About Norseman

With offices located in Elkridge, MD, Norseman Defense Technologies (NDT) is an information technology solution integrator/consultant based in Elkridge, MD. Norseman has over 30 years of experience in delivering value to Federal Government entities by providing best-in-breed IT hardware, software and data center solutions with a focus on exceeding expectations. Norseman’s employees support a wide range of vendor solutions, providing both sales and engineering support.

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Norseman Defense Technologies is a small business Value Added Reseller (VAR). We solve customer issues through solutions that include the sale of Information Technology (IT) hardware and software products to a multitude of agencies, including Navy, Air Force, Army, DISA, Civilian, and the Intelligence Community (IC).

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POSITION OVERVIEW

The Pre-Sales Engineer (PSE) supports sales productivity and deal flow by securing the “technical close” in complex solutions, as well as the initial development of those solutions to support new capabilities, challenges, or issues being experienced by our perspective customers. The PSE collaborates with sales, service, engineering, and technical support resources to ensure proposed deals include technical solutions that accurately address customer needs and are appropriately supported by key customer technical decision-makers.

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The PSE directly reports to the NDT Director of Engineering. The PSE is also matrixed to the sales manager responsible for the sales team(s) supported.

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JOB RESPONSIBILITIES

• Works deals assigned to the sales team supported, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by the sales manager

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• Proactively scopes the technical solution required to address customer requirements, assesses customers’ met and unmet needs, and recommends solutions that optimize value for both the customer and the firm

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• Secures input from all necessary solution stakeholders within the customer firm. Adapts solutions, as necessary, to ensure appropriate support

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• Coordinates closely with internal sales, sales support, and service resources to align solution design with customers’ business requirements

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• Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”

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• Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported

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• Provides coaching and professional development to team-member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills

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• Opportunistically pursues additional business development opportunities within customer firms

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• Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure

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• Coordinates with represented manufacturers to stay abreast of offered technologies, as well as awareness of technical pipeline.

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• Performs technical writing in support of solicitation responses including; Request for Information (RFI), Request for Quote (RFQ), Request for Process (RFP), and technical whitepapers

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QUALIFICATIONS

• Four year college degree from an accredited institution or equivalent technical training preferred
• Minimum six years of engineering experience in a business-to-business, large/strategic customer segment; or
• A record of achievement and technical solution expertise in a comparable role
• Product certification, engineering credential, or equivalent technical credentials
• Proficiency with productivity tools such as the MS Office Suite
• Must be local to or within driving distance of Annapolis Junction Maryland
• Knowledge of Intelligence Community programs and preferred technologies
• Active security clearance preferred is TS/SCI with polygraph.

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• Equal Opportunity Employer/Veterans/Disabled