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Senior Sales Engineer-EMEA

Thales

London, United Kingdom

Primary Purpose of the Role:

This position provides technical consultancy to directly assist our sales representatives in the office and out in the field across EMEA. This person will be primarily responsible for the technical selling efforts required for enterprises who are evaluating Thales e-Security’s Vormetric Data Security Product Line.
The Sales Engineers at Thales act very much as ambassadors for the company. It is important to foster and maintain a strong relationship with our customers, based on trust and mutual respect. Our SEs should be seen as direct peers of the contacts we work with at customer organisations.
This role requires an individual that is prepared to travel extensively to secure business for the organisation. Along with a large number of projects in the UK, this role may involve travel to partners, existing customers and new prospects across the entire EMEA region.
This role requires both technical and sales skills to be able to understand customer needs/requirements in order to assist in the qualification of sales opportunities. This person will be viewed as a trusted advisor to help customers and prospects utilise the Vormetric solution. Must be a self-starter who can multi-task, manage their time, prioritise accordingly and thrive in a fast-paced environment with minimal direct supervision.

Principal Relationships:

EMEA Key and Channel Account Managers
Other Product Specialist and Regional Sales Engineers (EMEA and Worldwide)
Product Strategy Team
Product Management
EMEA Business Development

Key Responsibilities and Tasks:

Works closely with Sales Teams as a technical consultant for the range of Thales e-Security technologies during sales calls, at sales meetings and at exhibitions across the territory
In particular, acts as our subject matter expert in encryption, tokenisation and the Vormetric Data Security Product Line for customers and prospects in the UK&I region and beyond
Builds and maintains product demonstration environments
Understands customer requirements and designs encryption solutions to address those requirements
Answers technical questions and conduct demonstrations of Thales products and new features to prospects and existing customer accounts
Plans with customers Proof of Concept environments for products to be tested, which includes completing the Acceptance Test Plan that defines requirements and success criteria.
Installs and configures Data Security Manager (DSM) and agents to provide Proof of Concepts to customers. This includes installing software on UNIX, Windows and Linux operating systems as well as scripting processes for customers
Provides technical descriptions and content for proposals in response to RFPs & RFIs
Conduct technical product training classes for partners on Thales e-Security technologies
Gathers ongoing prospect/customer feedback and related information. Works with Product Management to prioritise and define customer enhancement requests
Delivers remote and field-based product installations, problem resolution and general technical support
Participates in security industry events as a subject matter expert in encryption
Participates as a speaker at seminars and conferences

Key performance Indicators against Responsibilities and Tasks (professional only):

Ongoing feedback will be gathered from colleagues in Sales and Sales Engineering, along with our regional Channel and Technical Partner organisations. This will feed into Annual Activity and Professional Development Discussions that will help the employee track their progress and plan development activities.

The Sales Engineers are responsible for capturing technical detail and business drivers for all sales opportunities they have been involved in. This information is captured in our customer database, Salesforce.com (SFDC). A number of regular reports are used to monitor completion rates by each of the Sales Engineers globally.

Each Account Manager in the business has a specific quota to achieve. The quotas for the Sales Team in each region are combined into a regional target. This role primarily supports the UK region. Success by the team in achieving the regional number for the UK is a key performance indicator. Additional reports will be generated in SFDC, demonstrating the effectiveness of individual SEs in supporting opportunities through to completion.

Skills

Excellent written and verbal communication skills - to all audiences – developers to C-levels
Excellent presentation skills from 1:1 to larger groups. Both slideshows and whiteboarding
Hands-on technical competence with integrating server end security products
Experience supporting customers with technical challenges in pre-sales efforts
Expeditious, thorough, and accurate customer follow-up skills
Strong skills in UNIX, Linux and Windows Server operating systems. Both an understanding and hands-on experience are necessary
Enterprise software installation experience is required


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