Digital Solutions Engineer
hace 1 semana
ome work at a place where innovation and teamwork come together to support the most exciting missions in the world
The **Digital Solutions Engineer **(DSE) is a sales and technical role working with F5 end-user customers and partners.
The high-level objective is, together with a Digital Account Manager and the region’s channel partners, achieve the allocated sales target to a pre-defined set of customers in the assigned region, more specifically, Coverage (non-named) accounts.
Critical to the success in this objective is the DSE’s ability to work with F5 channel partners, building with them a regional sales eco-system by helping them to independently drive F5 solutions sales to their customers, and to operate as an extension of F5's sales team, through demand generation efforts, mutual business planning, and use-cased focused sales and technical training aligned with that planning.
The DSE primary responsibility is to develop and deliver her/his sales team’s technical strategy for the region, ensuring that the best matching and business effective F5 **solutions** are driven to the defined set of customers and leveraging her/his region’s local channel partners.
In customer engagements, preferably working with their partners’ SEs, the F5 DSE should always engage customers with a **Consultative Sales** approach, helping the partner SE but, most importantly, enabling them to become autonomous in their sales calls. This approach requires that the DSE works to proactively learn and fully understand the business and technical solutions that the customer has implemented to be able to identify the customer’s key “pain points”, their business and technical challenges, and the gain achieved by implementing a F5 **solution**. The DSE should be able to discuss both technical and **business benefits** and not just technical features, establishing a value relationship so she/he becomes a trusted advisor to her/his partners.
Teamwork is key to success, hence the DSE should jointly, to develop the region’s channel partners, and in support of the partner’s sales team, support the sales process. Also, as we always sell through our channel partners, the proposed solutions should be jointly defined with the partner sales team’s close participation so that together we can create business value propositions which address and solve real customer’s needs.
In terms of knowledge, the DSE needs to have solid technical skills on F5 key **solutions’ use-cases** and the broader ecosystem that we work with. But, while the DSE is expected to be able to handle requests around the most of the key F5 solutions, we expect that she/he works towards building deeper expertise only in a very reduced set of use-cases (**Prime Solution**), becoming the regional expert for the chosen use-cases, supporting other SEs just like she/he will also be supported by other experts in other key use-cases. Strong technical skills are a pre-requisite and should continuously be enhanced as F5 provides training and certification opportunities.
**PRIMARY RESPONSIBILITIES**:
- Understand the customer’s needs and business goals, and then design a technical solution which can create a new customer service or solve customer business problems
- As a trusted advisor, provide technical expertise through sales presentations, Solution designs and demonstrations
- Recommend differentiating solutions and articulate business value of F5 Solutions
- Help partners to provide solution designs, and systems engineering configurations
- Participate in the development and support of content (presentations, VP’s, use cases ) for customers and partners
- Develop and maintain a high level of technical knowledge of F5, the relevant industry and Sales aptitude
- Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
- Maintain knowledge of competitive landscape and share knowledge
- Understand and effectively utilize F5 organizational resources
- Effectively negotiate and pursue conflict resolution
- Uphold F5’s Business Code of Ethics; promptly reporting violations of the Code or other company policies
**Channel Partner support activities include**:
- Influence Digital Sales strategy, by recommending the most appropriate technical strategy for each selected partner
- Develop and maintain trusted advisor relationships with partner technology staff
- Work in collaboration with F5 Channel and Sales management to help select and prioritize channel partners that want to build skills to sell F5 solutions in support of our Digital Sales strategies
- Provide selected channel partners technical expertise, oversight and enablement recommendations
- While we expect the partner who we will work in this customer segment, Digital Sales, to be prepared and invest in gaining independence to sell and support the solutions they chose, the DSE may provide them limited training on selected, focus, F5 so
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