דרושים Field Representative ב-United States, California, Sunnyvale

• Bachelor's degree in a technical field, or equivalent practical experience.
• 8 years of experience in program management.
  
• 8 years of machine learning work experience.
  

• 8 years of experience managing cross-functional or cross-team projects.
• Experience in any one of the following; deep learning framework (e.g., TensorFlow, PyTorch, or JAX), or deep learning compiler or kernel development.
• Experience with cloud-based ML platforms and infrastructure.

• Bachelor's degree or equivalent practical experience.
• 7 years of sales experience in the technology industry with SaaS, PaaS or IaaS products and platforms.
• Experience engaging with accounts, selling a portfolio of products at C-level.
  

• Experience with commercial and legal negotiations working with procurement, legal, and business teams.
• Experience promoting Google Cloud computing technologies to organizations across geographies.
• Ability to influence decisions at the executive level.
• Ability to collaborate across organizational boundaries, build relationships, and import and export talent and ideas to achieve a broader organizational goal.
• Ability to present analyses and break down technical concepts into simple terms to present to technical and non-technical audiences.

• Bachelor’s degree in Computer Science, Engineering, a related technical field, or equivalent practical experience.
  
• 5 years of experience in a customer-facing role working with stakeholders, driving customer technical implementations or transformation programs.
  
• Experience supporting customers in cloud operations (e.g., launch or capacity planning, product release management), technical support, escalation management, or IT consulting.
  

• MBA or Master’s degree in a Management, Technical, or Engineering field.
  
• Experience translating business requirements into technological solutions.
  
• Experience in application or workload migration to public cloud providers.
  
• Experience collaborating with teams, groups, business units, channel partners, systems integrators, and third-party developers to deliver high-impact solutions.
  
• Understanding of IT operations, database systems, networking, IT security, application development, service architecture, cloud-native application development, hosted services, storage systems, or content delivery networks.
  
• Excellent written and verbal communication, presentation, problem-solving, and client management skills.
  

• Bachelor's degree in Computer Science, Mathematics, a related technical field, or equivalent practical experience.
• 8 years of experience with cloud infrastructure (hardware shapes, sizes, auto-scaling, auto-provisioning, etc.), working with infrastructure as a service, platform as a service, or software as a service.
• Experience coding in Python, bash scripting, and using OSS frameworks such as TensorFlow, PyTorch, Jax, etc.
• Experience building and operationalizing machine learning models.

• Experience with containerization, K8s, Kubernetes on cloud.
• Experience with running MLPerf benchmarks.
• Experience with performance profiling tools (i.e., Tensorflow profiler, PyTorch profiler, Tensorboard).
• Experience designing, architecting AI compute clusters.
• Ability to debug distributed training/inferencing code running.
• Experience training and fine tuning models (i.e., image, language, segmentation, recommendation, genomics) with accelerators.

• Bachelor's degree or equivalent practical experience.
• 2 years of experience in program or project management.
• Experience driving New Product Introduction (NPI) for hardware programs or electrical manufacturing builds (e.g., PCBA, accelerators, equipment, racks, switches, optics).

• 2 years of experience managing cross-functional or cross-team projects.
• Experience in supply/demand planning.
• Experience with hardware bill of materials (BOMs), process documentation, and assembly and test processes.
• Experience driving and qualifying hardware or machine learning equipment through data centers.

• Bachelor's degree or equivalent practical experience.
• 7 years of experience with quota-carrying cloud or software sales, or account management at a Business-to-Business (B2B) software company.

• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across multiple industries, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C-level relationships and influencing executives.

In this position, you will be supporting all operational functions of the full Renewal Sales cycle. This includes interfacing, guiding, educating, supporting & transacting with Customers, Field Sales Reps, Inside Territory Account Managers, Channel Partners & Distributors on all levels of Renewal opportunities. This person will be the main point of contact for all Commercial/Mid-Enterprise Renewals in a specific assigned territory within the United States. Position located at HQ in Sunnyvale, CA.
Position Description

• Assist Customers, Sales, Partners & Distributors directly by phone & email with Security & Support (FortiGuard & FortiCare) license Renewals for both current and expired contracts
  
• Support and assist Customers, Sales, Partners & Distributors with full Renewal Sales cycle including:
  • Generating install base asset reports via the Renewal Tracking System, generate quotes, assist with re-quoting, create proactive upsell quotes, enforce management of Salesforce Renewal opportunities to assigned Sales Reps, assist with product refresh/upsell data & tracking, Trading up, ELA/ESA data support (Enterprise Agreements), EOS/EOL data (End of Support), RMA troubleshooting, general Renewal expertise knowledge share etc.
    
• Manage inbound renewal email alias to vet and complete requests within allotted SLAs
  
• Manage inbound Renewal inquiries via Lead record & inbound Renewal calls to corporate phone line
  
• Utilize Salesforce CRM, Renewal Tracking System, and FreshDesk Ticketing system daily along with all necessary applications to manage and optimize sales of Renewal opportunities
  
• Train new hire Sales reps on Renewal process & best practices on an as needed basis
  
• Cross functional/in person interaction on premises with HQ teams such as- Product Marketing, Finance, IT, Order Management, Customer Support, Enterprise Agreement team, Pricing, Marketing & Sales to ensure alignment on renewal processes
  
• Prioritize workload in order to meet all KPIs, goals and objectives. Staying proactive and productive throughout day on daily tasks and updating renewal opportunities
  
• Meet Daily/Weekly SLAs & maintain high Customer Satisfaction ratings
  
• Quota carrying position tied to territory Renewal goals

Skill Requirements

• Intermediate level of expertise using Salesforce, MS Excel, MS Word & MS PowerPoint
  
• Must have an effective, confident and professional demeanor in conducting telephone and email communications

• Extremely high attention to detail, analytical & comfortable in a numeric/data driven environment
  
• Thrives working in a fast paced/high revenue environment, demonstrates a high sense of urgency
  
• Must be customer service forward, self-starter, fast learner & team player
  
• Ability to maintain a positive, flexible & professional attitude towards customers and co-workers
  
• Ability to "think outside the box", troubleshoot proactively & accordingly with “Go above & beyond” mentality

Required Skills, Experience & Education

• Bachelor's degree or relevant work experience
  
• 1+ year of Renewals, Sales or Operations experience (preferably in the B2B tech industry)
  
• Track record of meeting monthly, quarterly or annual individual or team quotas
  
• Has knowledge of commonly used terminology & products within the Cyber Security field
• Understanding of B2B Channel Sales & Direct Sales motions
• The Renewal Representative is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $63,700 - $82,400 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.