Head of Sales Engineering

3 weeks ago

London, United Kingdom MicroTECH Global Ltd Full time

JOB AD:
**Head of Sales Engineering**

London Paddington - Hybrid 3 days a week in the office (Global Travel will also be required)

The Sales Engineering Team you will lead focuses on these two core areas:
  Video Service Provider:

- Qualify - Understand the client video service, their video delivery workflow and its needs
- Add Value - Demonstrate the benefit the companies' technologies, prioritizing problems that the current level of productization is already able to address
- Scale-up - Drive the journey from Evaluation to PoC to eventual full deployment   Ecosystem:

- Qualify - Understand the Ecosystem Player product suite, its architecture and the correct integration points
- Add Value - Demonstrate the companies technologies benefits to facilitate their adoption
- Scale-up - Drive the journey from pilot to full integration

**Responsibilities**:

- Lead the Sales Engineering team
- Define and implement team level metrics, process and best practices
- Work closely with the Sales team to support technical presentations
- Work closely with the Product team, maintaining an expert level of product knowledge and sharing this with the Sales team
- Collaborate with Product Managers to prioritize customer requirements, advocating for the customer
- Assist the Marketing team with the production of user stories and case studies
- Partner with Marketing in demand generation activities through events and tradeshows supporting event preparation and delivery as required
- Communicate with Sales and Product Management regarding customer needs, priorities and regional trends and business cases for adaption of the go-to-market plans
- Produce documents and specifications for new features and improvements as requested by customers and ecosystem players
- Verify implemented product features and test multi-product customer project workflows
- Discuss the product definition with customer's project managers and technical owners to understand requirements and translate their needs into quality technical documentation
- Convey a compelling and convincing case for the company's technologies vs. the competition and translate use cases to clarify operational, technical and commercial benefits to a range of creative, technical and business audiences
- Identify and troubleshoot customer queries and problems
- Lead Proof of Concept (POC) engagements, working with the client, sales, and various functional groups to document, coordinate and successfully deploy and track the success of solution trials
- Prepare and deliver product/solution demonstrations to customers/prospects either onsite, at tradeshows, events, user groups, meetings, or in-person to audiences
- Participate in supporting pre-tender/tender responses (RFI/RFPs) when applicable, supporting review of client requirements and ensuring proactive communication with customers and internal stakeholders
- Identify and/or develop sales opportunities by communicating the companies proposition for the customer/prospect that may include ROI, TCO, etc. all contributing towards becoming a trusted technical business partner
- Maintain and share knowledge around Azure, AWS, & GCP Cloud Technology, Cloud Strategy and Cloud Roadmaps both in the online and offline communities.

Qualifications:

- 6+ years' experience in either a technical support/pre-sales role ideally for a technology company selling or supporting Video Encoding/IPTV/OTT solutions or technology.
- Proven technical knowledge of the following:

- Video delivery workflows of media service providers
- Video encoding software or hardware solutions
- Video decoding media players, software stacks and SoCs
- Cloud Applications expertise (such as Amazon Web Services, Microsoft Azure, Google Cloud)
- Able to engage and build relationships with sales leaders, developers, product management and pre-sales teams.
- Able to deliver articulate, effective, and audience-approp

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