• Solution Specialist - FWP (Future Workplace)

    Job Locations MY-Kuala Lumpur
    Posted Date 3 months ago(11/29/2018 12:34 AM)
    # of Openings
  • Overview

    Role Summary:

    The Software Solution Specialist (SSS) – Future Workplace (FWP)* is responsible for driving and co-owning Future Workplace solution sales, business development, and marketing activities within his/her assigned region. The role functions as a partnership with the primary account manager and as a result is not limited to traditional “overlay role” restrictions, the SSS is expected to take a consistently proactive approach to developing the technical solutions business in the region. The SSS is the technical lead in the region for pre-sales (both transactional and professional services) customer engagements and sales enablement for the respective region. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services. The SSS will scope professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The SSS will be required to maintain an advanced level of technical knowledge across a broad set of foundational technologies as well as at least one specific technology set to serve as the subject matter expert for that specific subject on a national and/or global scale.


    Practice Summary:

    * FWP is the technology practice focused on the delivery of software centric digital workplace and mobility solutions. This includes a focus on technologies inclusive of Virtual Desktop Infrastructure (VDI), Desktop as a Service (DaaS), Enterprise Mobility Management (EMM), Mobile Device Management (MDM), Single Sign On (SSO), Identity Management, Business Productivity, Unified Communications (UC), IoT, and Application Delivery/Management, and End Point Security. While there will be no limitations on the publishers and vendors that can be included in these practice solutions, foundational partners such as, but not limited to, Microsoft, VMware, Citrix, and IBM (others include Mimecast, Okta, Mobile Iron, Good, etc.) will serve as foundational technologies within the stack. The practice will also include “emerging technology” solutions from newer publishers and vendors that are finding traction in the broader marketplace and/or serve a specific niche solution. FWP is one of three global technology practices that also include Future Datacenter, and Business Networking & Security.





    Roles & Responsibilities:


    • Sales & Services
      • Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager [BDM]).
      • Performance and success measured by GP performance of region and individual accounts. Performance based quarterly incentives will be structured in commission format.
      • Analyze & gather business requirement from large & complexity client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements.
      • Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned.
      • Prepares cost estimates for licensing and product sales as well as professional services (deployment, migration, implementation, workshops, etc.) by studying blueprints, plans, and related customer documents; consulting with other engineers, architects, practice leads and other professional and technical personnel (both internal and external).
      • Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW) and bills of materials (BOM)
      • Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.
    • General Business Development, Marketing, & Partnerships
      • Assist and own partnership/alliance functions to assigned partner relationships. This may include being primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
      • Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilized where appropriate.
      • Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
      • Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
    • Misc
      • Travel required up to 50%.
      • Maintain and report on regional service delivery, sales pipeline, and project status.
      • Maintain and acquire advanced level technical certification in assigned area and maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.


    • Knowledge, Skills and Abilities Required:

      • University degree preferred (in the field of Information Technology and/or or equivalent combination of experience and education; Master’s degree preferred).
      • 5+ years or equivalent experience selling products and services in the end user computing space.
      • Ability to sell, scope, price with limited support
      • Documented successful sales of enterprise-wide advanced end user computing and mobility solutions
      • Advanced-level Partner Sales and Technical Certifications required
      • Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning sales and solutions




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