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POSITION SUMMARY:
SE (Systems Engineers) is a sales and technical role with focus on customer/partners and part of a sales team. The high level objective is together with a Account Manager achieve the allocated sales target by selling F5’s solutions and products to our customers. The SE primary responsibility is to support the sales team with technical skills and provide technical knowledge around F5 solutions to our customers.
To be able to be effective, a SE needs to have excellent technical skills and knowledge on both F5 products and the “eco-system” that we work with. These technical skills are a pre-requisite to be effective and should always be enhanced and F5 provides training and certification to develop these skills.
SE should jointly together with the sales rep fully understand and drive the sales process. It should include identifying the Technical Decision Maker (TDM) and getting technical Validation, Support, and Sponsorship from the TDM.
The aim for a F5 SE is to establish a relationship so he/she become the trusted advisor. SE should always proactively learn and fully understand the technical and business solutions that his/her customer have implemented to be able to understand the customer “pain points” and both the business and technical challenges, or the gain by implementing a F5 solution. Once identified, SE should come up with a F5 solution that will mitigate the pain or provide customer gain by providing more value and/or a more cost effective solution. SE should present both technical and business benefits and not just technical features in a Technical Value Proposition. Finally that solution should be jointly worked on in the sales team so the sales rep can create a true commercial Value Prop and present to the customer.
PRIMARY RESPONSIBILITIES:
Provide Technical expertise through sales presentations, Solution designs, Solution demonstrations, Proof of Concepts as a trusted advisor.
Provide solution designs, and systems engineering configurations
Develop and Maintain a high level of technical knowledge of F5, the relevant industry and Sales aptitude
Design differentiating solutions and articulate business value of F5 Solutions against competitors.
Design technical solution can create a new customer service or solve customer business problems
Participate in the development and support of content (presentations, VP’s, use cases…) for customers and partners
Maintain knowledge of competitive landscape and share knowledge
Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
Effectively negotiate and pursue conflict resolution
For the sales team own and assist on Change Request (CR) and Customer Special Request (CSR) cases
Uphold F5’s Business Code of Ethics; promptly reporting violations of the Code or other company policies
Customer support activities includes:
Can articulate the F5 Sales Strategy, Messaging and positioning F5 value proposition and solutions for customer business objectives
Develop and maintain trusted advisor relationships with customer technology staff and management.
Consistently provide world-class customer service during sales, technical, and post-sales activities
Can deliver sales pitch/whiteboards at CxO level.
Uses actively Salesforce.com for each opportunity and named account
Partner with sales team to manage Technical Account Plan
Understand and effectively utilize F5 organizational resources
Actively utilize SE tools: CSR, Idea, Hive, Radar, and other
Can identify and qualify technical opportunities.
Can Influences Sales strategy.
Can help determine viability of opportunity and map out political structure.
Post sales activities include:
Understand and follow escalation process
Partner with the F5 Technical Support and customers/partners to resolve issues
Always keep a “Customer first” mentality
PHYSICAL DEMANDS AND WORK ENVIRONMENT:
Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table.
Duties require the ability to travel up to 80% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).
Technology Knowledge and Requirements
Technical Skill:
Base understanding with F5 Solutions and technology
Support the sales team in determining customer requirements
Work in a sales team and be responsible for tactical/ project-based opportunities
Assist sales team to test, troubleshoot, and implement customer POC
Essential knowledge of some/several F5 solutions and technologies or advanced in one area such as Enterprise
Responsible for Design, implement, test, and troubleshoot POC
Advanced knowledge of several F5 solutions and technologies or expert in one area such as Enterprise
Work effectively with Global/EMEA/Regional SA and Technical Support organization
Solve problems independently and creatively
Essential knowledge:
Solution designs
Data Center, Virtualization and Cloud computing
Understand F5 solutions in Azure/AWS/Alicloud
Understand F5 solutions in NSX/ACI/Openstack
Understand F5 solutions in containers environment -e.g. Openshift, Kubernetes or Mesos
DevOps basic demonstration using Python or other scripts
Advanced Web Application security – detailed understanding of vulnerabilities in web applications and API’s
Automated threats
Advanced Authentication & Authorization (SAML, OAuth, Kerberos)
Application Development methodologies.
Detailed understanding of TLS.
Knowledge, Skills and Abilities
Language Requirements
Must be able to read, write and speak English and Mandarin fluently.
Must also be fluent in local language as this role supports our local customers.
Multiple language skills are a plus.
Sales Skill
Demonstrate commitment
Solution selling focus
Drive and lead full Value Props and account planning.
Deliver a clear F5 value proposition positioning using whiteboard, Presentation, etc.
Customized presentations using an advanced solution-based sales approach
Develop a trusted advisor status with key customers
Understand business requirements involved with technical account strategy
Produces Technical Value Propositions fluently
Comfortable presenting to small-medium audiences – user groups etc.
Desired Experience
8+ years related industry experience
4+ years of pre-sales
Advanced written and oral communication skills
Advanced presentation skills
Advanced Account Management Skills
The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.
Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Yello/Workday (ending with f5.com or@myworkday.com).
Equal Employment Opportunity
It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. Reasonable accommodation is available for qualified individuals with disabilities, upon request.
