Solutions Architect Application and Network Security

Job Description:

Senior Solutions Engineer, Networking & Advanced Security

Why will you enjoy this new opportunity?

Our Networking and Advanced Security Technology Stack brings multi-cloud capability to life, allows for application modernization, and provides a workforce solution that enables employees to work from anywhere with secure, frictionless experiences. We serve as true business partners to our customers (both internal and external). If you are passionate about driving digital transformation, we have a top-of-the-line technology stack that will allow for you to create those experiences within your designated customer ecosystem. This business segment is dynamic cross functional work environment – if that sounds like something that you’d like to be a part of then this is the team for you!

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Leverage your technical expertise and social skills to join sales campaigns, establish trust with customers and drive adoption of VMware Network Security Solutions.

• Within 90 days of employment, you will sharpen your technical knowledge, learn from your buddy, shadow your peers in customer / partner meetings, build your network internally and with the ecosystem.
• Within 120 days, you will take a more active role in customer meetings, deliver presentations and demos, articulate business outcomes, assess customer requirements, size and design solutions addressing their needs. You will also further deepen your knowledge through additional training and hands on labs.
• Within 12 months, you will be autonomous in being a technical specialist on Network & Security opportunities, scaling the business for our Center of Excellence team, enabling peer engineers on our solutions, and driving adoption and repeat business. You will have showcased strong and active collaboration with extended engineering and sales teams in the territory you support and be recognized as a subject matter in your domain. You will also contribute to scaling our business through the partner channel.
  
  

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Work closely with the VMware Core Sales, Systems Engineering, and the VMware channel partner network during sales cycles and opportunities development
• Meet customers to promote VMware value proposition and solutions to help accelerate their digital transformation and provide deep dives on VMware’s Networking and Advanced Security solutions.
• Lead the technical engagement to drive opportunity to closure. This may involve assessing current customer environment and growth plans, delivering technical workshops, demos and/or proof of concepts, organizing reference calls, establishing a multi-year roadmap, completing a solution design, contributing to RFI/RPF responses.
• Learn to be a trusted advisor in the eyes of the customer
• Effectively coordinate and partner with CoE (Center of Excellence) Technical leads to drive deep technical validation of our technologies
• Drive lead generation activities to build pipeline and identify new opportunities to expand within existing customers to achieve and surpass revenue quota targets while securing wins at reference accounts.
• Develop & execute on a plan to enable our field teams and channel partners to sell VMware solutions
• Partner with VMware Engineering and Product management teams to prioritize customer feature requests into our future product roadmap.
• Collaborate with our support engineers, customer success, technical account managers and Professional Services organization to drive successful customer adoption of VMware Networking and Advanced Security Solution
  
  

What is leadership like for this role? What is the structure and culture of the team like?

• Each Solutions Engineer is a thought leader for NSX Security within their territory, and a key supporter of the team. The Solutions Engineer on this team are given the freedom and support to evangelize their business leveraging the unique expertise they bring to the organization.
• The leadership organization serves in support of the individual contributors in their mission, recognizing inhibitors to success, and helping them overcome barriers to their objective.
• Engagement is key, as management expects each Solutions Engineer to be a key contributor and supporter of the development, advancement, and thought leadership in the markets they support.
  
  

Senior Solutions Architect Application and Network Security

A VMware Solution Architect at Broadcom, in the Application and Network Security division, primarily focuses on designing and selling support for the deployment of our Security and Application Delivery Controller (ADC) solutions. We act as genuine business partners to our customers, both internal and external. If you are enthusiastic about driving digital transformation, we have a cutting-edge technology stack that will enable you to create exceptional experiences within your customer ecosystem. If this sounds like something you’d like to be a part of, then this is the team for you!

Responsibilities:

• Customer Engagement: Initiate and drive customer dialogues to understand their requirements and objectives.
• Technical Expertise: Provide technical pre-sales support to sales teams, including solution scoping, high-level and low-level design, and technical due diligence.
• Solution Development: Develop and articulate solutions that address customer pain points and map to their end-state requirements.
• Proposal Preparation: Assist in preparing quotations and proposals, ensuring that solutions meet customer needs and regulatory considerations.
• Collaborative Work: Work closely with engineering, product, and R&D teams to convey customer feedback and influence product roadmaps.
• Proof of Concept: Lead and conduct Proof of Concept (POC) evaluations to demonstrate the viability of proposed solutions.
• Market Representation: Represent the company’s solutions in the marketplace and at relevant communication events.
  
  

Helping our customers see the value of the solutions they have purchased and support them in deployment with the help of our services team.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

Leverage your technical expertise and social skills to join sales campaigns, establish trust with customers and drive adoption of VMware Application and Network Security Solutions.

• Within 90 days of employment, you will sharpen your technical knowledge, learn from your buddy, shadow your peers in customer/partner meetings, and build your network internally and with the ecosystem.
• Within 120 days, you will take a more active role in customer meetings, deliver presentations and demos, articulate business outcomes, assess customer requirements, and size and design solutions addressing their needs. You will also further deepen your knowledge through additional training and hands-on labs.
• Within 12 months, you will be autonomous in being a technical specialist on ANS Security opportunities, scaling the business enabling peer engineers on our solutions, and driving adoption and repeat business. You will have showcased strong and active collaboration with extended engineering and sales teams in the territory you support and be recognised as a subject matter in your domain.
  
  

Ideal Qualifications:

• Experience: Typically, 8-12 years of technical or solution experience in relevant fields, including at least 4 years of security experience.
• Technical Skills: In-depth knowledge of network virtualisation, cloud-based solutions, and specific technologies such as Citrix, VMware, and HyperV.
• Communication Skills: Strong ability to interact positively with various teams and customers, demonstrating excellent communication and presentation skills.
• Certifications: Relevant technical certifications, such as HPE Networking Certifications, are often preferred.
• Project Management: Experience managing technical projects and delivering solutions in complex IT environments.