Dell Associate Pre-Sales Engineer in Munich, Germany
Associate Sales Engineer
Dell provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 100,000 employees. We also provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as an Associate Sales Engineer on our Archer Pre-Sales team in EMEA.
The Associate Sales Engineer provides prospects with technical guidance during product demonstrations, presentations, and contributes to proof-of-concept (PoC) preparation and implementations. The ASE must analyze customer business requirements, build proof-of-concept solutions, and demonstrate solutions back to prospective customers. This person also needs to be aware of the company’s goals, both financially and operationally and be a proactive contributor to the success of the RSA Archer business in the broader EMEA team and the wider global PreSales function.
Have an understanding of business process consulting in the pre-sales phase of the sales process and command of the technology closure with each opportunity.
Receive enablement and support from the RSA Archer PreSales team as well as wider EMEA pre sales community
Assist in the delivery of sales and technical pre-sales efforts to secure the technology win for new business and ensure growth of existing accounts.
Build knowledge and hands-on proficiency with the RSA Archer Suite and major competitor’s product lines.
Provide product training to clients and communicate customer feedback into future product enhancements.
Participate in sales calls and on-site meetings to explore customer requirements and to explain and articulate the value proposition of the RSA Archer Suite including features, use cases, and integration with existing customer infrastructure.
Build and deliver presentations and demonstrations to customers and prospects
Participate in delivery of technical enablement sessions for RSA Partners such as product updates; alongside the formal education courses and training already provided to partners.
Respond to Request for Information/Proposals, RFPs and RFIs, (RFx)
Own the technology relationship with the customer and ensure that the RSA Archer Suite wins every technical evaluation
Participate in and coordinate requirements gathering at customer/prospect sites
Alongside senior team members, plan, prepare and contribute towards conducting customer evaluations including Proof-of-Concepts (PoC’s)
Work with Professional Services Solution Principal (SP) counterparts to evaluate functional requirements/specifications, such that the SP’s can prepare project statement-of-work (SoW) documents in support of quotations.
Travel up to 50% to client locations for demonstrations and presentations in EMEA.
Participate in trade shows, seminars and other industry events.
Aptitude for successfully navigating and relating to varying levels of business function and technical personnel within prospects and customers.
Able to identify the requirements to ensure technical closure of a sale and ability to assist the sales teams in removing barriers and closure of opportunities.
Skilled in the identification of innovative solutions to complex situations that differentiate RSA in the eyes of the customer
Capacity to begin to prioritize and manage tasks in support of multiple sales team members and customers (delivering sales demos, building quality proof-of-concepts, and delivering training)
Excellent written and verbal communication skills. Fluent English is essential in addition to any local languages
Desire to quickly learn, apply, and position knowledge related to company and competitor offerings with clear messaging appropriate to audience skill levels – in detail analysis, design, and recommending approaches to implementing customer management processes.
Ability to act independently as well as the ability to work across multiple teams within the organization
An awareness of current regulations and industry standards such as GDPR, PCI, ISO 27001, COSO, NIST, etc.
A basic understanding of system integration approaches utilizing XML, database queries, and web service technology and strong technical proficiency with Windows
Ideally some related work experience in enterprise risk management role or similar discipline including 1+ years of hands-on field sales support, software consulting, presales engineer or similar experience
CRISC, CRMA, CGEIT, GRCP, CISSP, CISA, IAPP CIPP or CIPM certifications highly desirable
Knowledge of existing governance, risk and compliance (GRC) tools (RSA Archer Suite/other) a clear differentiator
We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.
If you have the technical skills to take our sales to the next level, this is your opportunity to develop with Dell.
Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell here .