Stratus Technologies IA Sr. Systems Engineer in Maynard, Massachusetts
IA Sr. Systems Engineer
Industrial Automation Pre-sales Senior Systems Engineer (SE)
Territory:South Central: Colorado, New Mexico, Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama .
Pre-sales Senior SE Job Description
The IA Senior Systems Engineer is responsible for driving the demand for Stratus’ Industrial Automation solutions within North Central US and Canada plus the Midwest territories while supporting the Channel Sales Manager. Primary responsibility is to sell the technical buyer/evaluator on Stratus’s unique value proposition. The role demands extensive knowledge of the IA industry with the incumbent being recognized as a subject matter expert in DCS/SCADA and who can develop a mutually beneficial rapport with the key Application Vendors (Siemens, Rockwell, Wonderware) and their ecosystem (OEMs, SI’s, Machine Builders)
Your primary role is to provide pre-sales technical support to help drive sales of our ftServer and ztC Edge family of products and services which provide the best application uptime in the industry to our customers. You will perform product demonstrations, and answer technical questions relating to product integration within our customers’ unique environment, as well as perform installations and proof of concept support for customers installing and evaluating our products.
This is a dynamic, customer facing position that requires strong technical and hands-on skills. Additional responsibilities include:
Assist in identifying customer needs and requirements to better qualify potential prospects for Stratus products and services, and creating compelling product presentations tailored to prospect/customer needs
Participate in Partner recruitment and enablement initiatives
Evaluate and provide system configurations and quotes
Provide technical support and assist in delivering proof of concept projects, including the design and deployment of ftServer / ztC Edge hardware and software solutions
Work with Stratus engineering and product managers to help define product requirements that are identified during our sales campaigns
At least 7-10 years’ experience as a Systems Engineer or presales/application analyst (computer systems and software)
Strong technical background, including knowledge of Windows & Linux environments, as well as virtualization expertise (VMware, Hyper V, KVM etc.) and systems experience (installations, configurations, integration).
Knowledge of high availability or Fault Tolerant computing (VMware HA, Windows Clusters)
Exceptional communication skills and strong business acumen: You will be required to speak with various levels of technical and management individuals within our prospect/customers organizations. The ability to clearly delineate between technical and business discussions and to comfortably participate in both is essential.
Establish Stratus as a significant and trusted provider of products and services within the marketplace, especially with our ftServer family plus new Edge based compute solution called ztC Edge. ztC Edge is a zero-touch, fully virtualized and self-protecting computing platform, specifically designed for industrial edge environments.
Drive growth through enhancement of existing partnerships; the identification, development and management of new business and technology partnerships, as well as the education and enablement of Consultants and other third-party influencers.
Build relationships with key application and solution vendors
Collaborate effectively with internal and Partner marketing and business development teams to develop and deploy high impact demand generation campaigns that have both traditional ‘push’ and contemporary ‘pull’ elements.
Attend industry functions, conduct market research, competitive analysis and gather industry trends. Feedback information to identify and develop Stratus’ unique selling propositions anddifferentiators
Develop a thorough understanding of Stratus’s people andcapabilities.
The IA Pre-sales Systems Engineer will have been technically trained.They should have a track record of assisting and driving partner sales with a highly developed skill of overcoming technical obstacles.
Successful candidates will possess the following:
An energetic and professional approach to their work which is allied to a natural empathy and innate ability to uncover thewin-win.
Excellent networking, researching, influencing, closing and nurturing skills.
Strong public speaking and general communication skills, both written and verbal with a proven capacity to engage credibly at all levels – up to and including senior management.
Demonstrates the capability to succeed in an environment in which resilience, self-sufficiency and initiative are critical success factors.
Keeps up to date with current technologies and the IT/IA marketplace particularly as they relate to Stratus.
Highly numerate with experience of working with spreadsheets, configuration tools, and quoting/proposal systems
A solid team ethic.
Stratus Technologies is an Affirmative Action/Equal Opportunity Employer; we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V