Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project. Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams. Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers. Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area. Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities. Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture. Leverage Partner Ecosystem Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions). Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project. Scale Customer Engagements Engages with and reaches out to customers proactively and independently. Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements. Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers. Solution Design and Proof Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs. Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Master's Degree in Computer Science, Information Technology, or related field AND 3+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience OR 5+ years technical pre-sales or technical consulting experience OR equivalent experience. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. * Build Strategy Where applicable, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off. Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
