Technical Pre Sales Engineer

Founded in 1978, Dicker Data is Australia's leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ.

An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life.

Our Vision

To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics.

Our Values

At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success:

• Agile
• Solution focused
• Respect for all people
• Integrity in the way we operate

What you will do in the role

As an experienced and motivated Pre-Sales Engineer, you will join the Software Team to help us grow our business in the enterprise and mid-market space. Reporting to the Business Manager – Software and immersed in our vibrant and dynamic culture, the Pre-Sales Engineer is responsible for working closely with the Sales Department and to help inform, enthuse, and apprise partners, resellers, and end users of our vendor product offerings. This outbound-based role is as much about being a champion for our vendor as it is being a great technical resource.

Responsibilities include the ability to present our vendors messaging to varying numbers and levels of decision makers, including but not limited to CxO, chief architects and IT management. You will be responsible for the creation of content and delivery of demonstrations to support this vendor messaging (in conjunction with Channel Partners). The role also contains an important element of channel enablement (technical and sales) to enable partners to be able to (independently) position and resell to their customers.

Our culture encourages team growth and success, we understand the importance of hiring the right people to make a great team, and to optimise their drive to get the job done. Don't miss this opportunity to become a vital member of our innovative and passionate team

Duties and Responsibilities

Sales
:

• Technical Presales Support: Provide technical expertise and assistance to the sales team and customers to drive new opportunities, including scoping and sizing of opportunities as needed.
• Product Evangelism: Deliver engaging product demonstrations, workshops, and proposals that showcase Cohesity's value.
• Proof of Concept (POC) Development: Design and implement POCs to demonstrate Cohesity technology's capabilities and address specific customer needs.
• Lead generation activities such as participating and presenting at events, webinars, user groups etc.
• Technical Strategy: Develop and lead secondary storage technology strategies for partners to establish Cohesity as the preferred solution.
• Understand and negotiate with the customer/partner to establish and translate business requirements into technical requirements.
• Work closely with the Dicker Data sales team to secure new partners and customers.
• Manage the removal of technical barriers to Sales.
• Provide expertise and input into the development and execution of key named account strategy plans.
• Work closely with Sales Teams and Renewals Managers to identify new opportunities and upsell potential while addressing any issues putting renewals at risk.
• Creation and delivery of technical presentations to be used in sales meetings for prospective clients in accordance with sales priorities.
• Attend and deliver demonstrations and advice at targeted Sales events, for the purpose of demand generation.
• Maintain open communications with sales staff on all current and prospective accounts.
• Work with sales team on territory planning and ensure the effective delivery of training and messaging to channel partners within that territory.
• Ensure all necessary technical information is updated on a regular basis for all named accounts in the identified repositories.

Technical:

• Technical Expertise: Deep knowledge of data protection, enterprise backup, and recovery solutions. A strong understanding of Cohesity's data management platform will be highly desired.
• Ability to effectively garner customer business requirements and translate them into a successful solution that is underpinned with a vendor technology stack to meet outcomes.
• Work with customers, cloud and managed service providers across all facets of the Solution Engineering lifecycle to ensure customer outcomes are successfully met.
• Work on proof of concepts and pilots ensuring best efforts have been made to evaluate products (including advanced options of our products), help remove and solve technical barriers that may be identified during this process.
• Assist with sales engagements including RFP responses and technical documentation.
• Present and organise technical sessions and demonstrations for end users and resellers in conjunction with Sales.
• Work with end-users and partners on removing challenges and solving problems that may impede potential sales.
• Creation and delivery of technical presentations to the technical member within Channel partners.
• Assist reseller partners in meeting their sales and technical certification requirements to maintain their partner status.

Training:

• Keep updated with current Cohesity and industry technical IT knowledge via self-studies and formal courses.
• Train internal and external staff as part of Opportunity engagement.
• Dissemination of technical knowledge to stakeholders as required.
• Be responsible for the effective contribution, input and management of professional and career development goals and activities.

General:

• Required to travel in relation to any of the above job functions.
• Attend and assist with Trade Shows and events as required.
• Engage with customers from technical up to C-level.
• Perform online demonstrations.
• Partner technical enablement.
• Account management at a technical level.

What you will need to succeed in the role

The successful candidate will be a self-motivated, technically competent backup presales sales engineer with a track record of partnering with other groups within the sales and support organisation to close sales. The role requires strengths and a background in defining architectural strategies to guide customers toward the adoption of backup technologies.

• Bachelor's degree (or a combination of education and experience will be considered)
• Three or more years of solution sales and/or technical presales experience.
• Industry based experience in storage, backup, network and/or cloud-based technologies strongly desired.
• Experience in data life cycle management with IT audit requirements.
• Deployment of software solutions into complex enterprise accounts.
• Ability to drive solutions in large complex infrastructures whilst overcoming hurdles with structured problem-solving skills.
• Demonstrated experience in multi cloud environments and technologies that include but are not limited to native AWS services, Azure, Google Cloud technologies.
• Strong presentation and public speaking skills - expected audiences of up to 100 people.
• Excellent verbal and written communication skills to effectively articulate complex technical concepts to diverse audiences, both technical and non-technical.
• Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter and be able to learn new technologies quickly.
• Ability to adapt to changes in roles and responsibilities.
• Ability to travel within the region.

Our Benefits

• A highly competitive salary package depending upon experience
• Hybrid work model with two WFH days per week for flexibility
• Staff only on-site gym & weekly corporate fitness classes
• A selection of freshly prepared lunch options provided daily
• Free on-site parking and electric parking stations
• A relaxed, modern office setting with smart casual dress
• Access to discounted banking, superannuation and health insurance offers via our corporate partners
• Company paid parental leave scheme
• Employee Assistance Program
• On site school holiday program for children of Dicker Data staff

Only those with the legal right to work in Australia may apply for this position.

Only short-listed candidates will be contacted.