PreSales Systems Engineer - Federal

Quantum • Washington, DC

67d • Remote

About The Position

Quantum Corp. leads the world in helping users collaboratively solve some of the world's hardest computer challenges. Whether its wrangling Petabytes of data for cutting edge movie production, managing global content production workflows, exploring new sources of energy, or managing oceans of content and blending collaborative high-speed workflows with cutting-edge object storage, Quantum has the tools and technology to help you engineer the solution that works now - and preserves your work for decades to come. You are applying to an exceptional team that contributes to enhancing our position as a proven global expert in data management. Job Summary:
The PreSales Solution Engineer - Federal, is integral to our pre-sales operations, providing technical solution selling, technical presentations, and solution design based on assessing technical and business requirements. This role is responsible for building and maintaining customer and partner relationships for long-term success, specifically focusing on the Quantum Portfolio & Products to address customer business challenges. The PSE must articulate the value and outcomes of our solutions provide, aligning them with client needs and requirements. Additionally, this role involves ensuring application interoperability with third-party solutions, with a strong emphasis on AI-driven solutions and their integration into existing business processes. Previous experience with selling to the Federal Government is a strong plus. Preferred location is in the Washington, DC area, though is not an absolute requirement.

Requirements

• 12+ years of related experience in a pre-sales technical position.
• BS Degree, preferably in Engineering or Computer Science preferred.
• Candidates must have or be able to obtain a US Security Clearance.
• Demonstrated knowledge of storage management concepts, data communication, client/server environments, HPC Filesystems.
• Working knowledge of UNIX and Windows.
• Strong customer relations skills and understanding of the sales cycle.
• Previous sales experience or hands-on customer experience are strongly preferred.
• Strong written, oral, and exemplary presentational skills.
• Ability to work independently, as well as contributing as a team player.
• Evidence of personal and professional energy and excellence.
• Must be able to instruct, guide, negotiate, coordinate, analyze, and organize.
• Must interact with others in a team environment and also work alone.
• Must complete tasks on time with and without supervision.
• Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
• Ability to communicate information and ideas so others can understand.
• Ability to analyze information and evaluate results.

Nice To Haves

• Geospatial, Network security, and/or Video workflow experience a plus.
• Operating experience with storage management software packages (e.g., Backup, HSM, Archiving).
• Previous experience with selling to the Federal Government is a strong plus.
• Preferred location is in the Washington, DC area, though is not an absolute requirement.

Responsibilities

• Enhances customer relationships by demonstrating understanding of customer value and the customer service attitude.
• Demonstrates excellent interpersonal skills, very strong presentation skills, effective listening, excellent written and verbal communication skills, concern with quality deliverables, and an appropriate sense of urgency in fulfilling customer and Sales Team requirements.
• Functions as an active member of the Quantum Sales Team, working to create and close sales opportunities.
• Works with the Sales Team using a consultative approach to identify customer business needs and develop Quantum solutions to address those needs.
• Demonstrates the ability to overcome normal technical barriers to sales.
• Helps meet revenue goals by capturing account information and needs that can be turned into sales opportunities.
• Participates in periodic Sales Funnel Reviews.
• Provides effective technical presentations on all aspects of our solutions to customers and partner, including conveying the features, functions, benefits, and capabilities of our products, as well as conveying how our products interoperate with 3rd-party products.
• Presentations also encompass and address customer needs and Quantum differentiators in addressing those needs.
• Addresses prospective customers, existing customers, and the Quantum Sales Team technical questions regarding our current and future products.
• Responsibility includes contacting Quantum Product Marketing/Management Team, other Systems Engineers, and other internal and external resources to obtain the necessary answers.
• Collects customer requests and recommendations for products enhancements, and passes such requests to appropriate Product Marketing/Management Team for consideration in the current product design or new product design.
• Identifies and obtains customer requirements in preparation for the detailed system design; including identification of all pertinent client system data such as hardware platform(s), operating system(s) with revisions, disk storage usage and capacity, network connection, production hours, recovery needs, etc.
• Possesses strong knowledge of 3rd party complementary and competitive hardware and software storage solutions (i.e. Application enablers, Virtualization, Analytics, HPC, Archiving, Object Based Solutions, EMC, Brocade, Cisco, Sun, etc.)
• Possess the ability to independently design small-to-midrange as well as large, complex solutions that require significant interaction with other vendors and/or system integrators.
• Documentation set includes detailed Visio diagram that conforms to the appropriate Quantum standards, as well as any detailed spreadsheets and stated assumptions.
• Documentation set must be sufficient for a Field Engineer to appropriately install and configure the solution.
• Presents the proposed solution to Sales Team and customer.
• Assists in closing business by winning the "Technical Recommendation to Buy" through presentation of proposed solution, demonstrations, and/or evaluations.
• Independently takes the initiative to contact key ISVs, Hardware partners, and Resellers to promote Quantum products and solutions.
• Responsibilities include giving Quantum product presentations, "chalk talks", and/or informal technology/product discussions.
• Also responsible for providing informal training support to the Sales Team, if necessary.
• Responsible for having strong knowledge of the storage industry and competitive products.
• Provides technical input and support to Sales Team when responding to large RFIs or RFPs.

Benefits

• Quantum provides a diverse portfolio of health plans for medical and prescription, dental, vision, life, disability and supplemental medical insurance options.
• We also support our team members' efforts to develop and maintain a healthy lifestyle through reimbursement and educational programs.
• Quantum offers a company-matched 401(k) plan to help employees save for retirement in a tax-advantaged way.
• We also have an Employee Stock Purchase Program for purchasing Quantum stock at a discounted rate.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Computer and Electronic Product Manufacturing
• Number of Employees: 501-1,000 employees