To go quickly, go alone. To go far, go together. As part of Axway, you’ll pursue your goals for professional and personal growth alongside the most capable, inventive, and dedicated minds in data integration technology. You’ll join us in promoting and perfecting the value of Axway AMPLIFY™, our groundbreaking hybrid integration platform that enables enterprises to seamlessly connect their people, systems, customers and ecosystems using industry-leading API, SaaS, Cloud, MFT, B2B, and Content Collaboration solutions. You’ll exchange ideas with a culturally rich global community of over 1,800 members who connect remotely or show up onsite in virtually every time zone on the planet. And you’ll have the support and camaraderie of your Axway leadership and colleagues to serve as a reminder that you’re not alone on your journey, and that every day, you’ve taken one more step forward. With Axway, you’ll go far because we’re better together.
Axway is seeking a senior pre-sales solutions engineer to join our North American sales team to assist supporting all elements of the pre-sales process.
The candidate will work in concert with the sales team responsible for eliciting and analyzing customer requirements and mapping those needs to Axway solution sets. The engineer will take ownership of the technical sales strategy and activities. The role requires strong presentation skills and must be capable of demonstrating the proposed solutions to prospects as well as internally to the presales organization and product group. The engineer will be specifically focusing on Axway’s solutions for full lifecycle API Management and other integration components to create broader value proposition and more differentiating value for prospects.
This position consists of approximately 50% travel and working with clients throughout North America. The rest of the time individual will work remotely and can be located in any major metropolitan area in North America.
Prepares and delivers presentations of the company’s solutions to all levels in the prospects organization.
Leads discovery workshop sessions to gather customer requirements and critical business challenges.
Creates solution vision and evangelize how solution addresses technical and business outcomes.
Develops customer facing assessment reports documenting current state and future state recommendations.
Manage and coordinate proof of concepts (POC’s). Develop POC plans with agreed use cases. Work with presales support teams to execute on the POC.
Responsible for delivering technical content for RFP responses.
Handles technical presentations at trade shows and conferences.
Stays current on the latest technology and contributes to the technical direction of the company while keeping a customer-centric approach.
Works with the sales team to define a technical sales strategy for each prospect.
Ensures proactive communication with customers to ensure customer satisfaction.
Acts as a mentor and may lead a team of pre-sales consultants on complex opportunities.
Communicates with sales and product management teams regarding customer initiatives.
Takes the lead in working with Solution Architects to define the complete customer solution.
Engages with customer’s senior IT and business managers to understand their requirements.
Safeguard Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.
Approximately 40% travel for on-site client meetings and technical workshops. Work from home when not travelling for client or other corporate business.
Ability to work in matrixed and multicultural teams.
Strong organizational and communication skills both written and verbal.
Highly motivated to learn new technologies and stay current with the product portfolio and industry trends.
Thought leader in the Business Line domain.
Compelling & comprehensive content producer.
Adept at mapping customer requirements to a solution approach.
Broad understanding of API integration patterns, EBS’s, mobile, cloud, on premise, and hybrid solutions.
Experience with EAI (Enterprise Application Integration), ESB (Enterprise Service Bus) and SOA (Service Oriented Architecture).
Experience with networking protocols and technology: TCP/IP, SMTP, FTP, HTTP, DNS, WAN, LAN, VPN, LDAP, Internet, Intranet, Extranet.
Vast knowledge around enterprise security, identity management, and best practices minimally including PKI, CA, SSL, S/MIME, AuthN, AuthZ, SSO, SAML, LDAP, OpenID, Multifactor, and OAuth.
Experience designing public and private enterprise secure services using Swagger, RAML and/or REST based APIs
Knowledge of Open Source architectures and/or past contributions to open source projects
Demonstrated experience managing and architecting for various technical integration projects end-to-end.
Working knowledge of on-premise and cloud-based infrastructures, devops and evangelism of best practices/standards
Experience driving technical workshops with the technical and business clients.
Minimally 3-5 years of work experience in similar roles most likely with a software/solutions vendor.
Must have a relevant University Degree or equivalent work experience
Experience with solutions deployment and/or presales in one or more of the following disciplines:
API Gateway or ESB implementations using products like Tibco ESB, Seeburger, IBM Gateways.
Application Program Interface (API) Strategy’s using products like Mulesoft, Apigee, and Layer 7 etc.
Desired Skills (Nice to have)
Experience in pre-sales or post-sale middleware implementation projects in financial services, healthcare, supply chain, or federal space with strong customer facing skills.
Presales or delivery experience with other vendor API solutions such as Mulesoft, Tibco, Layer 7, IBM, Software AG or Seeburger a plus.
Axway is an EEO and AA Employer