Field Sales Engineer (Remote - West Region)
Vertiv Corporation

Los Angeles, California

This job has expired.



The Sales Engineer is responsible for assisting the sales team to drive revenue by helping to qualify sales opportunities, handle technical questions on Vertiv IRS solutions (hardware and software), prepare and deliver solution-based product presentations and Evaluations that meet customer business requirements.

This individual will address technical questions or issues that arise during a sales engagement, set appropriate customer expectations, interact with existing customers to investigates new issues and needs, and give advice on new projects and initiatives.

Responsibilities:

The main responsibilities of this role are to proactively participate in all pre-sales activities including, but not limited to;

  • Provide in person and remote training and support for all territory sales partners on new and current channel products.
  • Assess customer's requirements and recommend appropriate Integrated Rack Solutions (IRS) technology
  • Provide best practices on IRS product migrations, upgrades and new product roll-outs
  • Perform customer need specific consultations and product demonstrations
  • Provide pre-sales technical support on product queries from new customers/partners
  • Support and facilitate product evaluations that meet customer business requirements
  • Prepare and deliver solution-based technical presentations and trainings to customers/partners
  • Articulate product & solution capabilities and interoperability with customer's existing network infrastructure in line with customer organizations and strategic goals
  • Develop and write White papers, business cases, technical documents where needed to drive business
  • Liaising between salesmen, offering management, technical support, consulting, to bring the appropriate technical resources to bear at the account
  • Define requirements for custom configurations (racks, UPS, rPDU, software, etc.) in a timely manner. Review and facilitate fulfillment of any orders that include custom configurations and special features
  • Participate in managing and developing customer and partner relationships for long-term growth, new business discovery and long-term success


Additional responsibilities
  • Thorough knowledge of the IT channel and how it operates
  • Functional understanding of Vertiv's technologies, solutions and capabilities
  • Identify new market opportunities and trends for Vertiv IRS products and services
  • Able to continuously update technical knowledge and learning for new products and services
  • Ability to recognize and discuss ITS opportunities with customers including KVM, console server and hybrid technologies
  • Collaborate with sales enablement, product offering, and product dev/engineering for improvements in next gen tools and solutions needs
  • Tailor outgoing RFP proposals and formulate response to RFPs
  • Ability to install and configure software solutions for evaluation / Proof of Concept scenarios

Requirements:
  • Bachelor's degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience.
  • A minimum of 5 years sales support experience in information technology industry, data center industry experience preferred
  • Data center electrical and cooling background. Familiarity with power and cooling one lines, solid understanding of Ohms law and three phase power calculation.


Technical:

  • Detail-oriented; a high degree of accuracy regarding problem-solving and analytical skills is required
  • Thorough understanding of both core and edge data center designs. Power, cooling, monitoring, fire protection, containment, OOB access, etc.
  • Ability to understand, approximate and calculate IT load for compute space
  • Understanding of single and 3 phase power and associated load calculations.
  • Knowledge of standard electrical configurations in US and rest of world
  • Strong understanding of rack UPS technology
  • Strong understanding of monitoring protocols such as SNMP, Modbus, BACnet
  • Understanding of data center cooling and containment design
  • Working knowledge of networks and data communications processes are required, including network devices: Routers, Ethernet switches, hubs, NICs, etc.
  • Familiarity with application programming interface (API) is desirable.
  • Familiarity with LDAP (Lightweight Directory Access Protocol), Active Directory, and similar authentication services is desirable.


Sales:

  • Must be resourceful, self-motivated, customer focused, and able to work on a team
  • Possesses good presentation skills
  • Is able to qualify a sales opportunity
  • Is able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can juggle meetings with multiple audience levels
  • Is able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions
  • Understands the sales process and his/her role in it
  • Is able to position our products against the competition
  • Proactively engages in the sales cycles.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com.

Work Authorization
No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.


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