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Sales Engineer - Enterprise Accounts in Falls Church, VA at Kastle Systems

Date Posted: 12/5/2018

Job Snapshot

Job Description

Kastle Systems is the leader in managed security, with a track record of introducing innovative technologies to serve over 460M square feet of real estate globally. Clients span the commercial and multifamily real estate, education, and construction industries and the customers they serve. With delivering a world class customer experience driving everything we do, Kastle’s mission is to be our customers’ best service provider and to make their security the most effective, efficient, and convenient it can be. Kastle's integrated security solution, including access control, video, and remote video monitoring, significantly reduces costs and improves the critically important 24x7 performance for building owners, developers and tenants. We are proud to say that our people are the industry’s best and we work hard to create a culture that provides a compelling career for talented individuals.

Kastle’s Enterprise Accounts business unit, which serves national, corporate clients with offices throughout the country, is looking for an experienced technical sales engineer. The qualified candidate should possess strong technical understanding (IT network, active directory/LDAP, video technology, SaaS software and hardware technology implementation, mobile applications, and electrical engineering) of Kastle’s products and security industry’s technology overall, and deep appreciation of our clients’ business needs around security.  The qualified candidate must also possess proven ability to solve complex technology challenges, combined with exceptional presentation skills and rapport to provide technical advice to internal and external clients.  The qualified candidate will be largely external-client facing, accompanying and supporting Enterprise Accounts’ sales team as pre-sales technical-knowledge expert to aid in selling Kastle’s solutions.  

In addition, the qualified candidate will be able to understand prospect / customers’ solution requirements, and help them validate those requirements against Kastle’s products, identifying technical risks and providing mitigation strategies when needed (solution-selling with technical knowledge). The candidate will also ably communicate prospect and existing customer needs/product feedback to Kastle’s product management, marketing and sales teams/leadership.

This position requires up to 50% travel.

Responsibilities

  • Bring strong customer-focus mindset to the role to provide expert advice based on technical knowledge to customers, prospects and Kastle sales and product team members as a trusted advisor.
  • Participate in technical discussions and security reviews as the primary source to address all specific technical questions from external and internal clients, including client’s IT and security teams, around Kastle’s products.
  • Perform client and prospect product presentations and demonstrations (both in-person and virtual).
  • Proactively guide customers through their product options and prescribe appropriate solutions based on customer’s needs.
  • Work with sales team members to help design security solutions for proposals, including physical access controls system, video surveillance and visitor management (Kastle’s solutions). Solution design requires reviewing floor plans / construction drawings.
  • Identify any custom technical requirements and coordinate as necessary with product / internal Kastle teams.
  • Assist and be the primary source to address (write up) technical sections for RFP/RFI and vendor assessments for new and existing clients.
  • Share sales and product insights and feedback to product management to facilitate new features and updates.
  • Utilize Kastle’s Microsoft Dynamics CRM and other internal tools for up to date client communication and information management and record keeping.
  • Handle special projects and duties as assigned.

Qualifications

  • Bachelor of Sciences degree (engineering/computer sciences) or equivalent combination of education and experience required.
  • Minimum 3-5 years of experience as a ‘technical’ sales engineer or solutions engineer with a B2B technology / physical access control systems company required.
  • Deep understanding of Internet (IP, routing, network, security, active directory, etc.) required. Technical understanding of Access Control Systems, video/CCTV technology and electrical engineering a definite plus.
  • Ability to develop strong, trusted relationships with clients and key contacts, with strong desire for excellent customer assistance required.
  • Proactive attitude to solving challenges/problems, having demonstrated initiatives in prior work experiences.
  • Strong leadership and self-discipline skills to own and lead all technical aspects of the sales process.
  • High level of competency and proficiency in CRM, customer support / ticketing software, and Microsoft Office Suite applications.
  • Excellent writing and verbal skills. Experience creating detailed technical proposal and implementation plans. Writing samples will be requested.
  • Excellent organizational skills – ability to simultaneously manage multiple opportunities / tracks of follow up meetings/communications.
  • Ability to interface and communicate with clients and co‑workers in a clear and professional manner.
  • Available and flexibility to work long hours as needed to complete urgent and required responsibilities.
  • Ability to work well under pressure.
  • Clear speaking voice and excellent telephone/web conference manner.
  • Neat, professional appearance.
  • Must possess a valid driver's license, satisfactory driving record, and a car. It will be an ongoing requirement of the position that a valid driver's license be maintained, that their driving record satisfy Kastle standards (see handbook), and that required insurance, as determined by Kastle, be maintained at all times.
  • No history of criminal convictions. Must pass a pre-employment drug screening and must be at least 18 years of age to apply.
  • Must be a U.S. citizen.
  • Must be willing to travel extensively as required - (up to 50% of time expected)

Kastle Systems is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected Veteran status.