Sales Engineer - Unified Communications

Company Name:
J. Patrick and Associates
Pre-Sales Engineer - Unified Communications - Washington D.C. Area
Our client is a leading global provider of communication products and services, and designs, develops and markets systems and software for video, voice and data is seeking a Pre-Sales Engineer, located in the Washington, DC beltway region, handling Enterprise accounts.
Essential Duties and Responsibilities
o Maintain a current expert knowledge of the company products and services
o Maintain a working knowledge of competitor products and services and of emerging trends in the conferencing and collaboration industry as a whole
o Write market analyses of competing products
o Make sales contacts, research customer needs and develop application of product and services in an effective manner.
o Initiate sales proposals
o Develop market strategies that result in revenues and organizational success
o In conjunction with sales team, develop and deliver sales presentations
o Provide input to development of new products, modification of existing products and termination of ineffective products
o Develop and maintain communications with all levels of staff and customers, ranging from line managers to corporate presidents
o Manage assigned sales budget
o Meet established sales goals
o Using a consultative style, advise customers on how to best utilize company products
o Provide technical consultancy to augment the sales effort for company and client demonstrations, as well as advising customers on how best to utilize company products
o Perform pre/post sales activities which may include consulting, training, and other forms of customer/client involvement.
o Manage technical relationships between the company and reseller/distributors
o Evaluate, train and support resellers/distributors to sell and support company equipment, field all pre-sales technical issues, and direct customer interaction for the entire sales life cycle.
o Design and implement end-to-end networks for the deployment of video, voice and data solutions.
o Perform as equipment and technology specialist for the company and OEM products
o Travel as necessary to visit customer sites, company offices, and other work environments.
o Of the company products, peripherals and services, with a focus on a high level of technical expertise
o Culture, organization, values and unique communication needs of each customer and potential customer
o Concepts and principles of engineering that apply to videoconferencing and other relevant forms of data transmission
o Working knowledge of the concepts and principles of sales, marketing, proposal development, customer service
o Project management concepts and principles.
Skills and Abilities
o Demonstrate technical writing responses and formal documentation in a written and graphic format
o Excellent analytical, diagnostic and problem-solving skills
o Public speaking and presentation abilities, with a focus on presenting technical information to those with a non-technical background, including excellent active listening skills
o Discuss videoconferencing technologies with a view to demonstrating their usefulness to current and potential customers
o Work effectively across cross-functional lines, in coordination with others involved in marketing, sales, logistics, technical services
o Manage projects, including setting objectives, budgeting and observing deadlines.
o Outstanding people skills, High ethical standards and work ethic, and solid communications skills.
o Must be able to present technical and non-technical information clearly and in a compelling manner.
o Technical knowledge of 3 of more of the following required: Network Equipment, Network Services, Hardware, Software, and Managed Services offerings.
Candidates with InfoComm CTS or CTS-D certifications preferred.
Experience with AV/Integration.
Administrative experience with Active Directory, Microsoft Exchange, IIS, SQL is a plus.
3+ Years of experience with Tandberg and other AV/VTC solutions.
Experience working with Polycom, Lifesize and other AV/VTC manufacturers.
o IP, Cisco IOS, switching and routing protocols (TCP/IP, TCP, UDP, RTP, Etc...)
o Win 2000 and IIS
o Design experience with emerging technologies, such as VOIP
o Knowledge of the entire H. 32X and SIP suite of standards.
o Experience with messaging and videoconferencing systems
o Usual PC proficiency - Win 98, MacOS, Win2000/NT, UNIX/Linux, MS Office).
o Cisco certifications strongly preferred: CCNx, CCDx, CCIE, CCNA VOICE
o Bachelor degree in electrical, computer or telecommunications engineering desired. In the absence of a formal degree, 7 years of progressively responsible, directly applicable experience in which incumbent learned to perform the requirements of the position may be substituted.

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