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Sales Engineer – Melbourne, Australia
This Sales Engineer role will be primarily responsible for assisting in both pre-sales engagement and post-sales implementation activities for DigiCert PKI products, including deployment of publically and privately-trusted digital certificates for business authentication (SSL/TLS, code signing) and certificate management solutions.
Externally, as a value-add counterpart to multiple key/strategic sales agents in both enterprise and mid-market sales channels, the Sales Engineer will primarily advise, engage, coordinate and lead efforts of technical-selling to existing and prospective accounts plus implementation of & training on sold-solutions – all towards the goals of solution adoption, and account retention / expansion. Internally, the Solutions Engineer will interface most often with the key/strategic sales agents to provide specific and collective insights, but also with sales management, product management, engineering, and support services.
Desk-based work is a notable component of this role, but travel is expected to both local and international customer locations, and industry events.
As a high value-add partner to specific sales account managers, identify and develop potential new business opportunities for our products and services
Work closely with sales management, product management, engineering, support services and account contacts to deliver and support high-level technical sales presentations
In a self-directed manner, gain awareness of the customer’s environment to ensure that in-consideration solutions are appropriate for customers’ needs and readiness
Provide or advise upon functional and technical elements of RFIs/RFQs/RFPs
Deliver and support detailed technical sales presentations, readiness assessments/recommendations, and pre-sales product trainings using insights about customer’s environment
Provide availability and priority to answer readiness & implementation questions directly from prospective customers and account contacts, plus questions which are business-related
With a high degree of independence, provide hands-on (and likely on-site) guidance and direct implementation of sold-solutions and APIs, with ideals of prompt deployment and successful initial usage
Establish and maintain strategic, productive working relationships with customers at any level necessary to support sales and ongoing account health, especially with technical staff but including business management as warranted
Convey customer inputs & interpret them for proposal as feature/functionality requests to product management and engineering teams
Regularly engage with counterparts on SE team on peer-level basis to engender and cultivate respect, cohesion, and continuity
Attend industry/company conferences, customer events and seminars as appropriate
Be willing and available to travel approximately 50% of time, within USA and APAC region, but possibly beyond
Required Skills, Knowledge & Experience:
5+ years’ experience as an SE or technical salesperson, or equivalent and applicable experience as a product manager, engineer, tech support agent or administrator of enterprise-grade or IT/IS software
General knowledge or background in IT (ideally server administration, server OS configuration, TCP/IP networking hardware, protocols, LAN and WAN technologies & configurations, and network design) and/or IS (ideally PKI, firewall management, IDS & IPS, vulnerability management, and network scanners), in engineering, administration or support roles
Strong knowledge of key management & digital certificate standards, trends, implementation and usage
Strong understanding of server environments and architecture
Self-motivated with ability to self-direct in strategic alignment with sales counterparts
Highly technical, organized and analytical, with ability to eliminate sales obstacles through creative/innovative thinking
Basic project management skills to accomplish role requirements
Strong communications, interpersonal and presentation skills, in both written and verbal formats
Fluency in English
Situational awareness and business acumen skills to support self-held critical values of professionalism, humility, and customer-focus
Preferred Skills, Knowledge & Experience:
Red Hat Certified Engineer or higher
Virtualization experience (VMWare Certified Professional or higher)
One or more of the following certifications: CISSP, SSCP, CISM, CISA, CGEIT, CRISC, GSEC, GISP, GCIH, GCIA, GPEN, GWAPT, CEH
Systems Management (products and/or projects) experience
Expert-level knowledge and experience of SSL configuration on Apache & IIS web servers
Expert-level knowledge and experience of SSL configuration on F5 & Citrix load-balancers
Demonstrable experience with successful deployment/integration of SOAP, REST, and/or XML-based APIs, ideally into a customer’s environment, within an IT/IS or enterprise context
Bachelors or higher degree in Computer Science, Computer Engineering or Information Systems
5+ years experience in professional services/consulting, deploying enterprise software inside of a customer environment in a field or partial-field, preferably for a software product company
10+ years experience working with networks and complex computing systems/environments
DigiCert is a leading provider of scalable security solutions for a connected world. The most innovative companies, including the Global 2000, choose DigiCert for its expertise in identity and encryption for web servers and Internet of Things devices. DigiCert supports SSL/TLS and other digital certificates for PKI deployments at any scale through its certificate lifecycle management platform, CertCentral®. The company has been recognized with dozens of awards for its enterprise-grade management platform, fast and knowledgeable customer support, and market-leading growth.
Some DigiCert Benefits:
Generous medical, dental, life, vision, and disability benefits
401(k) plan with employer match
Flexible spending plan
DigiCert is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified persons with disabilities, and protected veterans are strongly encouraged to apply.