Senior Presales Engineer


Are you a technology evangelist who can thrive in a fast-paced, entrepreneurial environment? Learn more about our Senior Presales Engineer role.

Senior Presales Engineer

$ 200k/Year  ($ 100/Hour for 40 hours of productive work per week)  Remote Position   Long-term

Do you enjoy being a key contributor to complex sales processes, supporting with your technical expertise the capability to prove solutions value and making an essential impact to win? Are you a technology expert in either enterprise applications or network security software? Can you gain confidence and dig into customer’s or distributor’s organizations assessing their needs and providing specific answers to enhance their knowledge on solution matter subjects? If so come and join us.

As Senior Presales Engineer, you will encounter many situations to be a technology evangelist who can thrive in a fast-paced, entrepreneurial environment and hold your own with top information architects and executives. In this role, you can demonstrate technical proficiency by providing solutions for customers with a high IT knowledge, or channel distributors with ambitious reselling goals.

“A highly talented pre-sales engineer is able to make the difference delivering high performance and exceeding expectations when working with our distributors, allowing them to maintain customer retention”
-Marino V, GF Software
 
 
 
 
WHY CROSSOVER?
Crossover recruits and builds world class high performing teams to power the fastest growing portfolio of software products in the world. No other company provides the training and the opportunities to test yourself on the depth and diversity of projects that we do. All roles are location independent so you are guaranteed to work with the best in the world. Challenge yourself. Be part of the change.
 
 
 
WHAT YOU'LL BE DOING

The Senior Presales Engineer is a technical leader capable of adapting our products and solutions to complex customer environments to facilitate and shorten the sales cycle.

To differentiate our products effectively, you need to demonstrate experience and competency for delivering a compelling customer-focused narrative in front of customers.

Our fast-paced business models mean that as a sales practitioner you must be able to rapidly identify customers’ technical and business needs, by investigating the existing architecture and making new recommendations that extract more value from their technology investments.

You will have experience working with Chief Software Architects, CTOs, CIOs Technical Management at different sizes of organizations and be able to build trust with them, by engaging in intelligent discussions about developing new technology solutions.

Since we operate in a very competitive high-tech marketplace, as Senior  Presales Engineer, you should be a fast learner, capable of picking up new technologies.  You are not a single category/domain leader but have learned software through roles in engineering presales and project management. Substantial software solutions experience is mandatory.

 
 
 
ONLINE HIRING EVENT



A hiring event is a scheduled online event where all our relevant testing relating to a role is conducted on the same day. Submissions received during the event are graded the following week, and successful candidates notified if they have progressed to the next round which is an online interview with a Hiring Manager.

 
KEY RESPONSIBILITIES

The candidate has substantial work experience in channel and SMB software business is a critical customer-facing technical solution team member with many responsibilities:

Need to elaborate on the engineering pitch for customers/reseller partners, as well as drive a positive customer/reseller partner experience in SMB and channel areas

Help define new technical content, white papers, technical concept notes that facilitate marketing, Sales, Presales work or help conclude delivery of existing services

Achieving an expert level understanding of our customers’ environments and their evolving needs vis-a-vis our solutions and products so that you can facilitate the creation of new opportunities

Lead customer business value identification and discovery by understanding how our products and their unique differentiation can be used within the customer’s existing architecture and business environment to unlock business value and effect process change

Lead solution vision development and communication by presenting a story that paints a future vision for a customer of what their business can become by utilizing our product(s)

As part of pre-sales cycles or POC delivery, creates solution architecture, heuristics, and designs for new solution approaches that meet/exceed customer's requirements

Play a critical role in product evolution by being the key stakeholder in the product management function by providing critical product inputs to our product management function

Lead the technical demonstration(s) by creating and documenting specific solutions between a technology demonstration and a final vision

Set the quality bar for demo’s curation, execution, and delivery

Keep up-to-date with market competitors for products in our portfolio and be able to compare and contrast them as needed

Prepare the technical responses to RFPs and other documents as required.

Goals for the role include:

Expansion of our solution footprint inside our SMB customers as measured by expanded user adoption, extended solution use cases, leading to customer retention

Support the channel sales team in Solution sales by increasing and converting loyal customers towards our unlimited software library platform

The technical demonstration, and deployment of our solutions for both loyal as well as new customers

Maintain relationships with existing customers and ensure they have the confidence in your abilities as a technical SME while you position yourself as a ‘customer advocate’



 
CANDIDATE REQUIREMENTS

To be a perfect match for this role you must have the following experience and titles:

Strong acumen in driving software sales within SMB and Channel business or Enterprise Accounts

5+ years in SMB, channel and distributor software sales in security, networking and/or communication products or supporting enterprise software sales cycles (e.g., ERP, CRM, etc.)

5+ years of SMB, channel and distributor field technical sales with an Average Selling Price (ASP) of $1,000-$10,000 or above $100.000 if in the Enterprise space

5+ years of team leadership, partner and customer handling role as technical Subject Matter Expert for SMB or Enterprise software solutions

Bachelor’s degree or equivalent in Computer Science, Computer Engineering, or Electrical Engineering, or ideally 10 years customer facing technical leadership over a broad portfolio of SW products from Top 30 Cyber security companies

In order to fully succeed in the role, your personal skills and attitude include:

Ability to engage sophisticated global customers in detailed technical discussions, making them confident that you know their problem better than they do

A true “roll up the sleeves and get it done” working approach

Self-starter attitude with demonstrated success operating as problem solver and result-oriented Comfortable “working virtually” with teammates and customers around the world

Located in the USA, France, Belgium or Spain, with English and French speaking language skills

Availability to travel at least 50% time for customer-facing meetings

 
 
WHAT WILL YOU LEARN

In the multitude of sales supporting scenarios, as a Senior Presales Engineer, you will acquire more knowledge about key Industry drivers and how to service clients and prospects projects to achieve business results.

By being part of a business with cost-effective and robust technology, you will master creating and delivering unique value propositions and solutions proof of concepts (POCs) tailored explicitly for given customer ’s technology architectures or channel distributor’s reseller needs.  You will never be bored since you will learn to move fast, take risks and gain from failures.

Your actions will support aggressive sales targets, measured on a daily and weekly basis, therefore challenged by the management team to excel in performance optimization growing your sales and professional acumen faster than working for any other software companies in the industry.  

You will embrace our business philosophy which focuses on constant improvement by getting open and direct feedback from top executives through weekly performance reviews and immediate personal development strategies.

 
 
 

Relevant Files and Links

Every job creates excellent work. We want to show you the types of things you will learn, using real work examples of the processes, training examples, playbooks, projects you will build on the job.

Page 1

Software Engineering Daily

Features daily interviews about technical software topics

Sales Engineering Blog - Flying Cars

Flying cars, and other Sales Engineering Tools.

5 Things I've Learned as a Sales Engineer

Sales Engineers: How To Sleep Through The Demo And Still Win The Deal

 

Questions
and Answers

  • What does a typical day look like for the Sr. Pre-sales Engineer?

    The Senior Presales Engineer will have substantial experience in channel and SMB software sales and will be a critical member of the sales organization. Therefore the candidate will be able to elaborate on the engineering pitch and drive positive technical differentiation for our SMB products. The ideal candidate will work creating new technical content, white papers and other deliverables to support the sales process.

    In the face to face interaction with clients, the Senior Presales Engineer will be presenting the unique value proposition of our products and solutions. The candidate will maintain close communication with existing customers, to build technical confidence that positions the Senior Presales Engineer as a ‘customer advocate’ and ‘trusted advisor.’

  • Can you give some examples of the deliverables from the Sr. Pre-sales Engineer?

    The Senior Presales Engineer will elaborate on the engineering pitch for customers/reseller partners, as well as drive a positive customer/reseller partner experience in SMB and channel business using demos and POCs of our portfolio of products.

    The candidate will be required to prepare the technical responses to RFPs and other documents as needed within the pre-sales cycle.

    You will be measured by:
    • New business acquisition in sales pipelines as successful POC/demo driven
    • The success rate of sales opportunities generated after RFP submissions
    • New sales opportunities secured as a result of your technical relationship with customers as trusted advisor suggesting new products/services to increase the footprint
    • Conversion rates of customers to unlimited software license model (team with channels sales)

  • Who does the Sr. Pre-sales Engineer report to directly?

    This position reports directly to the Head of sales engineering or VP of Sales.

  • What types of products will we sell?

    You will be part of a company with a broad suite of SaaS technology with a unique value proposition that will position the Senior Presales Engineer as a tech leader within the customer base and in the marketplace.

 
 
 
FAQs