Sales Engineer, FN Technology Solutions

Company Overview:

With over 20 years in the managed IT services industry, First National Technology Solutions (FNTS) is a leading provider of flexible, customized hosted and remotely managed services. Operating a state-of-the-art data center and offering customized solutions and best-of-breed technology, FNTS is a nationally recognized leader in managed IT services.  With a classic Midwest culture, FNTS employs an expert team who place high value on work ethics and personalized customer service.

FNTS is a subsidiary of First National of Nebraska Inc. (FNNI), a $20 billion multi-state holding company headquartered in Omaha, Nebraska, with a strong heritage of banking excellence that dates back more than 150 years.

Job Description:

The Sales Engineer is responsible for working with the Sales Executive to provide technology solutions to clients.  The SE Develops technical solutions for customer requirements based on existing FNTS product offerings.  The Sales Engineer also assists the Client Executive solution new opportunities within the existing account base to ensure customer retention and grow those accounts. 

Key Responsibilities:

1. Develop technical solutions for customer requirements based on existing FNTS product offerings

Routine Tasks:

• Understand technical requirements of customer.
• In depth understanding of FNTS products.
• Work with other engineers to create solutions for customers.
• Act as a liaison between members of the sales team and the FNTS technical, service delivery, and project teams
• Work with vendors to create solutions for customers.
• Documents & analyzes data, pricing, value proposition, and ROI analysis

Improvement Goals:

• Be abreast of all FNTS product offerings.
• Ability to learn and become a subject matter expert on assigned FNTS products, FNTS solutions, partner products and partner solutions.
• Know our vendors and bring into design meetings as necessary.

Educational Goals:

• Study and learn our product offerings in their entirety.

2. Assist Sales Account Executive in closing new business.

Routine Tasks:

• Understand Organizational structures and identify key technical contacts of customers.
• Foster multiple technical contacts in accounts for our product offerings.
• Educate prospects on FNTS products.
• Present technical solutions to prospects based on their needs.
• Create an inventory of the prospects infrastructure and maintain as necessary.
• --- Log account information in SalesForce
• --- Interprets lead/customer's technical requirements.

Improvement Goals:

• Assist Account Executive in developing a strategy for key accounts to achieve sales quotas.
• Look for areas our current product offerings can be improved.

3. Assist in the Development and Implementation of account penetration plans

Routine Tasks:

• Help the Client Executive Identify key accounts where we could drive new business.
• Develop strategies and plans for key accounts and identify the technical opportunities.
• Identify technical contacts in each account.
• Assist Client Executive in developing the technical solution including pricing of FNTS' services.

4. Promote and maintain quality perception of FNTS in the marketplace.

Routine Tasks:

• Create quality supporting materials for proposals to ensure the proposed solution is understandable by the customer and meets their needs.
• Review proposals with Sales Executive or Client Executive to ensure proposals meet the customer requirements.
• Participate in tradeshows and seminars - project a professional image.
• Maintain relationships with Business Partners and IT organizations as assigned.
• Present and participate in FNTS webinars and education endeavors

5. Manage current accounts and up-sale of FNTS products.

6. Interprets lead/customer's technical requirements.

7. Maps lead/customer business objectives, challenges, and technical requirements to FNTS products and solutions.

8. Provides expertise & consultation to lead/customer to optimize solution.

9. Supports RFI/P/Q preparation as requested by Sales Rep.

10. Completes product overview and demonstrations ensuring solutions tie back to lead/customer's business objective, helps overcome their challenges, and meets their technical requirements.

11. Act as a liaison between members of the sales team and the FNTS technical, service delivery, and project teams.

12. Completes sales certification and accreditations for major partners and resellers

Required Qualifications:

• College degree (Associate's-level or higher) required
  • If no college degree (Associate's level or higher) obtained, can accept equivalent industry experience (two [2] years), in lieu of degree
• Minimum of four (4) years of design, development, or maintenance of IT systems required
• Good computer skills with word processing, spreadsheets, Visio and contact management software
• Excellent customer service skills and interpersonal skills in working with customers
• Deep technical expertise for one or more of the disciplines that form the cornerstone of FNTS business
• High-level understanding of cloud, IaaS, PaaS, network design, systems design, hardware and software specifications, network connectivity
• Ability to provide lead customer meetings and tours
• Experience / Knowledge of Managed Services, Cloud Services, Digital Transformation, Security Services, Mainframe, and/or iSeries
• Possesses basic industry knowledge and familiarity with the competitive landscape Collaboration / Communication
• Supports RFI/P/Q preparation as requested by Account Team

Additional Qualifications:

• Minimum of two (2) to five (5) years of experience of sales engineer experience preferred
• Minimum of five (5) years of experience in a technical discipline preferred
• Ability to present solutions to prospects preferred
• Excellent organizational and problem-solving skills preferred
• Detailed understanding of products offered by FNTS preferred