Solutions Engineer - Service Providers

The Netskope Solutions Engineer - Service Providers is a strategic pre-sales role at Netskope. The SP Solution Engineer has a wide array of responsibilities focused on expanding our strategic Global Service Provider partner ecosystem.

As an SP Solutions Engineer, you will work closely with your account executive to embed Netskope technology into your partner’s advisory, implementation, and managed services offerings. You will leverage your technical expertise on the Netskope portfolio to ensure your partner can successfully obtain, onboard, and support new customers.

This role requires a business-level understanding of how Global Service Providers do business, the vendors they work with and the key metrics they measure themselves by.

Responsibilities

Build meaningful relationships with our Partners:

• This includes leveraging in-person, video conferencing, and any other medium applicable to stay closely connected to our Partners.
• Build relationships spanning all the way from Engineers to Executives.

Educate and Evangelize:

• You will proactively educate our Partners on the Secure Service Edge and SASE transformation and how Netskope is uniquely positioned to help them be successful.
• You will train Partners on Netskope leveraging both the Netskope Academy, online curriculum, self-developed content, and your own knowledge.
• You will actively engage with a Partner’s sales team to drive Netskope's business and promote Netskope as the leader in Cloud Security.
• You will closely track, manage and promote Netskope Certifications and Accreditations across the Partners you focus on.
• You will also assist in building the Netskope Prime program, recruiting new members, and contributing content to that program.
• Pitch-Demo-POV: You will be instrumental in making sure our Partners are able to effectively (and independently) Pitch, Demo, and run a POV on Netskope. This starts with making sure we have developed all the resources they need. You will be instrumental in helping to build that content.

Netskope Practice Development:

• In this role, you will also leverage your technical expertise on the Netskope platform and portfolio to develop practices within our Partner Community. These practices should directly lead to and ensure our partners can land, onboard, and support new customers.

Technical Advocacy:

• As a Solutions Engineer - Service Providers, you are the technical Partner advocate within Netskope.
• You will connect partners with sales, engineering, product management, Customer Support, and Customer Success as well as other groups required to ensure our mutual success.

Program Management:

• To be successful, you must have discipline running your business.
• You will need to track, report, and analyze the progress being made and make sure key metrics are being met.
• You will also be responsible for promoting new programs, managing existing programs, and reporting on the progress being made on a monthly, quarterly and annual basis.
• You will quantitatively show that the Channel is adding value to our business.

Job Requirements:

• 7+ years of success in a similar role working for a vendor or a partner
• 7+ years of direct pre-sales experience
• A proven track record of building successful relationships with at least one Global Service Provider such as BT, Orange or Telefonica.
• Broad understanding of security, networking, proxies, authentication, and Internet fundamentals
• Hands-on experience across a wide array of technologies
• Strong understanding of how to navigate large Partner organizational structures
• Strong understanding and experience of Cloud Security from one or more vendors
• Demonstrated ability to lead cross-departmental collaboration on strategic initiatives
• Demonstrated ability to develop and execute on large, complex SaaS solution opportunities
• Experience managing and building executive-level relationships
• Excellent communication and follow-up skills and very engaging interpersonal skills
• Excellent writing and documentation skills
• Strong skills presenting in person and remotely
• A strong understanding of business metrics used by vendors and Partners
• A very high sense of urgency and ownership to “make stuff happen and get stuff done” (MSH/GSD)
• Minimum Education: Bachelor’s Degree in Business, Engineering or Computer Science and/or equivalent work experience
• Ability to travel as needed and as permitted by local health and safety laws
• Spanish language fluency

Education:

• Bachelor’s (BSc) degree or higher preferred.

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