|
Assist the sales team by performing the four following primary responsibilities:
•Technical Sales Support - Perform Technical Sales duties as required to qualify leads and close sales opportunities:
- Qualify leads from a technical perspective to ensure they are viable candidates for Crossflo products & technology. Qualification involves assisting in the completion of the Technical Due Diligence Worksheet (Tech Pre-Sales Section).
- Assist sales team in identifying and communicating Crossflo value proposition from a technical perspective.
- Develop, maintain, and customize (if required) product demonstrations that are tailored to customer needs. Conduct product demonstrations to sponsors, users, and/or buyers as needed. Perform on-line customer demos via WebEx, Glance, etc.; ensure all attendees meet technical requirements for viewing.
•Project Management
- Work with sales staff, engineering staff, and partners (systems integrators, channel partners) to develop project plans for the implementation of Crossflo Products.
- Ensure that project plans included in any contractual documents (SOW, MOA, POC’s) can be delivered on time and on budget according to the contractual documentation.
- Assist in development of project management processes and supporting documentation to ensure that other Crossflo sales engineering personnel can replicate our processes.
- Ensure smooth transition of opportunity from the sales organization to the appropriate integration staff. Note; Depending on the scope of the project, integration services may be conducted by Crossflo personnel or by integration partners. In the event integration is performed by systems integrators or other channel partners, the sales engineer will act as the Crossflo project manager and ensure that, from a technical perspective, the installation of the Crossflo product(s) meet client needs.
•Product Delivery and Implementation
- Coordinate software installation and configuration with client team.
- Install and configure Crossflo product software per contract requirements.
- Setup publications and subscriptions and create companion mappings in accordance with contract to enable data sharing requirements.
- Perform system level integration and acceptance testing in accordance to contract requirements.
- Prepare project documentation and coordinate review and final delivery in accordance with contract requirements.
- Perform product and project specific implementation training to clients in accordance to contract requirements.
•Account Management
- Assist sales personnel to maintain installed-customer relationships, from a technical perspective, in order to facilitate up-sell and cross-sell business opportunities.
- Serve as the technical voice of the customer to report technical and product feedback from customers to engineering.
•Product Management
- Identify, monitor, and communicate to sales management and engineering any competitive research, emerging threats, and technology/industry/domain trends.
- Work within the framework of the Product Management meetings to document product recommendations to the engineering staff in order to incorporate those recommendations into future product architecture capabilities.
- Prepare as required opportunity–specific technical documentation (white-papers, ppts, etc.) and collateral marketing material in support of customer driven requirements.
•Ad-hoc tasking
- Update technical notes on leads and opportunities in the corporate approved sales force automation and CRM tool Salesforce.com.
- Travel as required to develop opportunities and implement project. Up to 50% travel anticipated.
- Any other duties that may reasonably be required of this position to assist the department and company.
- Ensure that Crossflo sales staff has an accurate understanding of the products capabilities and differentiating characteristics.
- Perform internal product training to Crossflo personnel.
Candidates will possess a BS or BA with minimum of 5 years direct experience in technical pre-sales, client services, or field implementations. Software and system engineering background desired with experience in SOA applications using technologies like – Java/J2EE, Web services, XML, XML Schema Definitions, database structures, application servers and SQL. Knowledge of national data sharing standards (GJXDM, NIEM) a plus. Experience necessary in working directly with clients to determine requirements and architectures. General knowledge of public safety operations and procedures is desired. Experience with presenting or training technical systems is a plus. Excellent communication and interpersonal skills desired. Proficiency with Microsoft Office Suite, Visio, and Project required.
|
