• PreSales Engineering Manager

    Location AU-NS-Sydney | AU-VI-Melbourne
    Job ID
    2019-4766
    Category
    SW Outside Sales
    Position Type
    Regular Full-Time
  • Overview

    Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. Since 1987, we’ve been reducing the time and money our customers spend on IT administration, so they can invest more on business innovation. With more than 100,000 customers in 100 countries, we emphasize innovation, strong community with customers and partners, and ongoing support throughout our customers’ journey.

     

    Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It is exciting, it is rewarding, and it is hard work and offers career and personal growth.

     

    The Sales Engineering Manager position is a quota carrying, team oriented and experienced sales engineering leadership role that manages the pre-sales field technical sales team members and leads technical activities for the development and implementation of complex and specialized products, applications, services and solutions. This role is strongly coupled with the ANZ Sales team and other functional stakeholders to support Quest ANZ business in achieving its business and financial objectives.

    Responsibilities

    Lead a nationally dispersed team of multi-disciplinary pre-sale professionals to achieve the strategic goals and operations of the Quest ANZ business.

     

    The leadership and development of the team is aligned with the responsibilities and competencies of the Pre Sales Manager and the team members:

     

     

    Articulate Technical Value of Quest Solutions

    Articulates the technical and business value of Quest solutions, recommends, coordinates and delivers the appropriate technical presales services including value discovery, presentations, workshops, demonstrations, solution documentation and proof of concepts to drive technical and business value of a proposed solution.

     

    Supporting Sales

    Works effectively with assigned members of the sales team to develop and execute sales strategies for assigned territories and opportunities. Ability to manage objections, speak with authority and build technical User/Value cases. Ability to handover to the Professional Services team where necessary.

     

    Technical Industry Platform Knowledge

    Keeps abreast of technical industry platform knowledge and the competitive landscape, articulates how that relates to the challenges and opportunities within the business (customer) community and the industry trends evident.

     

    Customer Engagement

    Provides effective Customer Engagement by proactively maintaining technical relationships for key account in assigned region including regular product updates and roadmap sessions. Proactively ensures customer success and their retention within the Quest base.

     

    Supporting Partner Marketing, PSO Teams

    Support the Quest eco system and value chain by openly collaborating with the Partner community, Marketing programs, Professional Services Support, Sales Operations and Renewals.

     

     

    Generic Competencies

     

    Quest Purpose, Vision and Values

    Embraces, demonstrates, nurtures and commits to the PVV of Quest Software.

     

    Articulate Technical Value of Quest Solutions

    Has the technical ability to be effective in conducting value discovery, product presentations, workshops, demonstrations, solution documentation and proof of concepts.

     

    Supporting Sales

    Ability to develop a strong understanding of the assigned sales territory and contributes to the sales strategy. Has authority and an ability to handle objections or sales barriers.

    Work effectively within the compliance framework of Quest, well organised with a demonstrable team ethic

     

    Technical Industry Platform Knowledge

    Has a sound technical knowledge of the underlying platforms for which Quest Software builds its unique value. Understands the competitive landscape, the market and trends that influence the market.

     

    Customer Engagement

    Develops trusted and influential relationships with the technical decision-making and decision-influencing customer and partner contacts.

     

    Engagement and Interaction

    Communicates well verbally and in written form, evidence of good planning and organisational skills. Is resourceful and contributes a positive energy to the work environment.

    Works in a team environment however is independent when necessary.

    Proven ability in conflict management and the tools of persuasion.

     

    As the leader of the team, you will also:

    • Be responsible for the administrative management of the team including hiring, career development, escalations, planning, and performance and pay discussions.
    • Provide guidance and oversight in the strategies of complex sales opportunities.
    • Identify opportunities for process improvement
    • Provide technical expertise to sales organization in selecting, implementing and developing competitive product and services applications and solutions.
    • Work with the ANZ Sales leadership team to influence internal and external stakeholders in the interest of the Quest business.

    Qualifications

    • 15+ years of overall pre-sales experience or equivalent combination of education and work experience
    • The Pre Sales Manager will have domain expertise in one or more of the 5 Quest Business Units:
    • UEM – Unified End Point Management

      DP – Data Protection

      IM – Information Management (Database performance, Database replication, Database application tools)

      OI – One Identity and AD security related tools

      PM – Platform Management (Essentially Microsoft Platform environments such As Active Directory)

    • 5+ years of managerial or leadership experience specifically as a Pre-Sales Manager
    • Proven ability to apply advanced concepts in the technical engineering filed to practical business problems
    • Proven ability to communicate technical concepts, architectures and designs, program strategies, and tactics clearly
    • Proven negotiation skills and the ability to establish mutually beneficial commitments and expectations with customers
    • Proven communication and presentation skills
    • Proven ability to coach, develop, and retain the team
    • Proven ability to identify and recruit top talent that is a fit for Quest
    • Must be able to travel as required by the company

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