Provides technical expertise through sales presentations, product demonstrations, installation and maintenance of company products. Assists the sales staff in assessing potential application of company products to meet customer needs and preparing detailed product specifications for the development and implementation of customer applications/solutions. May build a mini-application based on customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping and/or product demo for client. May provide software development and consultation to prospective users and/or product capability assessment and validation. Ensures that the product application/solution is functioning according to specifications. May provide follow-up support to company sales staff and customer personnel by disseminating technical information on specific applications.
Leveling Requirements: Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Some barriers to entry exist at this level (i.e., dept/peer review). Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Internal and external contacts often pertain to company plans and objectives. Determines methods and procedures on new assignments, and may provide guidance to other personnel. Typically requires a minimum of 8 years of related experience.
Focus and Complexity: Exercises considerable latitude in deciding how to meet objectives of position, mechanisms for delivering results and the resources to work with both in and outside of immediate organization. Assignments require the application of functional expertise and knowledge of organization to set objectives and deliver results.
Work Relationships: Develop and maintain trusted advisor relationships with customer technology staff and management within their technical community. Interacts with other groups within BCSI for general features/functions.
Decision/Impact: Sustaining: Decisions have impact at a territory level.
Supervision: Works independently, provides mentoring.
Nature of Role: Takes total ownership of the technical sale of BCSI products during customer/partner pre-sales activities ( i.e. presentations, demos, workshops, proofs of concept, pilots, and tenders). Provides technical leadership in helping customers/partners to understand the advantages of BCSI products and solutions for their needs.
Technical Expertise: Understands BCSI core technologies. Demonstrates significant expertise in one or more of BCSI's pillars. Has solid business understanding. Considered an expert by Area/Region. Drives collaboration between Product group and Field teams. Proactively propagates new product information to partners and peer members of territory/region. Provides input to Product Management and Product Marketing on future product direction.
Sales Expertise: Can mentor eval/demo with customers and partners for all BCSI technologies. Can identify/qualify technical opportunities independently. Influences Sales strategy. Can deliver sales pitch/whiteboards at CxO level independently. Can help determine viability of opportunity and map out political structure. Able to articulate business value of technology solution. Skilled in differentiating products against competitors. Understands how a technical solution can solve customers business problems and is able to articulate the solution.
Relationships: Builds relationships with partners and technology group within customers, as well as with BCSI staff (i.e. products, services, marketing and support).
Project Complexity/Leadership: Works independently, provides mentoring. Functional Contribution/Leadership: Works independently, provides mentoring. Contributes back to the BCSI technical community. Shares best practices and developments of BCSI methodologies internally and at partner/customer events. Advises on field readiness.
Blue Coat Systems - 6 months ago