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Director, Federal Systems Engineering

Company: DDN Storage
Location: Columbia
Posted on: November 23, 2020

Job Description:

OVERVIEW

DataDirect Networks (DDN.com) is a world leader in massively scalable storage. We are the leading provider of data storage and processing solutions and professional services that enable content-rich and high-growth IT environments to achieve the highest levels of systems scalability, efficiency and simplicity. DDN enables enterprises to extract value and deliver results from their information. Our customers include the world's leading online content and social networking providers, high performance cloud and grid computing, life sciences, media production organizations and security & intelligence organizations.

JOB DESCRIPTION

We are currently seeking a player/coach to lead a Pre-sale Systems Engineering organization.



Job Summary:



We are seeking a Director level role to lead a team of US based Systems Engineers (SE) to perform highly technical pre-sales activities in our Federal and Department of Energy businesses (DoE). This position provides technical expertise to Sales Account Executives (AEs) and technical coaching, mentoring, day to day management and priority setting to the SEs in the organization.



The ideal candidate will have great presentation skills and knowledge of the storage industry. This position will design solutions and proposals to meet customer-defined specifications, help customers define solutions, provide proof-of-concept (POC) and Benchmark support. The successful candidate will also provide regular written reports to management on status, progress and issues and be willing to travel domestically and occasionally internationally. This role will be responsbile for driving the hiring, mentoring and coaching of the SEs on the team and interface with the international SE teams to help develop synergies across the entire organization. The candidate will also interface with the Deployment and Professional Services organization to ensure a smooth transition between solution design and the subsequent solution deployment.



The Candidate will have at least 15 years of relevant technical System Engineering experience in pre-sale or a closely related field and be recognized by peers in the industry as having an impeccable track record and credentials.



Responsibilities for this role include but are not limited to:

* Lead a team of 15-20 highly technical pre-sale system engineers.

* Support HPC, AI/ML cloud, content & media sales in Federal and DoE markets.

* Assist closing new business opportunities by gaining a thorough technical and business understanding of clients' needs and helping sales qualify, identify, and close new opportunities.

* Understand the sales process and how to utilize company resources to close business.

* Participate in customer-focused seminars, tradeshows, events, and training.

* Provide RFP responses, technical drawings, presentations, and recommendations.

* Acquire and maintain a thorough technical and procedural understanding of DDN Sales cycles, products/services and a thorough technical understanding of like industries.

* Develop innovative solutions to customers' business needs which are highly cost effective and meet the margin required by the business.

* Assist DDN AEs in qualifying customer deals.

* Manage customer relationship post-sale, including strategy to close repeat business.

* Help develop products, process and procedures to facilitate engagements.

* Create blueprint solutions for implementation within the DDN sales offerings and driving consistency within the SE team and across peer teams.

* Create pre-sales processes and procedures to optimize the effectiveness and efficiency of the organization.



Qualifications for this role are:



* Great people and presentation skills.

* Knowledge of the storage industry and its key solutions.

* BS or work equivalent in Computer Information Systems.

* Deep knowledge of networking concepts; NAS protocol levels (CIFS, NFS, SMB, etc...) and ability to integrate and trouble shoot at all layers of OSI model. Specifically, deep knowledge of the Network and Data link, as well as Session and Application layers of the OSI stack.

* Ability to Multitask and develop innovative solutions for client needs.

* The ability to listen, understand and articulate the customer's needs and how to create appropriate solutions.

* The ability to build strong relationships both with the team and across the organization.

DDN CORE CHARACTERISTICS

DDN has a very strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities:



Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives.

Success/Achievement Orientation - Delivers quality results consistently. Targets, achieves (or exceeds) measurable results. Sets challenging goals, focuses on critical priorities, and is accountable.

Problem Solving - Recognizes problems and responds with a systematic assessment that identifies and addresses cause of issue. Practical, realistic, and resourceful.

Innovative - Builds and improves key business processes that enhance the effectiveness of DDN. Generates new ideas, challenges the status quo, and solves problems creatively.



DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, transgender, sex stereotyping, sexual orientation, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

Keywords: DDN Storage, Baltimore , Director, Federal Systems Engineering, Executive , Columbia, Maryland

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