Description:
The Channel Sales Engineer is responsible for providing pre-sales technical / functional support to channel sales teams and the partner eco-system in their region. They have a focus on securing end user license revenue whilst maintaining high levels of partner contact and awareness through technical support and enablement
We require a highly technical person with outstanding commercial skills to join our team. Do you have the ability to collaborate closely with partners in order to successfully position our value above and beyond the competition?
What You Will Do
- Primary Contact: Act as the primary point of contact for all regional partners
- Collaboration: Work closely with Partner Business Managers & Regional Channel Leads to define and execute tactical and strategic activities focused on developing and growing their and our businesses
- Quarterly Assistance: Assist partners each quarter on key opportunities aligned to their respective regions, requiring close collaboration with regional field AEs and SEs
- Campaign Success: Work with business units (sales, marketing, etc.) to ensure success during partner sales campaigns, pipeline generation days, SPIF activities, etc
- Channel Enablement: Own channel enablement for your region to ensure all key resellers and distribution partners remain accredited in line with the partner program requirements
- Discovery and Articulation: Conduct discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers, aligned with our channel partners
- Solution Planning: Plan and build compelling technical and business-focused solutions that drive adoption and growth after the initial sale and across the portfolio
- Communication Skills: Demonstrate strong communication skills and the ability to influence through effective presentations, customer-specific demos, technical engagements, and workshops
- Resource Orchestration: Orchestrate supporting resources to ensure a one-team approach that demonstrates a cohesive strategy
- Competitive Landscape: Understand the competitive landscape and effectively differentiate our leadership
- Continuous Learning: Continuously invest in yourself to develop technical and professional skills that drive your ever-increasing contributions to customer success while actively participating within the SE community and at industry events
- Collaboration with Peers: Collaborate with your regional Channel SE peers and the EMEAI Channel SE Lead on Pan European & India initiatives both in terms of design and execution
Who You Are
- Proven knowledge and experience within Software / SaaS industry in a similar capacity. Ideally within Data Management / Security and Cyber Resiliency
- Wide range of technical knowledge of data management inclusive of applications, cloud, compliance, disaster recovery, storage networking, SaaS and Security
- A dynamic, fast paced individual who is motivated by success and takes the responsibility of owning issues to resolution. Understands the true meaning of “ownership” and “will do”
- Exceptional internal and client centric interpersonal skills in a commercial situation
- Continually develop understanding the competitive landscape to effectively differentiate our leadership
- Experience of working on sophisticated RFPs
- Understanding of partners financial metrics
- Continuously invest in yourself to develop technical and professional skills that drive your ever-increasing contributions to customer success while actively participating within the SE community and at industry events
- Fluent English verbal and written language skills
- Arabic language skills desirable but not essential