Solutions Engineer, Security

VMware - Palo Alto, CA4.1

Business Summary:
VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, collaboration, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

VMware is creating a dedicated sales/SE team to assist our field with our new AppDefense solution in the Network and Security Business Unit (NSBU). AppDefense is a breakthrough new solution launched last September to protect applications and data running on virtualized and cloud infrastructure. It leverages the hypervisor itself to ensure the only thing running is what the application intended – flipping the security model to “ensuring good” versus “chasing bad”. This simple yet powerful solution is being marketed and sold into VMware’s massive installed base – both into their InfoSec teams and vAdmin/compute teams.

Job Role and Responsibilities:
The AppDefense Solutions Engineer (SE) will be responsible for the pre-sales and some customer success efforts. We are looking to hire a Solutions Engineer who has Pre-Sales experience, and also understands the job duties and role for Post-Sales.

As a Solutions Engineer for AppDefense, you will be the primary technical resource for the field sales-force. Our Solutions Engineers are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for AppDefense. They will also focus on helping identify early use cases, refine messaging, and ultimately codify the ideal selling motion for the broader SE organization. They will work closely with the product teams, providing critical customer and market feedback. And they will work to enable the broader VMware SE organization, raising awareness of the opportunity, helping them get proficient in selling this new solution.

This is a customer facing position. Your role would include being involved in first calls, meetings, presenting technical material (whiteboard, demos), qualifying and quantifying sales opportunities, PoC's, documentation, and installs. In this position, you are expected to help accelerate the sales cycle, remove obstacles, and be the technical expert in the room. You will establish and maintain strong relationships throughout the sales cycle.

This position may require you to be hands on at times, so apart from having excellent communications and presentation skills, having technical expertise, and Hands on Security expertise are also important.

Additional responsibilities will include mentoring and enabling Field and Channels located in a variety of locations.

Support AppDefense AEs in achieving sales targets on a quarterly basis
Design, articulate, white board, and present technical information to technical buyers
Deliver presales POC and trials (own end to end experience)
Share customer feedback with BU and R&D for product development
Be an effective presenter & trainer, who can pitch & demonstrate VMware AppDefense to the field as well as end customers

Required Skills:
We are looking for an individual with 10+ years of experience in Pre-sales security related work, including roles in Pre-sales and Technical Account Sales
You have expertise in security industry
You have an understanding of different security products and vendors, and be able to position amongst them
Experience in creating revenue generating program for partners
Experience with Pre-sales Account Management and sales methodologies
You have strong presentation skills as well as ability to build and present high quality product demonstrations to both technical and executive audiences
You have strong customer-facing and relationship building skills
Strong writing skills with the ability to create technical documentation, respond to RFPs, and submit professional reports
Experience with enterprise applications, security, systems management, business continuity solutions a plus
Experience troubleshooting system level problems including server failure, OS tuning, networking problems
Strong IT infrastructure technical skills including x86 server platforms, Windows Server and Linux operating system expertise, SAN/NAS storage technologies and TCP/IP networking[JO1]
Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base
You are able to persuade and influence senior enterprise IT Architects and C-level executives
Organized and analytical, able to eliminate sales obstacles through creative and adaptive

Preferred Skills:
We look for individuals who embody our values of humility, compassion, teamwork above isolationism, respectfulness, integrity, and good-natured fun.

Do you excel in leading strategic and value selling?
Consistent record of achieving business objectives in a highly competitive environment.
BA/BS degree or higher.

Ability to travel 30%-50% of the time