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Solutions Engineer, Business Development (San Francisco, CA)

About ThousandEyes

The name ThousandEyes was born from two big ideas: the power to see things not ordinarily possible and the ability to collect insights from a multitude of vantage points. As organizations rely more on cloud services and the Internet, the network has become a "black box" outside of their control. ThousandEyes gives organizations visibility and insight into the now borderless network. It arms them with an accurate understanding of how the network impacts their applications, users and customers. ThousandEyes is used by some of the world's largest and fastest growing brands, including 4 of the top 5 SaaS companies, 4 of the top 6 US banks and 3 of the Fortune 5. ThousandEyes is backed by Sequoia Capital, Google Ventures, Tenaya Capital and Sutter Hill Ventures, with headquarters in San Francisco, CA.

About the Role

We are looking for a Business Development Solutions Engineer to join our team and help us establish and work closely with existing and potential strategic partners. You will work in conjunction with a business development sales team as a technical advisor, mentor, and advocate for the solution. You will actively drive and manage the technology evaluation stage of the sales process.  You will have the opportunity to articulate the solution to both business and technical audiences, answer technical questions on deployment, integration and supported use-cases, and help use the solution to identify and troubleshoot network and application performance problems.  You must possess a patient demeanor, and be skilled in developing and maintaining technical relationships to grow the partnerships.

The candidate should possess the following:

  • Excellent presentation, communication, and problem-solving skills
  • Strong understanding of application and network protocols (e.g., HTTP, DNS, TCP/IP, BGP)
  • Knowledge of application and network infrastructures
  • Knowledge of unified communications
  • Experience with application and network performance analysis solutions
  • Experience with packet analysis of network and application protocols
  • Experience with scripting languages (e.g., Python, Perl, Javascript)
  • Experience with Apple, Linux and Microsoft operating systems

Business knowledge and experience:

  • Domain knowledge and experience in the following areas:  Network Performance Monitoring, Application Performance Monitoring, Security, DevOps, IT Operations Management, and Cloud
  • A knowledgeable understanding of financial services, insurance, telecommunications, or retail markets, with a proven track record of selling into these verticals.  Must understand the business challenges, drivers, technology, and market challenges of these types of organizations.
  • Previous experiences working in or with Value Added Reseller, Systems Integrator and SaaS companies
  • Understanding of primary sales drivers for partners. i.e. Margin/MDF, comprehensive offering, services, etc
  • Ability to participate in account/business planning sessions to identify new and follow-up solution, services, and education opportunities
  • Ability to develop and articulate business value and ROI

Responsibilities include:

  • Write and deliver excellent business-focused and technical presentations
  • Provide onsite and remote solution demonstrations to partners and customers
  • Understand partner technologies and solution offerings to recommend solution fit
  • Deliver and manage trial engagements
  • Respond to the functional and technical elements of tender documents (RFIs/RFPs)
  • Answer sophisticated technical and competitive questions, and address customer and partner concerns
  • Work closely with technical sales team to develop and improve working practices, best practices, and processes
  • Overcome sales obstacles using creative and adaptive approaches
  • Represent the company at conferences and trade show field events
  • Develop and contribute technical material. (e.g., business cases and ROI, competitive documents)
  • Communicate and deliver technical to C-level product messaging
  • Conduct and coordinate regular training, enablement, and partner certification sessions
  • Advocate for partners to ensure they have a voice within the community

Additional responsibilities include:

  • Support the technical sales process
    • Assist sales in technical prospecting to help uncover opportunities
    • Demonstrate solution to showcase capabilities and use-cases
    • Build and maintain a technical and trusted advisor relationship with customers
    • Support customers during solution trials
    • Scope and architect solution deployments
    • Present to decision makers during trial wrap-up meetings
  • Participate as a member of the Solutions Engineering teams
    • Participate on weekly team meetings
    • Participate in quarter business review sales meetings
    • Present technical topics and successful wins
    • Share technical challenges and ways to overcome
    • Interact with team to ask questions, share experiences, and exchange ideas
    • Help establish and enhance demonstration material showcasing the solution
    • Research technical topics impacting the industry to grow as an industry leader
  • Interface with Marketing
    • Support trade shows and networking events
    • Support ThousandEyes Connect events
    • Contribute to blog and social media posts
    • Suggest and contribute to white-papers and case-studies
  • Interface with Product Management and Engineering
    • Provide solution feedback from hands-on use and customer interaction
    • Record solution suggestions and enhancements through Customer Success
    • Participate and provide feedback on internal and external solution beta programs
  • Interface with Customer Success
    • Coordinate with Customer Success in providing post-sales support (training, deployment, support, etc.)
    • Encourage and guide customers to utilize Customer Success as an extension of their NOC to help ensure success

Requirements:

  • 8+ years of experience and proven track record in a Technical Sales or related profession
  • A degree in Electrical Engineering, Computer Science or related field
  • Strong written and verbal communication skills
  • Experience with Salesforce
  • Significant travel possible
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