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Field Sales Engineer

Primary Location Tokyo, Tokyo Additional Locations Date posted 04/09/2019
Apply Now Job ID: JR0015297

About this Role
As part of the ongoing growth of McAfee, the McAfee Pre-Sales Organisation is on an upward growth trajectory –
helping to transform and mature the Software Security Market. The opportunity that is before us will need the
best Security Professionals – and that is exactly who we are looking for - the right individuals to help lead this
growth, be a part of the transformation and to ensure our customer experience is outstanding.

Description:
As a Security Sales Engineer (SE), you will play a critical role in partnership with your sales account manager(s) to
create a solution architecture and proposals that meets or exceeds the customer’s requirements. You will be
required Lead and engage throughout the sales lifecycle from discovering the customer’s needs, writing proposals,
solution demonstration, architecting solutions, building the customers trust and leading the proof of concept to
gain the technical win. Your sales focus will be aligned with our Global 2000/Fortune 500 accounts. You will also be
required to work in collaboration with your direct SE Manager and Regional sales directors to contribute to sales
strategy and team initiatives that create a pipeline, customer excellence and best practices on technical wins.
Core Responsibilities:
• Own the solution sales activities within the sales process to gain the technical win and the customers’ trust
• Participate in solution led sales calls and prospect visits, qualifying the customer’s requirements
• Gather requirements, develop use cases, and fully understand the client's business needs and constraints
• Be able to present the “Threat Defense Lifecycle” and how this solves the customers’ need and outcomes
• Provide exemplary technical expertise on customer product and solution demonstrations
• Create unsolicited solution proposals and ensure it meets or exceed the customer’s requirements and is fit for
the intended purpose
• Ownership of the technical or solution response to RFIs/RFPs and orchestration of the virtual teams to help
deliver a comprehensive consultative response
• Present a solution proposal to the customer, demonstrate how we solve the customer’s requirements and
how this aligns with the customers’ outcomes and differentiate from the competition
• When required, lead the proof of concept from engagement, ownership of all activities and orchestration,
through to completion
• Retain a competent level of knowledge and technical hands-on experience across McAfee products, solutions
and sales proposition
• Keep abreast of security trends and industry analysts reports and leverage this knowledge to drive technical
sales wins
• Play a pro-active "Technical Account Management" role within your target accounts including building a
trusted relationship, monitoring/managing customer issues in partnership with support, expand the existing
footprint and drive competitive displacements
• A mentor for SEs and a team player, sharing best practices, providing feedback to product
• Technical account lead for Customer Executive Briefing events
• Support customer beta activities and early adopter programs
• Update and maintain the technical SE activities within Salesforce system
• Participate in the Global Presales Enablement program, through the delivery of formal classroom training
• Adhere to McAfee corporate guidelines and compliance 

Qualifications:
• Bachelor of Science in Computer Science, Computer Engineering or related disciplines in security information
or Information technology equivalent, including one or more of the following: CISSP, CCNA, CISM / CRISC CCSK
– Certificate of Cloud Security Knowledge; VMware Certified Professional; VMware Certified Associate --
Cloud, VMware Certified Professional -- Cloud, and VMware Certified Advanced Professional
Preferred Experience, Knowledge, and Skills:
• At least 8+ years of proven Presales/System Engineering experience
• Has proven experience in one or more specialists’ fields below
• Managing Security Operations Center
• Software-defined networking
• Cloud and Virtualization
• Datacenter Operations
• Hands on experience and positioning of McAfee Products and solutions
• Network administration & management
• Network performance monitoring & analysis
• Enterprise Anti-Virus solutions or Network Security & Encryption solutions

Competency/Behaviors
• Technical Skills
Able to articulate and present the core sales propositions demo products, outline the architecture, solution
sizing, keep abreast of the competitive landscape and be able to articulate our differentiators over the
competition. Hands-on experience with McAfee solutions is preferred
• Communication Skills
Excellent written and verbal communication, interpersonal and presentation skills. Ability to function
effectively in ambiguous circumstances. Produces and shares intellectual property in the most productive
manner for various audiences and customers. Effectively works with Sales and cross-functional teams to
resolve major customer issues
• Solution Selling
Looks to qualify and clearly articulate the customer needs and outcomes. Considers (hardware, software,
solutions support, and services), that can be combined together to deliver a compelling solution that meets or
exceed the customer expectations; Experience working with SIs and Channel Partners
• Problem Solving
Takes responsibility for the problem statement, (customer, process, and solution), seeks the facts, works
interactively with the support, sales, services and channel counterparts to feedback to Specialist and
Enterprise Technology Specialist, etc. and makes logical recommendations to resolve the issue raised
• Influence and leadership
Influence expands to local sales regions, cross-functional teams and to Technical Directors
Contributes and shares responsibility on team goals and team outcomes. Keeps abreast of the local sales
performance metrics and participates in account planning activities Leads one local team initiative per year
that leads to a positive business outcome

Securing Your Digital World, McAfee believes that amazing things can be accomplished by diverse teams of
talented individuals. Share your talents with us in the dynamic security industry and experience the
meaningful, interesting work that is waiting for you.

The successful applicant will be subject to background checking. McAfee is an Equal Employment Opportunity
Employer. We celebrate diversity!

Shift:

Shift 1 (Japan)

Primary Location:

Japan, Tokyo

Posting Statement:

McAfee prohibits discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

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