Sales Engineer - Major Accounts D.C

Arbor Networks

Sales Engineer

Arbor Networks is a leading provider of secure service control solutions for global business networks, including more than 70 percent of the world’s Internet service providers and many of the largest enterprise networks in use today. Arbor is addressing the most strategic issues for service providers – security and service control; delivering best-in class network protection and the means for delivering revenue-generating, differentiated secure services and service plans. Arbor allows service providers to employ both flow-based and DPI- based technologies to enable measurement and protection of the entire network, from the core to the broadband edge. Arbor also maintains the world’s first globally scoped threat analysis network – ATLAS – which uses technology embedded in the world’s largest ISP networks to sense and report on comprehensive worldwide threat intelligence.

In this role, the Consulting Engineer (CE) will be responsible for providing pre and post sales engineering support for an Arbor Major Account Manager. This position will be held accountable for helping the account manager achieve specific direct sales revenue goals as well as perform agreed upon major business objectives designed to further company wide business goals. This position will require approximately 40-50% travel.

 

The consulting engineer responsibilities will include each the following:

 Conducting sales presentations and demonstrations for existing and potential customers as well as partners.Management of the technical relationship with all customers and prospects of the account manager during the sales process.  This includes maintaining relationship with technical contacts within the customer, keeping account information up to date in Arbor CRM system, and attendance at all sales, sales engineering, and product management meetings regarding the customer.Detailing/presenting Arbor’s product features, operation, support services and outlining the resulting value propositions to customer/partner.Responding to RFP/RFI/RFQs in coordination with sales account mgr.Installing and managing customer technical evaluations of Arbor's products.Providing detailed/timely customer product feedback and feature requests to product management.Leading technical discussions at partner workshops, tradeshows, and joint selling opportunities.Architecting and recommending specific deployment solutions of Arbor products for customers.Performing and managing product implementations at customer locations in close coordination with Arbor operations/deployment team.Performing technical product training for customers and partners.Troubleshooting and resolving product issues discovered during the trial or implementation process.Scheduling and conducting introduction of customer to Arbor support team after completing implementations. 

Experience and Skills Required:

    Previous Sales Eng experience (min 3 years for CE, 5 years for Sr. CE) for a data network vendor, service provider or network security company including both presentation and hands-on responsibilities.  (may be augmented with first-hand use of Arbor Products at a service providerHands-on background in TCP/IP, routing topologies and protocols including BGP4 and MPLS is required. Knowledge of other routing protocols such as OSPF, ISIS, and RIPv2 is required.Strong security background with knowledge of Firewall, IDS, IPS, Virus, Internet worms, DDoS, and network exploits is required.Understanding of Access control and authentication infrastructure (iPlanet, .NET, Netegrity, RSA/Securant, Oblix, LDAP, CMS, PKI, RADIUS/Tacacs+) is preferred.Network management understanding or experience (SNMP, RMON, OpenView, Unicenter, Tivoli, Micromuse Netcool) is preferred.Previous experience successfully responding to RFIs, RFPs, RFQs to Fortune 1000 level customers including data service/hosting providers.Excellent communication skills and familiarity with presentation tools, such as Microsoft PowerpointProven track record of helping sales account mgrs close deals with Fortune 1000 customers by overcoming "perceived" and real customer technical hurdles while at the same time articulating product technical value propositions and benefits.