Virtualization Sales Engineer

Position SummaryIn support of channel sales, provide partners – technical personnel and sales reps – and prospects with technical product advice and demo support to launch vZip, PKWARE’s new vSphere plug-in. Solve sales support problems including conversing at a detailed technical level regarding our solutions and the platforms upon which they operate. Enable Channel Partners’ technical sales engineers to support PKWARE products in their virtualization opportunities and engagements. Answer prospects’ and salespersons’ detailed product questions. Analyze prospect current situation, required future state and show how PKWARE solutions can fill the gap. Prepare and perform detailed product demonstrations and product prototypes for prospects including fully scripted proofs of concept. Provide post-sales consulting as needed. Operate under minimal supervision, with wide latitude for independent action by performing the following duties. 

Roles and Responsibilities

1. Team with Account Executive(s) to drive run-rate business sales through reseller partners.
2. Work collaboratively with Account Executive(s) and Senior Director of Corporate Channels to ensure that sales opportunities are most effectively pursued and closed.
3. The individual is the internal/external product expert and champion from both a business and technical perspective.
4. Develop and maintain relationships with channel partners’ technology staff to better understand their needs and upcoming priorities.
5. Promote PKWARE products and create a mutually beneficial channel relationship in support of their ongoing business and technical requirements that will be satisfied by PKWARE solutions.
6. Create and perform tailored product demonstrations, product seminars and webinars in support of channel partners’ events and activities.
7. Provide ongoing technical support in all relevant stages of channel on-boarding and the sales process.
8. Identify potential partnerships with 3rd party vendors that enable the product to be “sold with” these partners and provide additional business value through the channel.
9. Contribute to RFI/RFP responses; responsible for all technical and solution components.
10. Stay abreast of trends and standards in the virtualization, open systems and mobile security markets.
11. Attain proficient knowledge of the vertical industry groups with particular attention to compliance – regulations, trends, priorities and issues in order to assist PKWARE in creating client credibility and future sales and revenue growth.
12. Provide Product Management with prospect feedback and suggestions on product features, product performance, alternative solutions, and market trends.
13. Attend trade shows to support channel partners or PKWARE marketing activities as required.
14. Update SFDC and other online and offline documents as required.
15. Provide assistance occasionally as required to solution engineers and channel sales engineers.
16. Develop knowledge and expertise in our solutions, products and the platforms upon which they reside.
17. Support delivery and implementation services as necessary.
18. Perform necessary market needs discovery to include development and present product analysis via business case proposals including product requirements.
19. Provide feedback from channel and customers to product development to ensure that product features and functionality match business needs and provide demonstrable business value.
20. Assist marketing and product development to assist in the creation of PKWARE marketing materials.

Education/Experience

1. Bachelor's degree (B.A. or B.S.) from an accredited four-year college or university preferably in a technical/engineering major.
2. VCP certification required
3. Minimum of ten years experience in pre-sales support of channel partners for an enterprise software company.
4. Minimum of five years working in the virtualization market.
5. Proven track record of developing technical relationships with National Reseller Organizations for push through sales.
6. Security experience is a plus.

PKWARE: PKWARE is located in Milwaukee, WI, and offers a competitive compensation package including health, dental, vision, disability and life insurance, 401k plan, and company paid parking.

PKWARE provides equal employment opportunity for all employees and applicants for employment without regard to race, sex, color, religion, national origin, ancestry, disability, marital status, veteran status, membership in the national guard, state defense force or any reserve component of the federal or state military forces, age, non-relevant arrest or conviction record, use or nonuse of lawful products off the company's premises during non-working hours, or other characteristic protected by law.