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Principal Sales Engineer - Security Solutions

Company: NeuStar
Location: Sterling
Posted on: August 10, 2019

Job Description:

Neustar, Inc. is a leading global information services provider driving the connected world forward with trusted, holistic identity resolution. More information is available at https://www.home.neustar.

Job Requisition:R-2584 Principal Sales Engineer - Security Solutions (Open)Primary Location:STERLING - RT3Job Description:

Job Purpose:

Reporting to the Director of Solutions Engineering, Enterprise SEs are expected to assist the sales organization in achieving quota by providing pre-sales technical support with activities such as requirements analysis; product and solution presentations over the phone, online collaboration tools, or in person; RFP/RFI responses; and solution design documentation.

Additionally, Senior Solutions Engineers provide technical guidance to the sales team and provide input to other groups within Security Services, such as Product Management, Marketing, Support and Engineering.

Enterprise SEs must have excellent written and oral communication skills. The ideal candidate will possess the ability to comprehend business requirements and influence customer decisions based on achievement of technical objectives. The ability to determine the best strategy in selling to a customer based on the customer's business vs. technical nature is a must.

Responsibilities/Key Tasks:

So here's what a typical day (or month or year) in the life of an Enterprise SE looks like:


  • Establish and maintain strong relationships throughout the sales lifecycle, with a focus on scoping solutions within the existing technical capabilities while still delivering on and enhancing the account strategy.
  • Understand and anticipate customer goals and challenges and map those back into Neustar Security product portfolio.
  • Design innovative solutions to address these challenges, build those solutions on our platform and present customized demonstrations back to the customers.
  • Be able to present Neustar's service capabilities to both technical teams as well as business-oriented members within customers/prospects, leveraging a consultative style in interactive forums.
  • Present Neustar technology infrastructure, including demonstrating deep familiarity with hardware, software, networking and security stack.
  • Participate in the right training to acquire and maintain the knowledge necessary to be effective.
  • Contribute to the client acquisition and solution adoption through articulate demonstrations and consultative solution development.
  • Detail oriented with exemplary organization and communication skills (written, verbal, white boarding and presentation) balanced with equally strong listening, interpersonal and relationship-building skills.
  • Attain quarterly and annual objectives that you will define collaboratively with your manager.
  • Function effectively in a fast-paced high-energy market segment and successfully balance multiple projects in a team-selling environment.

    Qualifications/Education Requirement:

    Technical Skills:

    • Complete understanding of Internet addressing and routing principles, including Border Gateway Protocol (BGP) and IP Anycast.
    • Comprehensive understanding of cybersecurity principles, tools and methodologies.
    • Understanding of network architectures and topologies as well as HTTP/HTTPS and other Internet protocols including their performance characteristics.
    • Comprehension of network architecture and various platforms (Unix, Linux, Windows, Mac O/S, virtualization, various VOIP systems, etc.).
    • Knowledge of multi-tier network architectures and equipment (switches, routers, caches, traffic distributors, firewalls).
    • Advanced knowledge of web hosting infrastructures, including web application servers, database architectures, APIs, and traffic shaping tools.
    • Advanced understanding of public DNS design principles, DNS platforms such as BIND, and the DNS protocol itself.
    • Comprehension of web application design and technologies (e.g. HTML element and object types, JavaScript, AJAX, Flash).
    • Business Skills:
    • Demonstrated ability to present to a customer's business pain vs. technical pain.
    • Ability to uncover and understand detailed customer requirements and pain points through consultative active listening and questioning approach.
    • Proven ability to adapt approach to arrive at a creative solution for the customer's needs and environment.
    • Be the sales 'hat' of the account team that also has a deep technical acumen.
    • Exemplary communication skills - oral and written - with extensive presentation experience and proven track record of effective collaboration with internal teams such as Product Management, Engineering, Marketing.
    • Pre-sales Professional Services consulting experience with demonstrated ability to scope customer needs and effectively present to PS team.

      Education/Requirements:

      • 8+ years of experience as a pre-sales Solutions Engineer in the cloud computing, network infrastructure or cybersecurity fields. Prior DNS, DDoS Protection, IP Intelligence and Web Performance experience preferred. Other equivalent fields considered such as online commerce, web/application hosting, Internet security etc.
      • Bachelor's Degree with Computer Science or Information Technology degree preferred.
      • Relevant technical industry certifications, such as Security+, Network+, CEH, CISSP desired.
      • Highly motivated self-starter with strong initiative - ability to work as part of a team to solve business and technical problems in varied political environments.
      • Proven Solutions Engineering (Pre-sales) experience, selling into the world's largest enterprises and organizations.
      • Proven understanding of the sales process.
      • Strong working knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook, Visio).
      • Working knowledge of Salesforce.com a plus.

        Neustar does not accept unsolicited resumes from external firms or agencies. Neustar will not be responsible for placement fees associated with unsolicited resumes.

        DIVERSITY

        Diversity, inclusion and teamwork are second nature to Neustar; and these values permeate our entire business structure. Neustar is committed to creating an environment where a wide spectrum of opinions and beliefs are actively sought, listened to and respected. Further, our talented workforce draws from the many geographic areas and markets in which Neustar operates worldwide, which represents a distinct competitive advantage. The rich and varied personal and professional backgrounds of our employees make Neustar a dynamic and rewarding company at which to build a career. We invite you to join us.

        EOE of Minorities/Females/Vets/Disability

        Neustar, Inc. considers all applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, or status as a Vietnam-era or special disabled veteran in accordance with federal law and other state and local requirements. Neustar, Inc., complies with applicable state and local laws prohibiting discrimination in employment and provides reasonable accommodation to qualified individuals with disabilities in accordance with the American with Disabilities Act (ADA) and applicable state and local laws.

Keywords: NeuStar, Sterling , Principal Sales Engineer - Security Solutions, Engineering , Sterling, Virginia

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