Key skills
Technical Sales SupportSystem AdministrationCloud SolutionsVirtualization TechnologiesCustomer-Facing PresentationsSalesforceLinux+ CertificationRHCSA CertificationRHCE CertificationMCSE CertificationMCSA CertificationMCITP CertificationCCNA CertificationOpenStack CertificationCloud Savvy CertificationAWSAzureERPLeadershipSales
About this role
Summit is a leading provider of enterprise-class Application Hosting, Managed Services, and Cloud Solutions for regulated industries. They are seeking a Solution Engineer to gather customer requirements, design solutions, and maintain client relationships while ensuring technical excellence in their offerings.
Responsibilities:
- Gather customer requirements, respectfully challenge customer assumptions, and translate into best-practice Summit solution
- Primary technical contact on assigned opportunities
- Identify, qualify, design, develop, and present solutions based on business requirements and restrictions
- Craft strategic and technical responses for presentations, proposals, SOWs, and other complex engagements
- Develop and leverage key client relationships, including at the executive level, to earn trust and win business through a consultative selling approach
- Alongside finance, build cost-engineering and profitability models for large customer opportunities
- Remain current on industry standards and best practices related to our products and services
- Consult with other Solution Engineers and internal resources on complex technical issues, or advanced designs
- Identifies and handles common technical customer objections
- Working with Sales, proactively manage the opportunity pipeline to ensure each opportunity receives the required technical pre-sales support in a timely manner
- Create supporting documentation and / or tools to facilitate and improve the sales process
- Listen to client problems / issues and work with Sales team to develop viable solutions to meet current and potential future needs
- Ensure solutions are accurately and completely scoped for our implementation team to deliver services
- Demonstrate technical leadership and subject matter expertise on solutions and services
- Engage and represent the company through public speaking opportunities to customers, prospects, conferences, and industry forums
- Participate with other Solution Engineers in regular technical training along with the Sales team
Requirements:
- 4+ years working experience, minimum 2+ years in technical role, ideally supporting B2B IT or IT consulting sales
- Excellent written, verbal, and interpersonal skills; ability to work on multiple projects simultaneously
- Customer-facing sales experience
- Professional qualification or a degree in a technical discipline
- Ability to create and run customer-facing presentations
- Experience with common tools (Salesforce, Showpad, ERP, Office, etc)
- 2+ years in ISP / Data Center / Managed Services or related industries providing technical sales support OR at an AWS or Azure Cloud Service Provider or related practice providing technical sales support
- Demonstrate mastery of the following subjects: System administration on both Linux and Windows AND Familiarity with Backup and Disaster Recovery solutions provided by using hyperscale cloud services
- Working knowledge with virtualization technologies: VMware, Hyper-V, Xen, or KVM
- Industry certifications desirable: Linux+, RHCSA, RHCE, MCSE, MCSA, MCITP, CCNA, OpenStack, Cloud Savvy