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Solution Engineer - APAC

Upstream Security

Upstream Security

Sales & Business Development
Singapore
Posted on Tuesday, April 9, 2024

Solution Engineer - APAC

  • Sales
  • Singapore
  • Full-time

Description

Upstream is looking for a talented full-time cyber solution leader to join our Customer Success Management team in APAC, focusing on leading Upstream solutions and engagement with smart mobility and automotive players.

As a Solution Engineer you will focus on driving growth and leading technical discussions throughout the entire lifecycle of the account - from presales, to delivery and postsales.

You will be responsible for engaging with prospects and customers, global and regional partners (SIs/MSSP/technology partners), delivering presentations, product demos and training to convey the value of Upstream’s technology and solutions.

You will work closely with the sales, product and delivery teams to articulate the company’s unique value, cutting-edge technology, and product portfolio.

In this role, you will also be responsible for maintaining and strengthening the relationship with counterparts and key stakeholders, identifying customer pain-points and devising a plan of action to address them.

This role is full-time and based in Singapore. It requires availability to travel frequently and willingness to work with prospects and customers across APAC.

Responsibilities

  • Effectively communicate with prospects and customers to convey information concerning the technical and business benefits of Upstream’s products.
  • Gather requirements, discover customer challenges, design solutions, conduct presentations and product demos, run technical workshops, work with customers, partners, sales and customer success teams to conduct POVs, technical/architectural discussions, and product evaluations.
  • Demonstrate high customer satisfaction levels and results; actively work to improve the overall customer and partners (MSSP, SIs, technology partners) experience.
  • Lead RFx processes, and define technical needs for POV and deployments.
  • Build strong rapport by utilizing related skills and assisting customer needs.
  • Act as a liaison between the technology and engineering teams (based in HQ) to the sales team to ensure that the product and services meet customer needs and are well presented during the different sales activities.
  • Actively manage ongoing engagements with existing customers and PoV projects with prospects. This includes effective resources coordination and allocation, day-to-day management of activities, executive progress reviews, training, etc.
  • Build a long-term relationship with counterparts and stakeholders on the customer side, based on trust, respect, technical appreciation and a tireless strive to improve the experience.
  • Echo customer voice across other teams..
  • Effectively and resolve customer challenges related to our products or services to ensure continued customer loyalty.
  • Be up to date with the Upstream product roadmap to be able to expose it to the customers when needed.
  • Work to identify and develop value creation and upsell opportunities.

Requirements

  • 5+ years of solution engineering, project management / CSM experience, Solution Architecture, Sales Engineer, or other relevant roles.
  • Deep technical knowledge of cybersecurity and data integration domains and the ability to keep up with new technologies.
  • Proficiency in producing high-quality presentations, documentation, and training materials
  • Proven track record of working with partners to drive sales and deliver cybersecurity solutions
  • Experience with cloud environment (AWS, Azure, Google Cloud or other) deployment
  • Exceptional customer service skills
  • Excellent presentation and communication skills, with the ability to convey complex technical concepts to both technical and non-technical audiences
  • Proven project management abilities such as building a project plan, status reviews presentations, PoV plan, etc.
  • Bachelor’s degree in Computer Science or related field
  • Familiarity with Enterprise SOC - preferred
  • Understanding of the automotive market - preferred
  • Training and product onboarding experience - preferred
  • Fluent verbal and written communication in English (Business level) is a must, Mandarin and other languages are a big advantage

Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.