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Senior Sales Engineer - RSA Archer

Primary Location: ,
Additional Location(s): Amsterdam, Netherlands

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Senior Sales Engineer - RSA Archer

Location: UK or Netherlands

Package - competitive

Permanent

RSA offers mission-driven security solutions that provide organizations with a unified approach to managing digital risk that hinges on integrated visibility, automated insights and coordinated actions. RSA solutions are designed to effectively detect and respond to advanced attacks; manage user access control; and reduce business risk, fraud and cybercrime. RSA protects millions of users around the world and helps more than 90 percent of the Fortune 500 companies, and every branch of the U.S. federal government, thrive and continuously adapt to transformational change. For more information, go to rsa.com.

Do you have a passion for Integrated Risk Management (IRM) and GRC, and have great insights about the needs of organisations in your part of the world? Do you see the potential for Integrated Risk Management to be a true business differentiator? Do you have a passion for identifying, maturing and closing new business opportunities?

Why not join our team of successful Archer Sales Engineers for the Integrated Risk solution that is rated as a leader in every Gartner Magic Quadrant on the topic.

We are currently seeking an Archer Sales Engineer to join our passionate, inclusive and high performing family. This is a chance to make your mark grow with a team that has been doing so for many years.

Key Responsibilities:

The Sales Engineer (SE) is responsible for understanding the customer’s needs and positioning Archer as the solution of choice. The SE is the Risk domain expert for supporting the Archer sales team with complete responsibility for owning the technology relationship and securing the ‘tech win’.

Our field sales professionals rely on proactive technical support during the sales process for business development and existing account management – and our expert Sales Engineering team always steps up to the mark. Partnering with field sales, the SE assists in driving new business from prospective and existing customer accounts within their respective primary region, and meeting and/or exceeding the sales quotas to achieve revenue goals. We lead the development and implementation of complex and specialised products, applications, services and solutions and ensure customers get the innovative, relevant, interoperable solutions they need.

You will:

  • Organise, plan, direct, and coordinate all aspects of the technical pre-sales engagement for prospective and expansion within existing clients. Participation in sales planning, sales calls and customer engagements to gather and explore requirements. Explain and articulate the value proposition of Archer including use cases, and integration with existing customer systems of record.

  • Provide strong business process consulting in the pre-sales phases of the sales cycle and command of the technical closure with each opportunity. This entails analysing customer business requirements; offering prospects guidance and advice during product demonstrations, presentations, and proof-of-concepts (PoC’s) to identify potential solutions and aiming to secure the ‘tech win’ at every opportunity for new business and growth of existing accounts.

  • Support Bids & Proposals in our response to Request for Information/Proposals (RFI’s/RFP’s or RFx’s)

  • Conduct and lead customer evaluations including Proof-of-Concepts (PoC’s). Own the technical relationship with the customer throughout the presales process and ensure that Archer wins in evaluations where there is a good fit between their business requirements and our solution offering.

  • Provide enablement and support of the wider EMEA SE community and local partners - participating in the delivery of technical enablement sessions for partners such as product updates; alongside the formal education courses and training already provided to partners.

  • Maintain full knowledge and hands-on proficiency with Archer and major competitor’s product lines.

  • Communicate customer feedback into future product enhancements. Participate in local User Groups and Product Management working groups with customers.

  • Work with internal or partner Professional Services (PS) counterparts to evaluate functional requirements/specifications and provide input for preparing project statement-of-work documents in support of quotations as well as contributing to develop detailed installations or system integration plans and formal handover from pre-sales to post-sales project teams.

  • Travel up to 50% to client locations for demonstrations and presentations in EMEA.

Required Skills

  • Proven ability to successfully navigate and relate to varying levels of functional and technical personnel within customers and prospects. Ability to prioritise and manage tasks in support of multiple sales team members, customers and prospects.

  • Skilled in the identification of innovative solutions to complex situations that differentiate in the eyes of the customer. Able to identify the requirements to ensure technical closure of a sale and a track record of assisting the sales teams in removing barriers and closure of opportunities.

  • Expertise in analysing, designing, and recommending approaches to implementing customer or prospects management processes (delivering sales demos, leading sales workshops, configuring quality proof-of-concepts, supporting RFx’s and training delivery).

  • Ability to act independently as well as the ability to work across multiple teams within the organisation.

  • Excellent written and verbal communication skills. Fluent English essential in addition to local language.

  • Strong knowledge of current regulations and industry standards such as GDPR, PCI, ISO, COSO, NIST, etc.

  • Solid understanding of system integration approaches utilising XML, database queries, and web service technology and proficiency with Windows.

Desired Skills:

  • Ideally 7+ years of related work experience in enterprise risk management role or similar discipline; including 5+ years of hands-on field sales support, software consulting, presales engineer or similar.

  • CRISC, CRMA, CGEIT, GRCP, CISSP, CISA, IAPP CIPP, CIPM or similar certifications highly desirable.

  • Knowledge of existing GRC/IRM tools (Archer Suite/other) preferred

RSA 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 RSA 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. RSA will not tolerate discrimination or harassment based on any of these characteristics. RSA encourages applicants of all ages.

Job ID: R080373
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