Sales Engineer - J Patrick and Associates

Position Description

Job Description
The Sales Engineer will support all pre-sales technical requirements including demo portal setup, device testing, troubleshooting and technical sales presentations. This person plays a critical role in the sales process by acting as the primary technical contact for prospective customers, providing a deeper level of technical expertise and helping to develop a more complete understanding of the customers operating environment. The person must have exceptional communications skills including the ability to effectively communicate the business impact of wireless technology. The Sales Engineer will also be responsible for establishing and maintaining relationships with the customer’s technical contacts. In addition to supporting the sales team during customer meetings this person will provide the team with product training and work with other groups to help define customer requirements. The person should have a strong understanding of video technologies and wireless networks and a proven track record supporting customers in a pre-sales environment.

Essential Job Functions
• Assist sales representatives in customer presentations as needed by providing deeper product/technology information to technical buyers and presenting solutions in the most compelling manner possible by illustrating the impact solution will have on the customer’s business.
• Develop and maintain positive relationships with prospect/customer technical contacts. Leverage these relationships to further understanding of the customer’s product and support requirements and to aid in the development of effective sales strategies.
• Establish and maintain all customer test portals, ensuring content is properly ingested and customers are provided with a fair and effective comparison. (HTML coding experience would be beneficial)
• Manage customer demonstrations and ensure our success by pre-testing devices and networks and recommending adjustments to engineering as needed to demonstrate the optimum user experience in all circumstances.
• Engage with product management, engineering and operations to develop a broad and deep understanding of all current and future solutions and the means by which they are delivered as solutions to customers.
• Review all Service Description Documents (SDD) and Product Requirements Documents (PRD) to enhance product knowledge and to provide input to the product management team based on customer knowledge.
• Working in conjunction with product management and engineering, provide product/technology training for sales personnel, as new capabilities are made available. This training should not only include technical information, but should clearly communicate how each capability differentiates and impacts the customer’s business in terms of their productivity/efficiency, image, revenue, safety/security.
• Assist engineering and product management with device testing and evaluation in an effort to ensure properly supports all possible wireless devices.
• Assist sales in developing with the customer technical requirements and product criteria that will deliver the best solution to the customer and favorably differentiate.
• Provide all pre-sales customer support; work with engineering and product management to address customer concerns promptly and ensuring their confidence by projecting a sense of urgency and exceptional technical competence.
• Maintain a thorough understanding of competition through regular study and evaluation. Share competitive intelligence with, and obtain this knowledge from product management to help improve the quality and positioning of solutions.
• Continuously expand understanding of wireless, video, IP and CDN technologies through personal study and periodic training.
• Install, configure and maintain demo systems operating on the Linux OS as needed.
• Record customer interaction within the Salesforce.com application employed by for account management, activity tracking and sales forecasting, providing other personnel with visibility to key customer issues.
• Work effectively with other internal departments to communicate customer requirements and needs to product management and associated responses back to Customer, including involving the appropriate Company resources as needed.
• Help marketing and sales develop additional sales tools as needed to allow to effectively demonstrate the value of our solutions to prospective customers.
• Always engage prospects, partners and other employees in a respectful manner demonstrating passion for success and the highest standards for integrity.

Requirements
• 5+ years successful technology sales/engineering/support experience.
• Understanding of wireless networks such as 1XRTT, EVDO, GPRS, UMTS, HSDPA.
• Knowledge of video compression techniques and audio/video streaming technologies.
• Knowledge of data network protocols including RTP, RTSP, RTCP, UDP, TCP.
• HTML coding knowledge.
• Working knowledge of video encoding tools and techniques.
• Experience installing, configuring and maintaining Linux OS and Linux based applications.
• Knowledge of IP technologies, particularly URL routing.
• General data networking skills and knowledge including firewalls and port forwarding.
• Self-starter (works well with limited guidance), with high energy and a strong sense of urgency.
• Must be a team player.
• As this position will be working in Europe and is supported by a corporate team in California, the candidate must be willing to work a flexible schedule and be capable of working independently.
• Must be willing to travel as necessary to support the sales team.
• Uncompromising integrity.
• Undergraduate degree in engineering/technology.

Other Skills/Abilities
• Experience supporting sales organization selling network technologies to wireless operators.
• Knowledge of competing video streaming solutions including Helix, Vidiator, Darwin, Mobixell, etc.
• Knowledge of competing network optimization solutions such as Byte Mobile, Flash Networks and Venturi a significant advantage.
• Past experience dealing with challenges of streaming video to mobile devices is a plus

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