Job Purpose
The SE will act as a subject matter expert for IDS Connectivity products and partner closely with sales directors in pursuit of revenue-generating opportunities. Under special circumstances, the SE may also need to perform certain Sales Director responsibilities as we focus on our customers’ needs and pursue a ‘team-first’ mentality.
Responsibilities
- Understand and translate the client's requirements to qualify, develop and help close new opportunities to meet sales objectives (monthly/annual targets for both new signature sales and annual revenue)
- Provide opportunity qualification, solution design, architectural diagrams, RFP responses, technical presentations, as well as ensuring all proposed solutions can be delivered and supported by ICE’s designated operations teams
- Develop close relationships with clients’ technical teams to ensure a clear and consistent line of communication throughout the pre and post sales phases
- Educate prospective clients on industry standards and best practices relating to financial and low latency connectivity utilizing ICE Connectivity products and services
- Possess a deep technical understanding of the global ICE Data Services Connectivity product portfolio
- Ensure all proposed solutions are technically viable, meet the customer’s requirements and provide maximum benefit to our business. Deliver and maintain technical documentation to support customers and support teams
- Commitment to ongoing learning about infrastructure technologies and key selling points of the business’s products; expertise in ICE Group products, related technologies, market structure and capital markets trends
- Build strong relationships internally with sales, relationship managers, product, and support groups with a ‘team-first’ mentality. Prepare implementation plans and transition product/service/solution to appropriate delivery teams.
- Provide post-sale assistance to ensure the successful realization of all benefits conveyed during the pre-sales process
- Provide internal product management teams with customer feedback and recommendations for product enhancements; consult on sales campaigns and enhancements around Go-To-Market.
- SEs are expected to work from their designated ICE office location a minimum of three days per week to collaborate with their peers and support their ongoing training and development
- SEs spend the majority of their time working closely with their global SE peers, regional sales directors, account managers and product/commercial teams
- SEs are expected to be able to multitask and handle multiple items of work at any one time; also balance fluctuating demands on their time that are driven by the requirements of their customers, the business, and the expectation to meet sales objectives
- Successful SEs continuously problem-solve and can work both creatively and autonomously to efficiently meet their objectives in the required time frames
- Overnight business travel may be required; expectation should be, on average, once every six months, based on the needs to the accounts and regions the Sales Engineer covers
Knowledge and Experience
- 5 years of relevant industry experience, with a minimum of 3 years within a pre-sales environment
