#20154 Director of Systems Engineering Enterprise Systems & Network Management
Location: San Francisco, CA
Our client is the leading open platform for enterprise-class network, application, and cloud monitoring, and at a fraction of the cost of traditional solutions. The company's approach gives customers the flexibility to use diverse open source and proprietary software technologies together under a unified web services portal, allowing users to leverage the advantages of open source while simultaneously preserving existing investments in legacy IT management tools.
The Director of Systems Engineering serves as an integral part of the sales process by providing technical support for selling company's products and services.
The Director of Systems Engineering is responsible to work closely and collegially with Account Managers in order to win renewals, upsells, and new business by "Solution Selling", "Land and Expand," and other sales tactics selected by the account manager. By listening carefully, questioning intelligently, designing the best monitoring architecture and product solution, and presenting the solution in a way that persuades prospects and customers that their needs will be best met by Company Monitor the Director of Systems Engineering drives sales of Company's products in a highly competitive market environment.
"Land and Expand" refers to a sales tactic in which Company achieves initial account penetration by solving a specific customer problem often by monitoring a small subset of the customer's computing environment and then expanding the product footprint by executing an account plan developed by the Account Manager that is executed over several months or years. "Land and expand" is a key component of Company's business model.
The Director of Systems Engineering is responsible for conducting demonstrations of Company's products that are tailored, simple, and compelling. Product demonstrations will follow "story lines" created by the Senior Systems Engineer around the principle use cases of the product. The Senior Systems Engineer is responsible for developing standard scripts for demonstrating the product and for periodically requesting that other senior staff members watch demos conducted in accordance with the script and provide feedback for improvements that shall then be incorporated into the demo script. Along with the Director, the Director of Systems Engineering is responsible for creating and maintaining the demo environment including updating "Company Live!" "Company Live!" is the special version of the product that is has been configured for ease of customizing demos to customer requirements and simulating the operation of the product.
Company offers its products and services in the form of attractive, high quality proposals. Proposals are used to provide comprehensive commercial responses to Requests for Information (RFI) and Requests for Proposal (RFP) that describe the complete solution as well as respond to specific requirements.
The expected standard of presentation for a Company Solution is a diagram illustrating the number and type of Company components that will be deployed in the solution overlaid on a highly summarized background describing the customer's computing environment together with a narrative description of operation that describes how the system will work in production. The expected standard of completion for all requirements is "yesand" and "nobut" rather than simple "yes" or "no" responses to requirements. The preparation of the technical portion of proposals and the associated RFI and RFP responses is the responsibility of the Director of Systems Engineering. The quality of the work shall be such that the Account Manager can directly incorporate it without rewrite or reformat. The same shall be true of all customer email communications.
The Director of Systems Engineering is responsible for maintaining the accuracy and completeness of the Sales Section of the Company Knowledge Base. This requires the entry of key terms needed to index all new sales information created in the form of answers to questions as well as supervising the part time contractor that Company uses to perform updates of the kb, training materials, and product documentation.
- Knowledge Base Management
Company has an established methodology for conducting successful demonstrations in the prospect's environment. The Director of Systems Engineering is responsible for the continuous improvement of the POC methodology as well as actually driving the successful completion of all POC's. The Director of Systems Engineering is individually accountable to the sales manager to ensure that prospect's that are offered POC's are actually qualified to receive the services required to win the business. The role of the Director of Systems Engineering in directing and supporting POC's requires complete mastery of the installation, configuration, and operating mode of the Company Monitor and its documentation. The Director of Systems Engineering is also expected to become expert on capabilities and recommended use cases for the open source products that are included within Company Monitor including Nagios, Cacti, RRD Tool, Ganglia, SNMP-TT, SyslogNG as well as Company Live! as the POC test article. It is frequently necessary for the Director of Systems Engineering to coordinate activities with the Account Manager, Director of Support, and Director of Professional services during POC's.
- Conduct of Proofs of Concept
The Director of Systems Engineering shall for some opportunities coordinate and draft Statements of Work in accordance with existing standard formats and packaged offers. All Statements of Work shall be approved by the Director of Professional Services who shall approve all SOW's prior to issue to customers.
- Preparation of Statements of Work
Product Management at Company is assigned to the company's Product Council, which meets from time to time to give advice and coordinate input to the Release Planning process. The Director of Systems Engineering is a member of the product council and is particularly responsible for organizing and prioritizing input concerning competitors and existing customers.
- Member of the Product Council
The Director of Systems Engineering is expected to conduct an ongoing information collection process using information gleaned from analysts and the internet press on the following subjects: DevOps, ITIL, System Management, Monitoring, Application Performance Management, Infrastructure Monitoring, Virtualization of Servers, Storage, and Networks, and Stack Server Monitoring among other subjects.
Subject to revision by the VP of Sales, the Director of Systems Engineering shall be responsible for recruiting, training, and supervising Sales Engineers.
- Marketing Support. The Senior Systems Engineer is expected to create content and conduct webinars in coordination with the Director of Marketing Communications.
The Senior Systems Engineer's job requires presence in the Company office five days per week in order to coordinate with and support the Company's Account Managers except when travelling out of the area to support sales to a prospect or customer. Based on past patterns, it is expected that out of area travel would not be likely to exceed more than 25%.
- Bachelor's degree in Computer Science or related field or 5 years of Enterprise Sales Engineering experience.
- Experience working with Global 2000 corporate clients.
- Recent experience working at a virtualization or platform company.
- Proven ability to craft a solution and develop proposed responses with appropriate products and services based on client discussions.
- Proven ability to engage with CIO or CTO and all levels of client contacts to propose, present, and discuss technical solutions.
- A comprehensive understanding of virtualization, Windows, Linux, web services, network concepts, protocols, and operating practices is required.
- Excellent spoken and written English-language skills
- Must be a self-starter with the ability to work independently and in a team environment.
Jon Piggins / Redfish Technology
Executive Recruiter, IT Sales & Marketing
Leading Recruiters in IT and Clean Tech
Redfish Technology - High Tech Executive Recruiters - 20 months ago