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Title:  Global Accounts Solution Engineer, ASEAN



Requisition ID:  31954
Job Summary

Location: Penang, Malaysia (Home Office)


Job Summary

As a Solutions Engineer in NetApp's Global Accounts team, you are responsible for providing pre-sales support for selling NetApp's products and solutions. 

You will utilise your excellent technical and relationship building skills in working with vendors, partners and sales to ensure that optimum solutions are provided to customers.

In this position your overall focus areas will be in supporting and developing processes and systems for quick and thorough responses to customer RFP's, provide systems configuration recommendations, and apply your background and experience to deliver business solutions to technical problems. As a senior consultant, you would also need to direct and orchestrate additional specialists/resources into the specific account to achieve the sales objective.

Job Requirements

Essential Functions:
The essential responsibilities of the Solution Engineer, Global Accounts is to work directly with customers in pre-sales situations, and to work effectively across functions with other NetApp employees in Sales, Marketing, and Customer Service areas. 


Specific responsibilities include:

- Maintain peer relationships with technical architects in assigned account base

- Be proactive spotting opportunities for cross sell in assigned accounts

- Understand customer requirements and come up with most proficient technical solution to address customer needs

- Being able to influence customer requirements

- Working with assigned account manager(s) to respond to RFP's

- Collaborate with and enable partners to position our solutions

- Extensive whiteboarding to deliver NetApp product and solutions

- Defining customer acceptance criteria for 'try-and-buy' evaluation projects
- Deliver hands-on demos, evaluations and Proof-of Concept for required functionality

- Create and deliver solution proposals and being able to handle objections effectively

- Provide support for escalations and making sure Voice of customer is heard

- Travel to the prospective customer's sites as day to day function

- Good interpersonal communication and customer service skills are needed in order work successfully with prospects, customers, and cross functional teams to meet performance goals 

- Creative approach to problem solving


- Excellent presentation and public speaking skills.

- Excellent written and verbal communication skills.

- Strong aptitude for learning new technologies and understanding how to utilize them in a customer facing environment.

Responsibility & Interactions
- As a seasoned professional with a wide range of experiences, this individual uses professional concepts and company objectives to resolve complex issues in creative and effective ways.

- Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. 

- This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact. 
- Limited management supervision and direction is provided since this individual operates and drives results independently.
- The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects.


Education and Experiences
- 5 to 10 years of pre-sales experience in a similar environment is preferred

- Strong technical skillset in the infrastructure environment is a must. Additional skillsets below is highly desired,

  • Enterprise Applications – SAP HANA, Oracle DB, Solaris, RHEL, DB2, AIX and Scripting
  • Cloud – AWS, Azure, Azure stack, Google cloud, cloud native apps, Openstack ecosystem
  • DevOps and Automation – Chef, Puppet, Ansible, CI/CD, Dockers, Teamcity, Jenkins

- Hands-on experience in an enterprise environment is required
- Experience with colloborating and enabling the partners is a huge plus
- A Bachelor of Arts or Sciences Degree in Electrical Engineering, Computer Science, or equivalent is required. A Graduate Degree is desired.
- Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
- Specialized knowledge in breadth and/or depth.


Location: Penang, Malaysia (Home Office)

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