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sr lead sales engineer

4 months ago

Melbourne, Victoria, Australia Lumen Full time

About Lumen

Lumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress.

Lumen's commitment to workplace inclusion and employee support shines bright. We've made the Newsweek 2024 Greatest Workplaces for Diversity list and achieved a perfect score of 100 on the Human Rights Campaign Corporate Equality Index (CEI) for the fifth consecutive year. Plus, we're the top employer in the communications and telecom industry, ranking 12th overall across all industries in The American Opportunity Index.

We're looking for top-tier talent and offer the flexibility you need to thrive and deliver lasting impact. Join us as we digitally connect the world and shape the future.

The Role

The Senior Lead Sales Engineer (Cloud and Security) provides Top in Class Sales Engineering and Architectural support for Hybrid IT and Security solutions. They are the clients trusted technical advisor whom is responsible for helping to architect and design solutions that achieve the client's business needs and goals.

The Senior Lead Sales Engineer (Cloud and Security) is responsible to provide consultative technical expertise throughout the sales cycle which includes the preparation and presentation of designs, bids, and proposals.

The Main Responsibilities

Position Summary:

  • Perform consultative selling to business clients who desire outsourced managed and professional services for Cloud and Security to enhance their internal capabilities
  • Pre-sales design and implementation expertise in Enterprise Cloud and Security services
  • Determine client requirements and uncover the underlying drivers, and gravitate client towards Lumen offerings for Managed Cloud and Security Services, including (but not limited to) SIEM, EDR/XDR, UEBA, Vulnerability Assessment, Security Awareness, Cloud Security, DFIR, Cloud (Private/Public/Hybrid), Application Modernization
  • Bundling our various offerings (e.g. Cloud and Security) to provide a complete end-to-end solution
  • Field technical questions from prospects and clients
  • Provide consultative services based on prospect's requirements
  • Represent Lumen Business technical capabilities to prospective customers and existing customer base, and influence customer expectations according to Lumen offerings capabilities and constraints
  • Present Lumen Business proposed solutions in a professional business environment, demonstrating salesmanship
  • Provide post-sale support to installation personnel as needed to clarify service expectations; including providing diagrams, verbal explanation, and written documentation
  • Present technical training to new and existing sales and Sales Support personnel
  • Meet and exceed management targets for number of customer contacts, number and complexity of sales opportunities supported, and training completed
  • Provide technology consulting for internal contacts in Product Management and Marketing, and translate prospective customer requirements into recommendations for new or enhanced products and features
  • Ensure compliance with all Policies and Procedures
  • Attend company and regional meetings as required, maintain peer relationships and understand and utilize company resources
  • Work on opportunities within assigned region to meet regional objectives and targets
  • Consistent track record of driving Managed deals toward closure and seeing them smoothly through the Lumen Business process
  • Drive and instill solution best practices across regional team
What We Look For in a Candidate
  • Complete understanding of the sales process.
  • Good face-face customer interaction skills.
  • Excellent knowledge in Managed and Professional Services for Cloud and Security, including (but not limited to) SIEM, EDR/XDR, UEBA, Vulnerability Assessment, Security Awareness, Cloud Security, DFIR, Cloud (Private/Public/Hybrid), Application Modernization
  • Knowledge and at least 8 years' experience in Managed and Professional Services for Cloud and Security
  • Understand Cloud and Security ecosystem and how it impacts customer/prospect business environment
  • Excellent interpersonal, and communication skills (oral, written and presentation)
  • Excellent organizational skills - able to work on multiple opportunities for multiple Clients simultaneously.
  • Experience performing needs assessments, and making recommendations based on the discovered need
  • Establishing and maintaining key relationships at senior levels within customer organizations to develop & close deals
  • Generate and share insights from customer engagement sessions to distil customer business needs, strategize on potential opportunities/offerings and collaborate with Product teams to develop compelling and repeatable client propositions
  • Formulating, implementing and managing strategic engagement plans for each opportunity including deal structuring ideas and proposal storylines/pitches for sharing across internal stakeholders
  • Negotiating major complex deals, in particular providing the technical support in developing a fit-for-purpose solution based on repeatable modules that can be delivered within commercial construct
  • Coordinating and working in a complex matrix environment to establish balance of solution and commercial outcome both internally and with customers
  • Being accountable for deal Business Cases for internal approvals
  • Ability to document solution components in a timely manner while ensuring acceptable level of detail, data integrity, and accountability
  • Ability and willingness to share knowledge and expertise among various organizations within the company
  • Ability and willingness to take the initiative to facilitate teamwork within the various organizations of the company to serve the customer
  • Ability to work in a team environment and demonstrate strong problem solving skills
  • Capability to schedule time with flexibility to handle varying workload, and still meet tight deadlines
  • Bachelor's degree in Computer Science, Information Technology, or a related field
  • Relevant certifications in Cloud and Security technologies (e.g., AWS Certified Solutions Architect, Certified Information Systems Security Professional (CISSP))
Compensation
What to Expect Next

Requisition #: 333087

Background Screening

If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page. Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Equal Employment Opportunities

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, "protected statuses"). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Disclaimer

The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.