Principal Sales Engineer - SME

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Principal Sales Engineer - SME – Federal Government

The Principal, Sales Engineer SME is a highly blended position requiring an ability to communicate effectively in Sales, Support, Strategy and Technical language. The Sales Engineer SME has a unique technical expertise & knowledge of BlackBerry Critical Event Management Software and Services.  You will articulate & evangelize BlackBerry’s value proposition to our named accounts driving holistic adoption throughout the Federal Government space.  This is a critical role where you will be heavily engaged with customers and therefore you will need to be highly credible in complex technical discussions with customers and partners.

In return for your talent and enthusiasm we will provide you with an attractive compensation, commission and benefits package and exciting engagements to work on. You could thrive in a dynamic environment, working alongside outstanding colleagues. In short, you bring the talent, and we provide the environment with tools and resources for you to succeed, win big and accelerate your professional growth and development.

 The Sales Engineering SME is responsible for connecting the internal teams and strengthening our relationships with current customers, and opening doors to new customers by participating in every aspect of the Federal Sales team.  The SE SME’s goal is to become a bridge between the Sales, ARM, Product, Customer teams – further improving retention and growth throughout the Federal Government customer base.  The SE SME will maintain a close and positive relationship with his/her internal and external customers.  The goal is to ensure all customers are enthusiastic references and are highly satisfied with the product and our services. This is done through in-person development at the customer site, and participation with the Account Relationship Management team in their customer facing support.  The measuring criteria below will help to ensure this goal is met. 

• Identify evolving needs and requirements for the Federal Customers.
• Increased growth within already established Federal Government accounts.
• Increased new logo sales thru participation in winning strategies and proposals.

The many hats of the Sales Engineer SME:

Sales Activities

• Own and respond to bids, including running the Proof of Concept (POC) from inception to close.
• Participates in technical proposal responses for RFQs/RFIs
• Visit customer sites to learn customers’ current product use and discover ways to increase retention and expansion on accounts.
• Perform product demonstrations and presentations at customer and partner sites
• Provide technical expertise and knowledge of the BlackBerry solutions to named accounts and partners in both pre-sale and post-sale capacities.
• Participates in product demonstrations, and translates product capabilities into practical customer specific-use cases, further expanding opportunities and sales strategies
• Represent BlackBerry AtHoc at Industry events as a Product Expert and Speaker at company road shows & events.
• Refine and research technical requirements of each sales opportunity by working closely with internal teams & the customer in the design and implementation of BlackBerry software and services.

Account Retention

• Attends meetings with the Account Relationship team and customer as needed.
• Help ensure effective cross-functional team (internal & external) engagement from Pre-Sales to Post-Sales.
• Partner with extended internal teams to build comprehensive account plans, ensuring long term customer influence & achievement of sales goals.
• Resource for ARM team in response to customer issue resolution and reacts accordingly for quick resolution, or work-around solutions until full resolution is met
• Participates as a part of the “Trusted partner” model, working alongside the customer’s team of Sales/ARM/Support professionals, improving and expanding on the relationship with pivotal customer representatives
• Communicates complex technical issues to non-technical audiences

Internal Facing Activities

• Communicates customer requirements to Product Management and Customer Advocacy/Success teams
• Build, maintain and support technical labs for use in technology demonstrations and training by internal and external stakeholders.
• Participates in Product Management sessions for new releases
• Participates in product usage and adoption sessions
• Participates in weekly Operations meetings
• Works with the Account Relationship Manager during challenging account implementations ensuring appropriate