Sales Engineer

NETSCOUT•New York, NY

7d•$200,000 - $220,000

About The Position

The Sales Engineer provides pre-sales technical support and presentations to help the Sales team achieve revenue goals. The role represents NETSCOUT as a product solution specialist, articulates value to prospective buyers, and develops technical solutions based on customer information. Specialization is aligned to a NETSCOUT strategic initiative, which may include System Integrators and Channel Partners. The Sales Engineer reports to the Regional Director and works closely with customers and Sales teams throughout the sales cycle. The position partners with Account Managers and the Regional Director to develop business and technical strategies, identify customer needs and opportunities, and support sales decisions, opportunity assessment, and forecasting. The Sales Engineer leads technical activities for assigned accounts, builds relationships across customer IT groups, and learns customer infrastructure and challenges to identify potential projects and upsell opportunities. The role delivers proofs of concept, manages competitive bakeoffs, prepares and leads onsite or remote presentations, demonstrates products, and leads whiteboard discussions. It also provides specialized technical support using NETSCOUT best practices and available Sales Engineering resources. Travel within the assigned territory and Region is estimated at 40–50%. The role is based in the New York City / New Jersey area. The stated annual US compensation range is $200,000–$220,000 OTE, including base pay and target sales commissions or bonuses for sales roles.

Requirements

At least 8 years of experience as a pre-sales engineer, Network Support Engineer, Application Engineer, or in a pre-sales technical support role.
At least 5 years of experience in Network Observability, NPM, APM, or AIOPS.
Experience working with enterprise customers to understand technical challenges and requirements and propose solutions.
A demonstrated record of pre-sales success and achievement for oneself and the team.
Strong networking and application background and working knowledge of Linux/Windows operating systems.
Cultural familiarity with and experience doing business within the Region.
Required experience with Cisco routing, switching, gateways, and applications.
Knowledge of TCP/IP, SNMP, Netflow, VoIP, LAN/WAN topologies (including MPLS, Frame Relay, and ATM), trend analysis, network security, network infrastructure, network performance management, fault/alert management, cybersecurity, SDN/NFV, virtualization, and public/private cloud.
Experience with operating systems including Linux and NT.
Formal sales training that teaches pre-sales techniques; examples include Sandler, Siebel, or Afterburner.
Exceptional verbal and written communication skills.
Exceptional organization, time-management, and multitasking skills.
Self-motivation and a commitment to continually improving products and processes.

Nice To Haves

Bachelor’s degree in Computer Science or Software Engineering, or equivalent.
MBA.
Formal presentation training.
Experience with HP/OV, IBM Tivoli, EMC SMARTS, ArcSight, Splunk, or ServiceNow.
AI Operations or SOC experience.
nGenius product experience.
CCNA, CCNP, or CCIE certification.
Experience responding to or creating RFIs or RFPs.
Experience conducting or participating in security audits.

Responsibilities

Work with Account Managers and the Regional Director to develop business and technical strategies that improve the likelihood of winning business.
Investigate prospects’ needs and help develop strategies to win business.
Assist Sales teams with tactical decisions related to sales.
Identify compelling events and specific business problems and offer solutions to customers.
Provide specialized technical support using NETSCOUT best practices and resources available to the Sales Engineering group.
Lead technical activities for assigned accounts, build relationships across customer IT silos, document infrastructure, understand challenges, and identify potential projects.
Support Sales teams in achieving financial targets by assisting throughout the sales process and accurately assessing and forecasting opportunities.
Create and deliver proofs of concept, manage competitive bakeoffs, and prepare and conduct onsite or remote presentations.
Perform product demonstrations, lead whiteboard discussions, and present NETSCOUT solutions to customers, resellers, and integrators.
Work regularly with users to understand how systems are used, explore scenarios, and discover upsell opportunities.
Adapt to situations involving multiple integrators on a common customer network.
Travel within the assigned territory and Region, estimated at 40–50%.