ob Summary The country System Engineer facilitates business and revenue goals by providing high-level pre-sales services to the sales force to enable Apple to sell and deploy solutions, for the Mac, iPhone and iPad. Pre-Sales activities for prospective and existing customers can include technical product expert presentations, the creation/demonstration of prototypes or solutions and technical account management. Sales support can encompass on site system engineering tasks (in technical areas such as administration, network architectural design, operating systems, software applications, data communications, computing environments, integration strategies etc), technical knowledge transfer or training and pre-sales consulting. The role includes channel readiness initiatives such as guiding, training and mentoring Apple's channel partners (incl. Carriers and System Integrators) technical pre-sales executives, for the Mac, iPhone and iPad.
• Pre-sales process: - Support different sales teams by providing pre-sales technical expertise on Apple products and technologies. This includes needs analysis, research and qualification, solution design and proposal, delivery planning and multi-vendor or partner interaction. • Support, as requested by direct manager, appropriate channel partners or phone operator(s) on specific large or strategic deals or initiatives requiring more in depth technology or solutions understanding. Communicate and present our technologies towards customers in seminars and – upon request and approval of direct manager – support the sales team in providing full broad-based technical expertise at the Executive Briefing Center during all Apple events, or for a set of local Reseller and Partners. • Technical Expert for the Region: provide answer on pre-sales technical questions from qualified Customers & Apple Channel Partners. Will architect solutions based on Apple products and technologies to address business, technical, educational and IT needs of the customer. At the highest level, assumes leadership role in analyzing customer requirements and providing technical knowledge/ systems integration. Accountable for the technical validity and interoperability of solution. • Build technical credibility in customer interactions. Identify and overcome technical sales obstacles, resolve new or complex technical issues through creative approaches leveraging the Subject Matter Experts, EMEIA System Engineer team, product sales and central product marketing teams as appropriate) and drive the technical side of the sales process. • Partner Enablement: Active participation in developing and delivering programs/mentoring/ workshops to enhance Partner's skills on Apple Products and solutions (iPhone, iPad & Mac) • Achieve and maintain highest levels of self-training to ensure significant technical knowledge and expertise not only on Apple products and technologies but also on the third party products and solutions appropriate to the Apple target markets. • Provide regular and adequate reporting of the technology adoption and opportunities (including technical qualification and documentation in Internal Systems and/or SFA)) • Must become and maintain the status of "Subject Matter Expert" in at least one key field of Apple related technologies and must demonstrate proficiency by passing relevant Apple certification or qualification at highest level. • Contributes to the creation of internal/external technical and sales materials (demos, white papers, technical briefs...) for direct use by the other Apple SEs and Apple technical team members. • Regularly provides content based on results gathered in the course of his work to contribute to the collective knowledge and increased product awareness. Offers specific technical expertise/advice to support the other System Engineers. • Identify, define, contribute and refine local and EMEIA-based pre-sales technical programs. • Must submit weekly reports with the appropriate level of information timely Key Performance Indicators – Quality of sales engagement resulting in sales or strategic impact within key markets – Ability to timely and efficiently bring projects and opportunities to technical conclusion – Proactive application of expertise and experience across the business – Achievement of agreed objectives and targets related to revenue or unit sales. Key Interactions • Country Manager • Local and central Sales / BDM team • EMEIA & WW Systems Engineering team • Apple Channel Partners • System Integrators • iPhone Carriers • Customer & prospects
• Able to demonstrate aptitude for handling technical-focused aspects of sales engagement including qualification, development, customer management, objection handling, escalation and closure. • Customer-needs focused, with good requirement Analysis experience. Objection handling – able to resolve technical hurdles to adoption • Good communicator and able to train and brief either in one-to-one or one-to-many situations, including up to C level or management executives. Ability to share enthusiasm and passion for area of expertise – technical mentor • Ability to communicate professionally in IT environments with strong presentation and demo skills. create and deliver compelling presentations and demonstrations. • In-depth technical knowledge and hands-on experience on Computer hardware/ Networking / Storage/ Operating Systems such as Linux, Unix (including scripting), MS Windows/ Mac OS X as well as mobile OS (iOS, Android, etc) • Up to date knowledge on configuring MS Exchange server/Active Directory/ LDAP/ Open Directory. • Open to learn and develop skills/ expertise in other domains/ areas • Self-motivated and a quick learner with a strong sense of initiative in identifying technical issues and propose solutions. • Technical knowledge on the integration of Apple's iOS or other mobile based solutions in heterogeneous environments would be valuable. • Team worker with Demonstration of personal initiative within and across functions, both in group and individual settings. • Excellent time and project management skills. - Excellent written and oral communication skills essential. Detailed oriented. • Must be self-sufficient, adaptable, deal with ambiguity and work well on a team • Fluent in local language and excellent command of English. Other languages a plus.