Technical Consultant

Job Title Sales Engineer / Technical Consultant – Cyber Security & SASE

Business GCX Managed Services

Function Sales

Sub Function Sales Engineer

Position Reporting to (Role) Head of Channel & Global Alliances

Role Summary

The SE Role is a customer facing, pre-sales role that acts as technical lead in supporting new sales,

contract extensions, account prospecting and RFPs. The ideal candidate is a pre-sales professional with a solid background in Cyber Security and hands-on expertise in Secure Access Service Edge (SASE) architectures. He will partner closely with our sales team, channel partners, and enterprise customers, providing technical guidance and shaping solutions throughout the entire sales cycle.

Duties and Responsibilities

Support the Italian direct and indirect Business Sales Team in new business acquisitions. This includes but is not

limited to:

• Identifying new prospects, qualify opportunities, respond to RFI/RFP documents and provide support in other stages of the sales process.
• Be responsible for the production of leading designs in the areas of Networking, Cyber Security and SASE.
• Assess customers’ security, networking, and compliance requirements and map them to end-to-end SASE solutions.
• Deliver technical demos, PoCs/PoVs, and workshops covering NGFW, SWG, CASB, ZTNA, SD-WAN, either on-premise or in cloud environment.
• Craft RFP/RFI responses, high-level designs, and effort estimates that support revenue targets.
• Feed market insights back to Product Management to influence roadmap decisions.
• Enable partners and customers with best-practice training and operational hand-offs.
• Possess excellent presentation skills and be able to address various types of audiences, including CxOs level, both at technical and commercial level
• Show attention to details and accuracy in the production of cost models and high-level diagrams for New Business opportunities

Support the Account Managers and Channel Account Managers with all existing account business activity on named accounts. This includes, but is not limited to:

• Liaise with existing customers/partners to gather/reconfirm all technical requirements to ensure a competent and deliverable solution is designed.
• Liaise internally to ensure that any solution has been validated by following internal processes.
• Attending relevant customer and partner meetings
• Host “Technical Workshops” where the SE leads discussions with clients and partners discussing technologies and potential solutions.
• Present the solutions to customers and partners - provide written documentation to the account teams for inclusion in any proposals.

Provide required post-sales support to Project Mangers with the implementation of successful contracts or changes. This includes but is not limited to:

• Ensure all sales activity, documentation and handovers are completed in line with current company process.
• Attend relevant internal/external meetings.

Contact with Others

• Internal Manager, sales team, product team, finance team
• External Clients, Partners, Technology Vendors

Qualification & Experience

• Experience in global enterprise markets (E)
• Deep working knowledge of at least two of the following SASE/SSE technology stacks: Palo Alto Networks, Fortinet, Cato Networks, and Cisco Meraki. (E)
• Proven track record in designing connectivity, security, SD-WAN and SASE solutions (E)
• Able to demonstrate a good level of understanding across a broad range of technical subjects and be able to apply this knowledge to a customer’s or a partner specific requirement.
• Experience in advanced services: LAN design, IP Telephony, Application, Optimisation, Data Centre hosting (D)

Competency & Behavioral Skills: (Use “E” to denote Essential and “D” for Desirable)

• Able to consolidate different elements of a technical solution into a design of high standard (E)

• Able to work to tight deadlines and produce work that is correct and market leading (E)

• Confident in face-to-face internal and external meetings. Demonstrates strong communication and presentation skills and. (E)

• Highly self-motivated and work well under pressure. (E)

• Able to work well in a team environment but also on an individual basis to ensure tasks/actions are prioritized and completed. (E)

• Able to travel when required. (E)