Partner System Engineer - Shanghai
F5 Networks
Shanghai
1天前

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

PRIMARY RESPONSIBILITIES :

  • Provide Technical expertise through sales presentations, Solution designs, Solution demonstrations, Proof of Concepts as a trusted advisor.
  • Provide solution designs, and systems engineering configurations
  • Develop and Maintain a high level of technical knowledge of F5, the relevant industry and Sales aptitude
  • Design differentiating solutions and articulate business value of F5 Solutions against competitors.
  • Design technical solution can create a new customer service or solve customer business problems
  • Participate in the development and support of content (presentations, VP’s, use cases ) for customers and partners
  • Maintain knowledge of competitive landscape and share knowledge
  • Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
  • Effectively negotiate and pursue conflict resolution
  • For the sales team own and assist on Change Request (CR) and Customer Special Request (CSR) cases
  • Uphold F5’s Business Code of Ethics; promptly reporting violations of the Code or other company policies
  • Customer support activities includes :

  • Can articulate the F5 Sales Strategy, Messaging and positioning F5 value proposition and solutions for customer business objectives
  • Develop and maintain trusted advisor relationships with customer technology staff and management.
  • Consistently provide world-class customer service during sales, technical, and post-sales activities
  • Can deliver sales pitch / whiteboards at CxO level.
  • Uses actively Salesforce.com for each opportunity and named account
  • Partner with sales team to manage Technical Account Plan
  • Understand and effectively utilize F5 organizational resources
  • Actively utilize SE tools : CSR, Idea, Hive, Radar, and other
  • Can identify and qualify technical opportunities.
  • Can Influences Sales strategy.
  • Can help determine viability of opportunity and map out political structure.
  • Channel support activities includes :

  • Support F5 channel partner sales initiatives
  • Provide channel partners sustainable training on F5 solutions and competitive differentiation
  • Provide channel partners technical expertise and oversight as required
  • Work in collaboration with Channel and Sales management to establish channel partners and to qualify partner’s ability to sell F5 solutions
  • Proactively recruits new qualifying partners with PAM;
  • Schedule and deliver partner enablement with F5 solution / products, provide technical support to partners’ product developing regarding F5 programmability;
  • Establishes productive, professional relationships with key technical personnel in partner accounts;
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary partners and partner personnel;
  • Coordinates the involvement of partner personnel, including SE, Sales, and management resources, to meet partner performance objectives and partners’ expectations;
  • Proactively leads a joint partner planning process that develops technical performance objectives and critical milestones associated with a productive partner relationship;
  • Sells through partner organizations to end users in coordination with PAM resources.
  • Post sales activities include :

  • Understand and follow escalation process
  • Partner with the F5 Technical Support and customers / partners to resolve issues
  • Always keep a Customer first mentality
  • PHYSICAL DEMANDS AND WORK ENVIRONMENT :

  • Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table.
  • Duties require the ability to travel up to 80% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).
  • Technology Knowledge and Requirements

    Technical Skill :

  • Base understanding with F5 Solutions and technology
  • Support the sales team in determining customer requirements
  • Work in a sales team and be responsible for tactical / project-based opportunities
  • Assist sales team to test, troubleshoot, and implement customer POC
  • Essential knowledge of some / several F5 solutions and technologies or advanced in one area such as Enterprise
  • Responsible for Design, implement, test, and troubleshoot POC
  • Advanced knowledge of several F5 solutions and technologies or expert in one area such as Enterprise
  • Work effectively with Global / EMEA / Regional SA and Technical Support organization
  • Solve problems independently and creatively
  • Essential knowledge :

  • Solution designs
  • Data Center, Virtualization and Cloud computing
  • Understand F5 solutions in Azure / AWS / Alicloud
  • Understand F5 solutions in NSX / ACI / Openstack
  • Understand F5 solutions in containers environment -eg. Openshift, Kubernetes or Mesos
  • DevOps basic demonstration using Python or other scripts
  • Advanced Web Application security detailed understanding of vulnerabilities in web applications and API’s
  • Automated threats
  • Advanced Authentication & Authorization (SAML, OAuth, Kerberos)
  • Application Development methodologies.
  • Detailed understanding of TLS.
  • Knowledge, Skills and Abilities

    Language Requirements

  • Must be able to read, write and speak English and Mandarin fluently.
  • Must also be fluent in local language as this role supports our local customers.
  • Multiple language skills are a plus.
  • Sales Skill

  • Demonstrate commitment
  • Solution selling focus
  • Drive and lead full Value Props and account planning.
  • Deliver a clear F5 value proposition positioning using whiteboard, Presentation, etc
  • Customized presentations using an advanced solution-based sales approach
  • Develop a trusted advisor status with key customers
  • Understand business requirements involved with technical account strategy
  • Produces Technical Value Propositions fluently
  • Comfortable presenting to small-medium audiences user groups etc.
  • Desired Experience

  • 8+ years related industry experience
  • 4+ years of pre-sales
  • Advanced written and oral communication skills
  • Advanced presentation skills
  • Advanced Account Management Skills
  • The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

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