Federal Government Sales Engineer (Computer Software)

Federal Government Sales Engineer (Computer Software)

About PKWARE:  More than two decades ago, PKWARE revolutionized data compression with the invention of the ZIP standard. Today, through continuous innovation and development, PKWARE has become the only complete system for reducing, securing, moving and storing data across the extended enterprise, both internally and externally, from mainframes to servers to desktops and into the cloud. Used by more than 30,000 corporate entities and over 200 government agencies, PKWARE is the industry standard for portability, ensuring data security and cross-platform computing. The PKWARE Solution is used billions of times a day to manage cost risks associated with data security breaches while avoiding increased storage costs with data reduction of up to 95% and improving service delivery. PKWARE is a privately held company based in Milwaukee, WI with additional offices in New York, Dayton Ohio and the United Kingdom.

Position:        Sales Engineer, Computer Software – Government Accounts

Location:        DC Metro area

Travel:            Up to 25%

Summary: 

In support of new federal government sales, provide prospects and Federal Channel Account Executive with technical product advice and demo support during pre-sales discussions.  Solve complex sales support problems including conversing at a detailed technical level regarding our solutions and the platforms upon which they operate.  Answer prospects’ and salespersons’ detailed product questions.  Analyze prospect current situation, required future state and show how PKWARE solutions can fill the gap. Prepare and perform detailed product demonstrations and product prototypes for prospects including fully scripted proofs of concept.  Provide post-sales consulting as needed.  Operate under minimal supervision, with wide latitude for independent action by performing the following duties. 

Roles and Responsibilities (Other duties may be assigned.)

Team with Federal Channel Account Executive(s) to drive new business sales:

1. Work collaboratively with Federal Channel Account Executive(s) to ensure that every sales opportunity is most effectively pursued and closed.
2. Create a mutually beneficial prospect relationship in support of their ongoing business and technical requirements that will be satisfied by PKWARE solutions.
3. Provide ongoing technical support in all relevant stages of the sales process.
4. Develop and maintain relationships with prospects’ technology staff to better understand their needs and upcoming priorities.
5. Perform tailored product demonstrations, product seminars and webinars.
6. Contribute to RFI/RFP responses; responsible for all technical and solution components.
7. Develop Solution Landscapes (data gathering, analysis, and presentations, comparing prospect needs to capability set of company solutions) for qualified opportunities.
8. In support of customer buying process, assist with product evaluations, proofs of concept, and paid pilots for prospects to ensure that success criteria and test plans are delivered and product differentiators identified.
9. Promptly respond to and follow up with prospect queries, meetings, calls, webinars and email.
10. Stay abreast of federal government trends and standards in the IT and security.
11. Attain, retain and further develop knowledge and expertise in our solutions, products and the platforms upon which they reside.
12. Attain proficient knowledge of the vertical industry groups we serve as well as the security industry and its regulations, trends, priorities and issues in order to assist PKWARE in creating client credibility and future sales and revenue growth.
13. Provide Product Management with prospect feedback and suggestions on product features, product performance, alternative solutions, and market trends.
14. Attend trade shows including but not limited to SHARE, RSA, COMMON, Gartner IT Summit, Gartner Security Summit and   federal government specific shows.
15. Update sfdc and other online and offline documents such as account profiles, events, tasks and activities.
16. Provide assistance occasionally as required to solution engineers and channel sales engineers.
17. Support delivery and implementation services as necessary.

Education/Experience:

• Bachelor's degree (B.A. or B.S.) from an accredited four-year college or university preferably in a technical/engineering/business major.
• Minimum of five years experience in pre-sales support in an enterprise software company.
• Sales support experience in federal government accounts.
• Proven track record of developing multi-level IT, Architecture, and Operations relationships in Fortune 1000- Global 2000 companies.
• Experience working under general supervision with latitude for independent judgment. (May need to consult with senior peers on certain projects.)
• Security experience is a plus.