Presales Engineer

Job Description

JOB SUMMARY
This is a strategic role at a very important time as Cradlepoint expands across the APAC region. This position will be the lead Solution Architect facing partners driving enablement and skills into the selected partners. The Partner Solution Architect will support the partners in positioning Cradlepoint technology and solutions, will be the initial point of contact for partner CTO's and sales teams. He/She will be the link person between the partner technical and sales teams and the Cradlepoint selling teams in any given account or vertical. He/She will work side by side with the VP Partner Sales APAC.

The Partner Solution Architect serves as the main pre-sales technical point of contact for Cradlepoint's system integrator and reseller partners. They create and drive the technical strategy for partners in APAC by aligning Cradlepoint technology roadmaps with the account's vision and strategy. Measures of success include increases in partner revenue, new customer acquisition rates, renewal rates, customer satisfaction, and certifications for partner technical resources.

KEY RESPONSIBILITIES
* Train and evangelize system integrator and reseller partners on Cradlepoint solutions and technology.
* Exceed quarterly sales quota targets and management objectives.
* Document end to end enterprise solution designs and architectures.
* Proactively identify potential 3rd party partners that would enhance Cradlepoint products and cloud offerings.
* Manage certification activity with system integrator and reseller partners.
* Work in parallel with system integrator and reseller partners and Cradlepoint field sales teams on key customer opportunities.
* Document and prioritize new features and solution requests from system integrator and reseller partners.
* Periodically develop white papers and solution briefs.
* Create and deliver technical product and roadmap training presentations and demos.
* Engage and coordinate Cradlepoint enterprise support team during pre-sales trial and pilot activities.
* Setup, configure and test innovative edge network solutions for system integrator and reseller partners in Cradlepoint labs working closely with internal R&D and QA teams.
* Model the financial business case associated with each sales opportunity
* Successfully match customer pain/requirements to proposed solutions
* Manage all technical aspects of RFP / RFI responses with partners.
* Effectively communicate client needs to the R&D teams for future product enhancements
* Collect and document competitive intelligence.
* Travel as required throughout APAC.

JOB REQUIREMENTS
* Preferred - Bachelor of Science
* Experience in a complex sales environment;
* Ability to forge strong, long-lasting relationships with senior executives.
* Ability to creatively explain and present complex concepts in an easy to understand manner.
* Confident self-starter with integrity and accountability; a track record of consistent achievement.
* Decisive problem-solving ability and capability to assess people and situations with accuracy.
* 5 years of experience working as a Sales Engineer/Solution Architect with system integrator and reseller partners.
* 5 years of experience building or supporting edge enterprise branch routing, security and wireless solutions.
* Proven track record selling networking, wireless or security solutions into enterprise accounts, system integrators, and reseller partners.
* Excellent written and verbal communication skills.
* Excellent presentation and creativity skills.
* Confident self-starter with integrity and accountability; a track record of consistent achievement.
* A strong aptitude for business strategy and excellent collaboration skills.
* Should have practical experience or strong knowledge in one or multiple areas:
* LAN/WAN network topologies and interworking (ie. MPLS, BGP, OSPF, EIGRP)
* Enterprise, Carrier or Public Wi-Fi solutions (ie. Motorola, Cisco, Meraki, Ruckus)
* Solid understanding of 5g, LTE, 3GPP(HSPA ,LTE)/3GPP2(EV_DO) Broadband Wireless Data Architectures
* Virtual Private Network Solutions and Technology
* Network Management Solutions
* Network Security (ie. UTM, Firewalls, IDS/IPS, SBC, ACL, NAT)
* Experience with M2M and mobile solutions
* SD-LAN/SD-WAN experience
* Enterprise edge networking solution and managed services including ITIL.
* Solid understanding of API and SDK technologies and python.
* Cradlepoint, Cisco, or other industry certifications at professional level or above.

Westcon Solutions is a member of Westcon Inc., Group, a global value added distributor of category-leading unified communications, infrastructure and security solutions with a global network of specialty resellers. Westcon Solutions is a regional distributor focusing on the distribution of security and value added IT products. Working closely with leading vendors, Westcon Solutions provides sales and technical support in the security, optimization and monitoring space to partners and customers around the region. We are currently an Authorized Training Centre for Check Point and looking to expand into more vendor certified courses.