Solutions Engineer - UK Public Sector at Cisco

Job Description

Splunk seeks a highly motivated, outcome-focused individual to join our UK Public Sector Solutions Engineering team as a Solutions Engineer (SE). As a Splunk SE, you'll be a technical sales resource for the UKI Public Sector Sales team supporting our clients primarily in the Aerospace and Defence sector. You will be the authority regarding the technical aspects of our solutions and how they integrate within our clients' workflow and tooling.

SEs must be comfortable building rapport with their clients' technical staff, serving as trusted advisers within the accounts and partners that they support. To this extent, communication is key; your ability to communicate well and engage with the right people in the right way in a timely manner is crucial to this role.

The SE develops and owns technical proof activities to drive new and expansion opportunities, increase product usage, and generate new sales pipeline through workshops, office hours, and Q&A sessions.

In addition to providing technical guidance, Splunk SEs understand their clients' businesses well and can tailor their solution positioning to both a business and technical audience.

Responsibilities; I want to and can do these:

• Establish and own strong technical relationships within the territories you support.
• Own achieving the 'technical win'; moving opportunities from qualification to technical validation and into business validation.
• Develop technical activity plans to help the customer technically validate the Splunk products and services and achieve meaningful value outcomes post-sale.
• Partner with the Regional Sales Manager in in-person and remote meetings with customers to determine their needs and how Splunk can meet them.
• Support our clients through the buying process by running presentations, demonstrations, workshops and answering technical questions to validate Splunk as the right solution.
• Scope and run Proof of Concepts with clients to agreed success criteria and timelines.
• Work with our partners on joint selling of Splunk solutions to their customers enabling the partners on the Splunk solution set.
• Identify, document and plan to mitigate technical risks to accounts to prevent customer churn
• Ensure your knowledge and skills of Splunk solutions are up to date.
• Maintain timely updates on the state of your opportunities in Salesforce.

Attributes; this is who I am:

• Self-motivated; to research and learn to fill gaps in knowledge and provide the best buying experience to our clients.
• Innovative; in finding solutions to customer needs, proving integrations, and developing workshops and demonstrations.
• Passionate; in solving meaningful problems with data.
• Disruptive; work closely with the Solutions Engineering team and Solutions Engineering management to challenge, develop and continually improve working practices and processes.
• Curious; with a growth mindset and willingness to be coached.
• Adaptable; with the ability to shift to constantly evolving requirements.

Requirements; I've got or done these things in the past:

• Experience selling SaaS services or data solutions or working in a sales/commercial environment.
• Experience working with partners selling technical solutions.
• Outstanding communication skills with the ability to communicate clearly and appropriately in meetings, phone calls, emails, RFPs, and when submitting reports, both externally with customers and internally.
• Strong presentation and demonstration skills with an ability to use stories effectively.
• Ability to actively listen.
• Good organisational, prioritisation and time management skills.
• Experience working in or for UK public sector organisations.
• Required Technical Knowledge; Yes, I've got these:
• Linux or Windows knowledge
• Basic network connectivity troubleshooting
• Infrastructure as a Service platforms: AWS, GCP and/or Azure
• IT architecture concepts such as High Availability, Disaster Recovery
• Highly Desirable Knowledge and Experience; I have some or all of these too:
• UK Security clearance
• Experience of working in the aerospace and / or defence sector
• Domain knowledge in any of: security operations, observability, DevOps, IT operations, big data or log management.
• Experience writing and using regular expressions.
• Experience coding in Python.
• Experience working with REST APIs.
• Experience with container and container orchestration technology.