Senior Solutions Engineer (Presales)

About the Role
As a Senior Solutions Engineer, you will work closely with one or more client sales executives to align the company's technical strategy with the customer’s long-term vision and goals. You will address business and IT struggles with uniquely differentiated solutions. Collaborating with wider teams, you will evaluate the customer's business environment and how the company's portfolio can enhance their journey. Your role involves providing deep technical knowledge in account development and account strategy.

Job Responsibilities

• Identify and drive opportunities in new and existing customers in close collaboration with client executives. Increase the company's revenue in the aligned accounts, maximizing the company's share of wallet within the accounts.
• Translate customer business needs into technical solutions based on the company's portfolio, leveraging a broad knowledge of the competitive and technology landscape. Partner with wider teams to create comprehensive solutions.
• Conduct demonstrations and lead POCs in collaboration with SMEs as needed.
• Demonstrate a strong understanding of both business and technology strategy, change management, and a principled approach to broad digital transformation opportunities.
• Use the company's sales tools to effectively manage accounts, opportunities, and pipeline in alignment with the client executive.
• Identify growth opportunities outside of the existing install base of customers, workloads, and products. Continually develop the appropriate industry, solution, and technical acumen needed to increase relevance and footprint in accounts.

Job Requirements

• Minimum of 10 years of experience in a Technical Sales, Presales, or Solution Engineering role, having experience working with large strategic customers across the Abu Dhabi territory.
• Possess strong technical knowledge of all the company's technologies, partner offerings, and the competitive landscape from a customer business perspective. Deep technical knowledge in Hybrid Cloud, Data Management Infrastructure, and Storage solutions.
• Very good knowledge of Cyber resilience and data protection, including backup, disaster recovery, and ransomware mitigation. Solid knowledge in AI & Analytics with experience in Data-Driven solutions and infrastructure planning for AI use cases.
• General Application and Database knowledge (e.g., Oracle, SQL, VDI, etc.), especially in industry-specific environments. Very good background in Video Surveillance solutions and storage needs, including VMS, retention strategies for sectors like public safety, transport, and smart cities.
• Fluent communicator with excellent presentation skills to create value propositions mapped to customer requirements.
• Provide technical leadership in team-selling environments and have strong relationships with customers across the territory.