Solutions Engineer III

The Solutions Engineer (SE) plays a crucial technical role within a highly specialized sales team focused on driving sales performance and ensuring customer satisfaction. This role primarily entails providing pre-sales technical support for the implementation of products, applications, and solutions. Key activities include delivering presentations, demonstrating products, assessing the applicability of F5 solutions, and developing comprehensive account plans. 

Primary Responsibilities: 

• Serve as a trusted advisor by delivering technical expertise through sales presentations, solution designs, demonstrations, and proof of concepts. 
• Design and configure solutions and systems engineering configurations. 
• Maintain an advanced level of technical knowledge of F5 products, relevant industry trends, and sales proficiency. 
• Design and communicate the technical and business value of F5 solutions in comparison to competitors. 
• Develop technical solutions to address customer business problems or create new service offerings. 
• Contribute to the creation and support of content for customers and partners, including presentations, white papers, and use cases. 
• Keep abreast of the competitive landscape and share insights with peers. 
• Foster a collaborative team environment by sharing best practices, successes, and building lasting relationships. 
• Negotiate effectively and manage conflict resolution. 
• Handle Change Request (CR) and Customer Special Request (CSR) cases on behalf of customers. 
• Uphold F5’s Business Code of Ethics and promptly report any violations of the code or company policies. 
• Perform other related duties as assigned. 

Customer Support Activities: 

• Clearly articulate the F5 sales strategy, messaging, and value proposition in alignment with customer business objectives. 
• Build and maintain trusted advisor relationships with customer technology staff and management. 
• Deliver exceptional customer service during both pre-sales and post-sales activities. 
• Present sales pitches and technical details effectively to both CxO-level executives and detailed technical staff. 
• Utilize Salesforce.com for managing opportunities and named accounts. 
• Collaborate with the sales team to develop and manage Technical Account Plans and/or Territory Account Plans. 
• Leverage F5 organizational resources effectively. 
• Utilize SE tools such as CSR, Idea, Hive, Mainstreet, and others. 
• Identify and qualify technical opportunities. 
• Influence sales strategy. 
• Assess the viability of opportunities and map out account political structures. 

Channel Support Activities: 

• Support F5 channel partner sales initiatives. 
• Provide sustainable training for channel partners on F5 solutions and competitive differentiation. 
• Offer technical expertise and oversight to channel partners as needed. 
• Proactively provide consultative support. 
• Collaborate with Channel and Sales management to establish and qualify channel partners' capabilities to sell F5 solutions. 

Post Sales Activities: 

• Understand and follow the escalation process. 
• Partner with F5 Technical Support and customers/partners to resolve issues. 

Knowledge, Skills, and Abilities: 

• Expert written and oral communication skills. 
• Mastery in presentation skills. 
• Proficiency with MS Office suite or Works. 
• Strong background in system administration with UNIX, Microsoft, or application knowledge. 
• Network design expertise. 
• Demonstrate expert knowledge in targeted technologies and industry trends. 
• Proficiency in configuration and troubleshooting of servers, Active Directory, domain design, and network design. 
• Experience with CIFS/SMB, DFS, and FRS is a plus. 
• Expertise in at least one of the following operating systems: Solaris, Linux, BSD, Irix, AIX, HP/UX. 
• Mastery of storage subsystem skills and storage technology. 

Qualifications: 

• 8+ years of related industry experience. 
• 4+ years of pre-sales experience. 
• BS/BA degree or equivalent work experience. 

Physical Demands and Work Environment: 

• Duties are performed in a standard office environment, typically while seated at a desk or computer table. 
• Role requires the ability to use a computer, communicate via telephone, and read printed material. 
• Position involves being on call periodically and working outside normal hours, including evenings and weekends. 
• Travel requirements can be up to 60-80% of the time.