The Systems Engineer is responsible for the technical presales support of Blue Coat’s field sales organization as they sell BCSI’s Advanced Threat Protection products. The ideal candidate has extensive technical experience around Advanced Threat Protection and Internet Security Solutions, especially when it comes to securing and protecting large enterprise organizations. Additionally, success is dependent on extensive experience with consultative selling techniques and operational execution.
Systems Engineers engage directly with customers partnering with BCSI Account Executives, and must possess the ability to operate at both the executive and operational level. A deep understanding of customers’ businesses and specific technical ecosystems is critical to sustained success. Master presentation skills and the ability to act as a trusted advisor are also vital characteristics.
Technically, Systems Engineers should have a strong command of TCP/IP, Network Analysis and Troubleshooting, Network Security, forensics, malware and threat mitigation, along with an understanding of common technologies such as Gigamon, Netoptics, VSS, and Network Tap’s technologies. Experience with network/security forensics analysis and malware behavior and analysis is helpful for success.
The successful candidate will be extremely results oriented, possess strong business acumen, be capable of identifying and qualifying technical opportunities, and have an ability to work hand in hand with enterprise customers in engineering, management, and senior leader roles. Ultimately, the successful candidate must help the sales team generate revenue through identifying and understanding customer business priorities and addressing customer pain points the proper BSCI solutions.
Responsibilities include:
• Deliver sales pitches, solution value presentations, and white boards in collaboration with account teams, taking total technical ownership of the pre/post sales activities
• Work collaboratively with Sales and Partners in the identification and qualification of opportunities against Blue Coat’s prospect criteria
• Prepare detailed product specifications for the configuration and implementation of customer solutions (BOM)
• Influence sales strategy at the territory, account, and opportunity levels
• Proactively create and share best practices, customer metrics, and other collateral on tools and processes throughout the sales and SE organization
• Build mini-applications based on customer requirements that demonstrate application feasibility