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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Sales Engineer
Location: San Francisco, Massachusetts, United States
Type: Permanent F/T
Closing Date: 2006-07-20
In this role, the Consulting Engineer (CE) will be responsible for providing
pre and post sales engineering support for Arbor’s West Coast Enterprise
Account Manager. This position will be held accountable for helping the account
manager achieve specific direct sales revenue goals as well as perform agreed
upon major business objectives designed to further company wide business goals.
The position will include extensive travel within the West Coast - US with
occasional travel outside of the territory.
The consulting engineer responsibilities will include each the following:
• Conducting sales presentations and demonstrations for existing and
potential customers as well as partners.
• Management of the technical relationship with all customers, prospects,
and partners of the account manager during the sales process. This includes
maintaining relationship with technical contacts within the customer, keeping
account information up to date in Arbor CRM system, and attendance at all
sales, sales engineering, and product management meetings regarding the
customer.
• Detailing/presenting Arbor’s product features, operation, support
services and outlining the resulting value propositions to customer/partner.
• Responding to RFP/RFI/RFQs in coordination with sales account mgr.
• Installing and Managing customer technical evaluations of Arbor's
products.
• Providing detailed/timely customer product feedback and feature
requests to product management.
• 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 training for customers and partners.
• Troubleshooting and resolving product issues discovered during the
trial or implementation process.
• Scheduling and conducting introduction of customer to Arbor support
team after completing implementations.
JOB REQUIREMENTS
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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
including both presentation and hands-on responsibilities is strongly
preferred. Experience working in the security operations group or as the
security specialist within the IT group of a fortune 1000 level enterprise is
also acceptable.
• Good written and oral presentation skills are required.
• Strong security background with knowledge of Firewall, IDS, IPS, Virus,
Internet worms, DDoS, and network exploits is required.
• Understanding of Access control and authentication infrastructure
(iPlanet, .NET, Netegrity, RSA/Securant, Oblix, LDAP, CMS, PKI, RADIUS/Tacacs+)
is preferred.
• Hands-on background in TCP/IP, routing topologies and protocols
including OSPF and IS-IS is required. BGP4 and MPLS knowledge is preferred.
• Network management understanding or experience (SNMP, RMON, OpenView,
Unicenter, Tivoli, Micromuse Netcool) is preferred.
• Previous experience successfully responding to RFIs, RFPs, RFQs to
Fortune 1000 level enterprise customers.
• 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.
CONTACT
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Arbor Networks
Kathleen Glebus
kglebus@arbor.net
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