Staff Systems Engineer, Federal (Disa)

Vmware, Inc. Baltimore , MD 21203

Posted 2 months ago

At VMware we currently have an exciting opportunity within our Sales Engineering organization for a high caliber Pre-Sales Systems Engineer (SE) to join our vibrant company and become an integral part of a talented team transforming the technology landscape.

The VMware Systems Engineer plays a critical role in building and sustaining customer relationships while driving the adoption of VMware solutions and surpassing our revenue goals. The SE works very closely with sales and extended teams to build long-term business relationships and aligning with customers' outcomes. The SE is a high impact, very visible role responsible for ensuring pervasive enterprise adoption of VMware software and solutions, and providing technical validation within their assigned Federal Government account space.

Location: Washington D.C. Metro Area

Requirements:

  • Must be a U.S. Citizen

  • Department of Defense Security Clearance required

  • 10 or more years of experience in the field of information technology

  • Pre-sales or customer facing experience

  • Experience in positioning/selling Professional Services

  • Experience in Federal Government market and with the Department of Defense

  • Effective in working both independently and in a team setting

  • Strong customer and partner facing relationship building skills

  • Strong listening and question based consultative selling skills

  • Ability to comprehend and stay current in the latest VMware and partner technologies

  • Ability to effectively present to small and large audiences and adjust to level of role and understanding

  • Ability to uncover business challenges and objectives and develop a documented custom solution to solve those challenges

  • A balanced infrastructure and software engineering background.

  • Experience with Professional Services component of solution selling

  • Ability to travel typically 50% or more of the time

  • BA/BS required with Masters preferred

  • VCP or equivalent VMware hands-on experience preferred

  • Public speaking and thought leadership skills

  • Experience with large scale IT Integration or Consolidation programs preferred; e.g., experience in solution integration in a pre-sales (or post-sales) capacity through calling third-party APIs, preferably with VMware technology

  • Ability to develop and effectively communicate business cases and justifications to internal and external stakeholders as required to drive business forward

Responsibilities:

  • Work closely with assigned field team to collaborate on customer solutions

  • Understand the customer's high-level business challenges, and match VMware solutions to customer's business and technical requirements

  • Build long-term business relationships and become a trusted adviser for customers across all lines of business

  • Continuously develop and expand the knowledge of the customer business/mission and take the initiative in creating solutions that address customer business/mission needs using the VMware portfolio along with third-party solutions

  • Take the initiative to develop business cases and justifications required to get internal and external stakeholder support to drive business forward

  • Present VMware value proposition, vision and technologies, strategy, and product roadmaps to partners and various customer roles including executives, technical management, and technical engineers

  • Create and present demos that are aligned to customer's needs

  • Build proposed high-level architecture drawings for customers

  • Develop and document innovative solutions that are unique to the market segment supported

  • Manage the planning and execution of customer POCs

  • Work with customers to obtain technical validation of proposed solution

  • Assist with financial and infrastructure data collection and creation of customer ROI/TCO reports

  • Work closely with assigned Technical Account Managers on driving customer success

  • Pro-actively maintain expertise of VMware technologies via enablement and internal training offerings

  • Maintain technical and business knowledge of cloud computing applications, industry direction, and trends

  • Maintain working knowledge of competitive offerings and architectures

  • Present the value of, and sell professional services consistently as part of a total solution

  • Work closely with field team to help define and implement a solution oriented go-to-market strategy for each customer to ensure technical adoption of VMware solutions

  • Assist with preparation of proposals, statements of work, and supporting documents for customers

  • Maintain, grow, and leverage relationships with colleagues in the field organizations as well as OEM and partner relationships

  • Identify new customer projects for VMware solutions

  • Participate in demand generating events and activities

  • Drive the adoption of VMware solutions within strategic accounts moving current installations from departmental to enterprise

  • Consistently and confidentially maintain customer information and maintain compliance standards

  • Communicate information internally on trends, product feedback, customer success, etc.

  • Provide consistent field reporting, and data input via Salesforce.com

  • Act as a thought leader and mentor to others in the organization

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Staff Systems Engineer, Federal (Disa)

Vmware, Inc.