Celestica - Tucson, AZ
posted 3 months ago
About the position
Sales Engineers for Celestica are the primary technical resource for the account management sales force and provide both pre-sales and post-sales activities for new and existing customers. They are accountable to lead and manage the technology evaluation stage of the sales process, working closely with our sales and business teams to understand our customers' challenges and solve for their requirements. The Sales Engineer will be the key technical advisor and product advocate for Celestica's Hardware Platform Solutions in the field, and will collaborate with our design, engineering, manufacturing, and supply chain teams to create and deliver maximum value to our customers. The Sales Engineer will clearly articulate technology and product positioning and develop value propositions for both business and technical users. The Sales Engineer must be able to establish and maintain strong relationships with assigned customers throughout the complete sales cycle and post-sales account support processes. In this role, you will work closely with Sales to drive the sales process and share in quota target objectives. You will develop and maintain strong relationships with key customer accounts, acting as the primary product solutions interface. You will lead technical solution development for customers with requirements discovery, mapping the Celestica portfolio and software/use case/application requirements. Additionally, you will lead the technical aspect of RFI/RFQ responses to strategic opportunities, developing proposals with unique value propositions that differentiate Celestica. You will support account management and the sales team with technical solutions tailored to their specific customers' needs, including capabilities and roadmaps, and remove all technical hurdles required to successfully close opportunities. Your role will also involve obtaining insights into customers' product, technology, and business strategy, contributing these insights as inputs to Celestica's Hardware Platforms Solutions roadmap. You will help clarify customers' product requirements and provide input into the development SOW. Supporting technical conversations with customers for product questions and issues post-win will be essential, acting as a liaison to the internal development teams. Keeping current with technical directions of our key strategic partners, such as Intel, Microsemi, Broadcom, Microsoft, VMware, WDC, and Samsung, is crucial. You will participate in standards committees and industry groups as appropriate, and prepare and present technical presentations and product demonstrations to customers, industry groups, tradeshows, etc. Lastly, maintaining current knowledge and advising customers on industry trends, future technologies, and market opportunities will be part of your responsibilities.
Responsibilities
- Drive the sales process and share in quota target objectives with the sales team.
- Develop and maintain strong relationships with key customer accounts, acting as the primary product solutions interface.
- Lead technical solution development for customers, including requirements discovery and mapping the Celestica portfolio.
- Lead the technical aspect of RFI/RFQ responses to strategic opportunities, developing unique value propositions.
- Support account management and sales teams with tailored technical solutions to meet specific customer needs.
- Obtain insights into customers' product, technology, and business strategy to inform Celestica's Hardware Platforms Solutions roadmap.
- Clarify customers' product requirements and provide input into the development SOW.
- Support technical conversations with customers for product questions and issues post-win, acting as a liaison to internal development teams.
- Keep current with technical directions of key strategic partners and participate in standards committees and industry groups.
- Prepare and present technical presentations and product demonstrations to customers and at industry events.
Requirements
- At least 5+ years of direct experience in datacenter and access networking system sales to both enterprise and channel markets.
- Five years of relevant technical experience in IT infrastructure.
- Proven track record in enterprise networking sales and related technologies.
- Excellent interpersonal skills to communicate effectively with team members and customers.
- Strong organizational and analytical skills to overcome sales challenges creatively and collaboratively.
- Self-motivated individual capable of working with minimal supervision in a dynamic team environment.
- Hands-on capabilities with Linux, Windows, SAN, and networking NOS technologies.
- Experience with networking protocol, management, and security technologies and applications.
Nice-to-haves
- Experience with dominant network NOS environments, particularly SONIC.
- Familiarity with related storage and compute systems that rely on networks.
- Experience with standards, organizations, and consortiums of relevant technologies.
