VDC Product Specialist
Team Description & Purpose of Role
The VDC Product Specialist team provide the following core functions for opportunities which are led by computing services:
o Being the technical evangelists of the VDC portfolio of products both internally and externally.
o Helping customer and partners solve any technical queries.
o Translating customer requirements into feasible, standard, repeatable, and scalable technical designs that can be delivered and supported within the standard Interoute VDC capability set.
o Qualification of sales opportunities defining the appropriate direction to take with the opportunity.
o Ensuring that once opportunities are accepted that they are progressed and sales receive maximum support and delivered in a timely manner.
o Discussing customer requirements with prospects and highlighting to the product organisation non-standard requirements that may impact the solution or may require the help of the Enhanced Computing business unit.
o Capture and share best practice knowledge between the team.
o Costing of the designed customer solutions using standard tools.
o Be the ‘go to’ experts on the VDC product set. Able to answer questions that are feature, benefit and technology based. A strong core understanding of Information Technologies is required, with a strong emphasis on computing technologies.
o Assisting the Cloudstore Product team with innovative ideas and features requests to drive the development of the product forward.
Working as a part of our VDC Product Specialist team, the team is key to delivering genuinely valuable product solutions that our customers rely on.
o Good general understanding of all Interoute’s standard VDC products and how they can fit into a Solution.
o Suggest scope of the customer engagement, with attention towards clear and well-defined objectives and success criteria.
o Recognise key competitors in their respective specialization and recommend sales & design approaches to win deals against them.
o Track new technologies and vendors; utilise this knowledge to win deals or drive development.
o Track ICT market news and analyst reports; utilise this knowledge to win deals or drive development.
o Take a holistic approach to a Solution; owning technical design and encompassing a good understanding of support processes and structure (e.g ITIL).
o Understand Sales strategies (e.g. Miller Heiman) and provides advice to a Sales team on what solutions would progress a deal or enhance a relationship.
o Take the lead in selling supportable technical solutions to meet our customers’ requirements
o Ensure that each opportunity is: Appropriately designed, following the standard guidelines.
o Appropriately costed to ensure that all costs (equipment and people) are taken into account
o Achievable in both a technical or operational sense
o Documented to a level of detail where the customer and Interoute are clear on what is being provided and how the in-life service management engagement will work before an order is signed
o Provide active feedback into the product management function for Unified Computing to influence product roadmap, and development and partnership strategy
o Provide training for the sales organisation on new products and capabilities
o Provide demonstrations of the platforms to end-users and at company events/trade shows.
o Giving webinar based sessions to potentially large audiences.
o Answering product based questions to remove any objections to a sale.
o Demonstrable pre/post sales consultancy and design experience in a Cloud Service Provider or Hosting Provider.
o Demonstrable Experience of selling cloud & traditional hosting services to multinationals and the private sector
o Experience acting in a technical design authority role for Cloud computing solutions.
o Demonstrable understanding of the following technologies, but not limited to;
o SAN, NAS and Object based storage technologies.
o Storage replication technologies, I/O profiles, tiering and workload, RTO and RPO demands.
o Virtualisation Hypervisor technologies and related technical concepts.
o Microsoft Windows and Linux operating systems.
o Data Centre networking fabrics, architectures and related technologies.
o IPVPN routing (including VRRP/HSRP).
o Security appliances and architectures including Firewalls, Load balancers, Global Traffic Managers, and Intrusion Detection/Prevention systems.
o Enterprise backup and monitoring systems.
o Public cloud platforms such as Amazon Web Services or Microsoft Azure.
o Demonstrable understanding of networking utilising the following technologies:
o IP Addressing, Subnet masks & basic routing principles
o Layer 2 networks including VLANs & STP
o Firewalling, IPS, Global Load Balancing & DDOS mitigation
o Knowledge of MPLS networking would be advantageous
o Demonstrable understanding of storage technology utilising the following technologies:
o CIFS / NFS / iSCSI / FC
o Data management & replication (sync & async)
o Tiered Storage
Demonstrable understanding of disaster recovery and the impact it has on solution design.
o Strong cloud and hosting services technical background.
o Strong sales and customer focus.
o Strong inter-personal and people skills.
o Excellent presentation, verbal and written communication skills.
o Ability to manage and prioritise multiple objectives and issues at the same time
o Ability to build strong cross-departmental business relationships and team work across multiple countries working in a matrix structure
o Self-motivated with good organisational and communication skills, including presentation skills for in-depth customer engagement
o Fluent English, French/Dutch additional European language desired.