, MD and Provo, UT. Micro Focus was founded in 1976. It has 10001 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 24 open jobs at Micro Focus, click here.
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