Partner Sales Engineer - Strategic Alliances-SAL000164
Danaher Company Description
Arbor Networks is a leading provider of network security and monitoring solutions for global networks. Its customers include over 70 percent of the world’s ISPs and many large enterprises. Arbor solutions deliver best-in-class network security and visibility, along with the power to improve profitability by deploying differentiated, revenue-generating secure services. By employing flow-based and deep packet inspection (DPI) technologies, Arbor solutions measure and protect the entire network — from the service provider core to the broadband edge.
Arbor Network is an equal opportunity employer and committed to diversity in its workforce. Arbor Network recruits qualified applicants and makes all employment-related decisions based exclusively on job-related qualifications, without regard to characteristics such as race, color, national origin, religion, gender, age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity, or any other status protected by law. EEO M/W/D/V
Description
In this role, the Partner Sales Engineer for Strategic Alliances will be responsible for supporting sales and driving technical enablement for Arbor Network’s Strategic Alliance partners. This position will be held accountable for helping the Partner team achieve specific indirect sales revenue goals as well as perform agreed upon major business objectives designed to further company-wide business goals as defined by the Director of Partner Sales Engineering. This position may require 40-60% travel including international travel.
The Partner Sales Engineer for Strategic Alliances responsibilities will include each the following:
• Work with the Director of Partner Sales Engineering to establish and implement a plan for strategic partner enablement, as well as create or adjust all necessary partner enablement content.
• Work with the Patners team to recruit and develop strategic channels along the lines of Arbor’s Partner Program with a focus on delivering sales growth.
• Drive Arbor products’ sales enablement for strategic partners including accessing of needs, initial knowledge transfer, ongoing training, partner certification, lab support, trial support, implementation and professional services support.
• Detailing/presenting Arbor’s products features, operation, support services and outlining the resulting value propositions to strategic partners and, eventually, their customers.
• Manage the technical relationship with Arbor’s Strategic Alliance partners during the sales process and any deployments of Arbor equipment. This includes maintaining relationship with technical contacts within the partners, keeping account information up to date in Arbor’s CRM system, and driving their attendance at relevant sales, sales engineering, and product management trainings and meetings.
• Educate and leverage Arbor’s CSE, Global and Regional SE teams to support strategic partner initiatives including new product introductions (NPI), go to market strategies, beta programs and initial customer engagements.
• Production of partner sales collateral including presentations, ROI tools, use cases, white papers, implementation and maintenance guides.
• Responding to RFP/RFI/RFQs in coordination with our strategic partners.
• Installing and managing customer technical evaluations of Arbor's products in conjunction with strategic partners.
• Providing detailed/timely product feedback and feature requests to product management.
• Architecting and recommending specific deployment solutions of Arbor products with strategic partners.
• Troubleshooting and resolving product issues discovered during the trial or implementation process.
Qualifications
• Minimum of 10 years Sales Engineering experience for a data network vendor or network security company including both presentation and hands-on responsibilities.
• 3 years of sales engineering experience working in an indirect sales model is required.
• Proven track record of enabling strategic partners in selling and supporting new products is required. A previous role as OEM Sales Engineer or equivalent is preferred.
• Proven track record of helping drive business through OEM partnerships is preferred.
• Experience as an instructor for networking or security technologies is preferred.
• Strong security background with knowledge of Firewall, IDS, IPS, Virus, Internet worms, DDoS, and network exploits is required.
• Hands-on background in TCP/IP, routing topologies and protocols including BGP4 and MPLS is required. Knowledge of other routing protocols such as OSPF, ISIS, and RIPv2 is preferred.
• Network management understanding or experience (SNMP, RMON, OpenView, Unicenter, Tivoli, Netcool) is preferred.
• Understanding of Access control and authentication infrastructure is preferred.
Danaher Corporation Overview
Danaher is a Fortune 200, NYSE-listed, science and technology leader that designs, manufactures and markets innovative products and services to professional, medical, industrial and commercial customers. Our premier brands are among the most highly recognized in each of the markets we serve. The Danaher Business System provides a foundation to our 63,000 associates around the world, serving customers in more than 125 countries. In 2012, we generated $18.3 billion of revenue from five reporting segments: Test & Measurement, Environmental, Dental, Life Sciences & Diagnostics, and Industrial Technologies. For more information please visit our website: www.danaher.com.
Please Note: The Comms Group will not accept un-solicited resumes. We only will pay a fee for candidates submitted or presented where there is a signed recruiting agreement in place with Tektronix Communications, Arbor Networks, Fluke Networks or VSS Monitoring prior to the submittal and it must be signed by the VP, Talent Acquisition and the resume must be submitted to a specific requisition that the agency was invited to work through our vendor management system. In the case that a candidate is submitted or presented to one of these companies by a recruiting agency without a signed agreement, Tektronix Communications, Arbor Networks, Fluke Networks and VSS Monitoring reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiting agency.
Organization: Arbor Networks
Job Function: Sales
Primary Location: North America-United States-CA-San Jose
Schedule: Full-time
Danaher Company Description
Arbor Networks is a leading provider of network security and monitoring solutions for global networks. Its customers include over 70 percent of the world’s ISPs and many large enterprises. Arbor solutions deliver best-in-class network security and visibility, along with the power to improve profitability by deploying differentiated, revenue-generating secure services. By employing flow-based and deep packet inspection (DPI) technologies, Arbor solutions measure and protect the entire network — from the service provider core to the broadband edge.
Arbor Network is an equal opportunity employer and committed to diversity in its workforce. Arbor Network recruits qualified applicants and makes all employment-related decisions based exclusively on job-related qualifications, without regard to characteristics such as race, color, national origin, religion, gender, age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity, or any other status protected by law. EEO M/W/D/V
Description
In this role, the Partner Sales Engineer for Strategic Alliances will be responsible for supporting sales and driving technical enablement for Arbor Network’s Strategic Alliance partners. This position will be held accountable for helping the Partner team achieve specific indirect sales revenue goals as well as perform agreed upon major business objectives designed to further company-wide business goals as defined by the Director of Partner Sales Engineering. This position may require 40-60% travel including international travel.
The Partner Sales Engineer for Strategic Alliances responsibilities will include each the following:
• Work with the Director of Partner Sales Engineering to establish and implement a plan for strategic partner enablement, as well as create or adjust all necessary partner enablement content.
• Work with the Patners team to recruit and develop strategic channels along the lines of Arbor’s Partner Program with a focus on delivering sales growth.
• Drive Arbor products’ sales enablement for strategic partners including accessing of needs, initial knowledge transfer, ongoing training, partner certification, lab support, trial support, implementation and professional services support.
• Detailing/presenting Arbor’s products features, operation, support services and outlining the resulting value propositions to strategic partners and, eventually, their customers.
• Manage the technical relationship with Arbor’s Strategic Alliance partners during the sales process and any deployments of Arbor equipment. This includes maintaining relationship with technical contacts within the partners, keeping account information up to date in Arbor’s CRM system, and driving their attendance at relevant sales, sales engineering, and product management trainings and meetings.
• Educate and leverage Arbor’s CSE, Global and Regional SE teams to support strategic partner initiatives including new product introductions (NPI), go to market strategies, beta programs and initial customer engagements.
• Production of partner sales collateral including presentations, ROI tools, use cases, white papers, implementation and maintenance guides.
• Responding to RFP/RFI/RFQs in coordination with our strategic partners.
• Installing and managing customer technical evaluations of Arbor's products in conjunction with strategic partners.
• Providing detailed/timely product feedback and feature requests to product management.
• Architecting and recommending specific deployment solutions of Arbor products with strategic partners.
• Troubleshooting and resolving product issues discovered during the trial or implementation process.
Qualifications
• Minimum of 10 years Sales Engineering experience for a data network vendor or network security company including both presentation and hands-on responsibilities.
• 3 years of sales engineering experience working in an indirect sales model is required.
• Proven track record of enabling strategic partners in selling and supporting new products is required. A previous role as OEM Sales Engineer or equivalent is preferred.
• Proven track record of helping drive business through OEM partnerships is preferred.
• Experience as an instructor for networking or security technologies is preferred.
• Strong security background with knowledge of Firewall, IDS, IPS, Virus, Internet worms, DDoS, and network exploits is required.
• Hands-on background in TCP/IP, routing topologies and protocols including BGP4 and MPLS is required. Knowledge of other routing protocols such as OSPF, ISIS, and RIPv2 is preferred.
• Network management understanding or experience (SNMP, RMON, OpenView, Unicenter, Tivoli, Netcool) is preferred.
• Understanding of Access control and authentication infrastructure is preferred.
Danaher Corporation Overview
Danaher is a Fortune 200, NYSE-listed, science and technology leader that designs, manufactures and markets innovative products and services to professional, medical, industrial and commercial customers. Our premier brands are among the most highly recognized in each of the markets we serve. The Danaher Business System provides a foundation to our 63,000 associates around the world, serving customers in more than 125 countries. In 2012, we generated $18.3 billion of revenue from five reporting segments: Test & Measurement, Environmental, Dental, Life Sciences & Diagnostics, and Industrial Technologies. For more information please visit our website: www.danaher.com.
Please Note: The Comms Group will not accept un-solicited resumes. We only will pay a fee for candidates submitted or presented where there is a signed recruiting agreement in place with Tektronix Communications, Arbor Networks, Fluke Networks or VSS Monitoring prior to the submittal and it must be signed by the VP, Talent Acquisition and the resume must be submitted to a specific requisition that the agency was invited to work through our vendor management system. In the case that a candidate is submitted or presented to one of these companies by a recruiting agency without a signed agreement, Tektronix Communications, Arbor Networks, Fluke Networks and VSS Monitoring reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiting agency.
Organization: Arbor Networks
Job Function: Sales
Primary Location: North America-United States-CA-San Jose
Schedule: Full-time