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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Sales Engineer
Type: Permanent F/T
Closing Date: 10/22/2004
Arbor Networks is a venture-backed, early stage company specializing in managed
availability services. Arbor's innovative solution helps ensure the Internet
infrastructure supporting web content and hosting service providers offers the
highest level of availability, efficiency, and security to their customers.
We are searching for a Consulting Engineer to join our talented team.
In this role, the Consulting Engineer (CE) will be responsible for providing
pre and post sals engineering support to Arbor's sales team. This positon along
with the assigned sales manager will have a common objective and will be held
accountable for achieving specific direct sales revenue goals as well as
progress with partner relationsips and other business development activities.
The consulting engineer will be responsible for providing technical salees
support and account management that will include:
· Conducting sales presentations and demos for potential direct
customers as well as partners.
· Providing sales call follow-up and proactive account mgt of the
resulting technical relationship with customer to close deal. This includes
keeping account info up to date in Arbor CRM system, attendance at all sales,
sales eng, and product mgt meetings.
· Detailing/presenting our products features, operation, support
services and resulting values to customer/partner.
· Responding to RFP/RFI/RFQs in coordination with sales account mgr.
· Managing & performing customer technical evals of Arbor's products.
· Providing detailed/timely customer product feedback and feature
requests to product mgt.
· Leading technical discussions at partner workshops, tradeshows, and
joint selling opportunities.
· Architecting and recommending specific deployment solutions of
Arbor products for customers.
· Performing and managing product implementations at customer
locations in close coordination with Arbor operations/deployment team.
· Performing technical product and system admin/user training for
customers and partners.
· Troubleshooting and resolving product issues discovered during the
implementation process.
· Scheduling and conducting introduction of customer to Arbor support
team after performing implementations.
JOB REQUIREMENTS
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The ideal candidate has the following required skills and experience with
willingness to maintain a flexibility schedule and travel to customer locations
required for technical meetings, product trials/evaluations, and post-sale
implementations.
Experience and Skills Required:
· Previous Sales Eng experience (min 3 years for CE, 5 years for Sr.
CE) for a data network vendor, service provider or network security company.
· Previous experience successfully responding to RFIs, RFPs, RFQs to
Fortune 1000 level customers including data service/hosting providers.
· Proven track record of helping sales account mgrs close deals with
Fortune 1000 customers by overcoming "perceived" and real customer
technical hurdles while at the same time articulating product technical value
propositions and benefits.
· Proven ability to provide hand's on technical product
demonstrations and training.
· Excellent presentation skills.
· Proven track record supporting multi-layer sales process. (Solution
Partners, OEMs, Integrators, VARs etc.)
· Solid understanding of IP network design/operation and hands-on
work preferred with larger Cisco (7000 series and higher) or Juniper routers or
equivalent networking experience.
· Strong familiarity with routing protocols including BGP, OSPF,
IS-IS, etc.
· Strong understanding of network security, IDSs, firewalls, and
common exploits.
· Understanding of Access control and authentication infrastructure
(iPlanet, .NET, Netegrity, RSA/Securant, Oblix, LDAP, CMS, PKI, RADIUS/Tacacs+,
· Network management understanding (SNMP, RMON, OpenView, Unicenter,
Tivoli, Micromuse, etc.)
· Knowledge of protocol analysis tools (Sniffer, HP, Radcom)
CONTACT
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Jim Meehan
Consulting Engineer
Arbor Networks
Bay Area, California, US
jmeehan@arbor.net
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