Sales Engineer – Channel Sales

Sales Engineer – Channel Sales

Requirements

• Excellent written and verbal communication skills with demonstrated ability to communicate complex technical topics in a way all can understand and follow.
• Bachelor’s Degree or equivalent degree in Computer Science / Information Technology / Business Administration or other related fields.
• Minimum of 10 years of work experience related to mobile device management solutions and enterprise mobility (Android, iOS, Linux, Windows), BYOD, SaaS.
• Minimum of 3 years prior experience working in a Pre-Sales / Sales Engineering role.
• Valid passport for travel to the U.S. or other international destinations.
• Able to plan, prioritize and organize workload, consistently working within service standards and agreed objectives.
• Strong knowledge of computer networking principles (DNS, IP networking, Firewalls, Load Balancing, Wireless Encryption, etc.).
• Strong knowledge of Single Sign-On (SSO), Identity Application Management (IAM), Security Assertion Markup Language (SAML), Identity providers (IdP).
• Strong knowledge of Microsoft Active Directory, Azure systems, Entra, certificate authorities and identity management systems.
• Strong understanding and experience with databases (i.e. MS SQL server).
• Understanding of REST APIs and coding (i.e. JavaScript, HTML/CSS, Powershell, etc.).
• Work autonomously with minimum supervision.

Responsibilities

• Collaborate with aligned Channel Account Managers and partners on strategies to increase revenue generation in the form of new business, add-ons and adoption of new SOTI ONE products and services.
• Provide answers to general product function inquiries coming directly from partners or from partners on behalf of their prospective customers.
• Assist and collaborate with other Sales Engineers when needed on opportunities registered by partners to allow for effective and efficient evaluations of the solution prior to purchasing.
• Establish relationships with partner technical leadership and align to their vision and strategy, identifying where SOTI ONE products and features are the best fit for customers.
• Identify product knowledge gaps and conduct onsite or remote training when needed for the onboarding of new partners and ongoing enabling of existing partners.
• Schedule regular cadence with partners to review active projects and alignment, provide updates on new releases and highlight features, provide roadmap updates, and cover technical questions.
• Perform product demonstrations that articulate the business and technical value of SOTI solutions.
• Collect product feedback and suggestions from partners and their customers to report back to the Product Team for consideration.
• Update and maintain partner ‘not-for-resale’ environments used for sandbox testing, training, or providing demos to prospective customers.
• Local and international travel through North America may be required.
• Attend and participate in partner sales kickoffs, quarterly business reviews, tradeshows, customer events and webinars.
• Be a SOTI Subject Matter Expert (SME) on the products and assist Sales team members with specific product questions for which you may need to reach out to the respective Product Team on their behalf for assistance.

Preferred Qualifications

• Experience working with Value-Added Resellers and/or Managed Service Providers.
• Project Management experience.
• Experience with CRM, reporting, and ticketing systems such as SalesForce, JIRA and PowerBI.
• Cisco Certified Network Associate (CCNA) certification or equivalent.
• Microsoft Certified Technology Specialist (MCTS) certification.
• AWS Certified Solutions Architect Associate certification.
• Microsoft Certified: Azure Fundamental certification.
• Android Enterprise Professional certification.
• Any formal sales training – Value Selling, SPIN, Miller Heiman.
• Multilingual in French, Spanish or Portuguese.