Pre-Sales Engineer
Arrow Electronics
Total years of experience :18 years, 3 Months
Arrow Electronics is an American Fortune 500 company headquartered in Centennial, Colorado. The company specializes in distribution and value added services relating to electronic components and computer products with 22 billion revenue .
Duties and Responsibilities:
•Providing Pre-Sales activities including POCs, Demos and technical assistance.
•Making delivering technical presentations and demonstrating to help customers understand how a product meets their needs.
•Planning of sales strategies, the positioning in contrast to the competitors and the demonstration of the business.
•Provide the meeting with C-level executives, IT, IT security and engineers.
•Tailor and demonstrate a prospect specific solution presentation or pilot project that precisely meets the needs of the prospect.
•Traveling to visit potential clients when required.
•Traveling to deliver technical session enablement for Partners.
•Providing technical write-up, Technical and Commercial proposals.
•Managing RFI/RFPs and client qualifications, Provide responses to RFPs,
•Providing professional trainings and product education for partners and customers.
•Developing long-term relationships with customers, through managing and interpreting their requirements.
•Supporting marketing activities by attending trade shows, conferences and other marketing events.
•Work with the marketing department, feeding back market intelligence and identifying opportunities to create competitive advantage through pricing, product positioning, PR, case studies, white papers etc.
•Meeting regular sales targets and coordinating on sales projects.
•Searching for new leads who might benefit from company products or services and maximizing client potential in designated regions.
•Calculating customer quotations and administering their accounts.
•Negotiating and closing sales by agreeing terms and conditions.
Delivering POCs, Provide Pre-and-Post sales technical consulting to prospective customers and channel partners.
• Organize meetings with customers to determine technical and business requirements and ensuring that all needed information is collated to design a solution.
• Provide technical leadership during the sales process by demonstrating the product features including potential uses, product capabilities and benefits to customers.
• Managing RFI/RFPs and client qualifications, provide responses to RFPs, Provide technical writing.
• Working with delivery teams and project managers to leverage follow-on business from one delivery engagement to another.
• Identify new Enterprise accounts through effective new business development and account management.
• Discuss and demonstrate business benefits and value to a customer of a technical solution, Translate technical and business requirements into cost-efficient solutions.
• Meeting regular sales targets and coordinating sales projects.
• Ensure effective coordination and support between account teams and supporting
technical resources.
• Travel to prospects and clients to meet key contacts and lead technical design process
discussions to present solutions, Manage and grow the sales pipeline.
• Manage very high revenue based opportunities commercially to meet revenue and
margin growth strategies.
• Work with Product Management and Marketing to help define / refine sales messages
and ensure sales packages are developed and messages communicated to sales team.
• Negotiating tender and contract terms and conditions to meet both client and company
needs.
• Providing advice on the management of projects and making sure the quality standards
are met.
• Development, configuration, integration, testing, optimization, implementation and
debug.
• Design and perform server and security audits, system backup procedures, and other
recovery processes in accordance with the company’s disaster recovery and business
continuity strategies.
• Create a detailed work plan which identifies and sequences the activities needed to
successfully complete the project.
Provide technical architecture design, analysis, development and enhancement.
• Meeting with clients to determine requirements.
• Take on the role of a security auditor, working with clients to assess whether or not the
client is compliant with contractual security requirements or security best practice.
• Clarifying a client's systems/networks specifications, understanding their work practices
and the nature of their business.
• Serve as project lead via management of end to end system life cycle development of
major projects.
• Traveled onsite to resolve customer issues when they couldn't be resolved over the
phone.
• Research and develop testing tools, techniques, and process improvements
• Deliver training for customers and other consultants.
• Maintains security by monitoring and ensuring compliance to standards, policies, and procedures conducting incident response analyses; developing and conducting training programs.
• Participate in project tenders and involved in the working group for the tender submission response.
• advise senior managers about how to plan their future IT needs.
• Provide support for quality assurance testing and defect resolution.
• Responsible for staying on competitive analyses and understanding differentiators
between the company and its competitors.
• Documentation of solutions to ensure support teams and other consultants can
participate in support and development.
• Representing Proficient professionally in both client and team situations.
Apply and keep track of all the hardware and software acquired by the company.
• Ensure project results match client requirements.
• highlight strengths and weakness of a hardware system or software packages which
the client has opted for his organization.
• Preparing documentation and presenting progress reports to customers; organising
training for users and other consultants.
• Consults with program/project management to develop appropriate technical
solutions.
• Helps the clients in buying software and hardware products from the companies with
best prices in the industry and guides them in negotiation.
• Installed various enhancements to the server to improve the working of the system.
• Advise on options, risks, costs vs. benefits, impact on other business processes and
system priorities.
• Provides support for ongoing and recurring IT security audits of system.
• Defining objectives for projects.
• Writing reports and documentation.
• Compiling and presenting information.
• Manage resolution of system and network issues for clients.
• Researches and provides information on technical trends.
• Identifying potential clients and building and maintaining contact.
• Advise on options, risks, costs vs. benefits, impact on other business processes and
system priorities.
•Responsible for diagnosing, troubleshooting, and resolving hardware, software, and other network and system problems, and replaced defective components.
•Maintained and administered computer networks and computing environments including computer hardware, systems software, applications software, and all configurations.
•Operated master consoles to monitor the performance of computer systems& networks, and to coordinate computer network access & use.
•Designed, configured & tested computer hardware, networking software & operating system software.
•Recommended changes to improve systems and network configurations, to determine hardware or software requirements
•Gathered data to identify, predict & evaluate system & network requirements.
•Configured, monitored &maintained email applications & virus protection software
•Trained network users about how to solve existing system problems.
•Monitored network performance and provided input for adjustments
•Performed data backups and disaster recovery operations