Pre Sales Consultant

Job description

Summary

Gemalto's Enterprise & Cybersecurity division creates some of the worlds' best and most innovative products in the Identity and Data Protection space. The Pre-Sales Consultants work closely together with Regional Sales teams to transform customer requirements into real-world solutions using the products, skill and expertise within Gemalto's team.

In this position, you will provide expert product and technical knowledge across a range of Enterprise Encryption Security Solutions, such as Hardware Security Modules, Encryption, Key Management and Data Protection products.

You would be tasked with understanding a prospect's business and technical need for encryption or cryptographic solutions and then describe, design and demonstrate a solution built around Gemalto's market-leading products. The role will give the consultant experience in integration with other market leading solutions broadening their cybersecurity knowledge.

The position will primarily be focussed on the UK & Ireland territory but may require occasional travel throughout EMEA.

Duties and Responsibilities

We are looking for someone enthusiastic and ambitious to join our talented UK Pre-Sales team. As a member of the team you would be working with a fantastic portfolio of Data Protection solutions, but would have a particular focus on our market-leading Encryption, Key Management and Data Protection products.

You'll work closely with our sales team to meet prospects and customers to gather information on their need for encryption or cryptographic solutions. Through discussions and meetings with technical counterparts you will work to understand their environment to be able to communicate the features and benefits of our various products and how they can meet the needs of the particular use-case.

Once the initial discovery is complete you would lead (and be actively involved in) the Proof of Concept phase of the Sales engagement. Often, we endeavour to provide some sample code to help the prospect get quickly up to speed with our solution, and so you will need to be hands-on and it would help if you were comfortable creating small code samples to demonstrate the features and functionality of the products and their SDKs, although this is not a necessity.

Our portfolio interfaces with many hundreds of third-party applications, and so a good knowledge of enterprise application software, particularly server applications and virtualisation would be a benefit. You will undoubtedly come across many new applications, integrations, features and APIs and this is both the excitement and the challenge of this position. This job suits someone who is very keen to learn and interested in technology - the ability and desire to ‘learn something new' to fill gaps in your knowledge will really help.

You'll be working with excellent people, tools and solutions to help drive the POCs to a successful conclusion. Once the Pre-Sales phase is complete you'll hand over to our Professional Service team who will convert your ideas into reality.

Encryption and Cryptography underpin everything that we do and so the more you understand about that, the better. You don't have to have finished every chapter of ‘Applied Cryptography', but knowing it's a book you've got on the shelf is a great start.

As a customer-facing role, interpersonal skills and a smart, professional appearance are paramount. The ability to clearly present detailed technical product data to decision makers and to be organised such that this can be backed up with reliable and timely follow-up material is a necessity. You will be expected to develop and foster good technical relationships with customers, partners and colleagues to assist with both sales and with customer satisfaction and retention.

Working Conditions

The Pre-Sales team is a friendly, diverse and positive bunch of people who all love to succeed. The thrill of solving a problem for a customer, of coming up with innovative ideas, and being part of a team which is large enough to provide you with support but small enough that your accomplishments are noticed is what drives us. In this position, we're looking for someone who can connect with both the technology and the customers, so a product-expert that the rest of the team will love to have amongst them, but also someone comfortable presenting and articulating complex ideas in ways that cause people to sit-up and take note.

The position is based in the UK, ideally somewhere near Camberley in Surrey - but we can be flexible. You will need to be mobile as we have customers across the UK and Ireland, but we don't think that you should be travelling more than 50% of the week (but it will vary; some weeks more, some weeks less).

If you think that you are a perfect fit, or even if you think that you're close but will strive to fill the gaps, please do get in touch. We'd be happy to share more details of the company, the fantastic opportunity and the team. We're immensely proud of all three, and we'd love to find our next star.

Desired profile

Qualifications :

Experience

You should have prior Pre-Sales experience with an appreciation of cryptography and IT Security and ideally some exposure to software development.

· 
3+ years' experience in a customer-facing pre-sales capacity in Information Security or a related field

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Skilled in presenting to both management (C-level) and technical personnel (developers, IT teams, etc.) with excellent verbal and objection-handling skills

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Technically hands-on, with skills in problem solving, development and architecture design

· 
Experience authoring product-focused technical documents such as RFIs, RFPs, etc.

Education

A technical degree (Computer Science/IT/IS/Maths/Software or related) or equivalent work experience is required



Core Requirements

· 
Experience with, or a strong awareness of, Enterprise Encryption products and solutions; data-at-rest encryption, database/file encryption, key management, identity and access management solutions, etc.

· 
An understanding of the concept of Cryptography and Security – ideally including several of the following: PKI, digital signatures, certificates, SSL, hashing, encryption techniques, etc.

· 
Strong familiarity with Unix/Linux and Windows systems

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Skilled in presenting and demonstrating with good objection-handling skills

· 
Enthusiastic about technology and eager to learn

Additional Requirements (beneficial, not mandatory)

· 
Software development experience is desirable (primarily Java, but others beneficial: .NET, C++, C#, XML/JSON)

· 
Experience with cryptographic APIs such as PKCS #11, Microsoft CSP/CNG, OpenSSL, Java JCA/JCE

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Experience with Hardware Security Modules

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Familiarity in AIX systems would be desirable but

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Experience with databases is beneficial (MS-SQL, Oracle, DB2, Couchbase, Cassandra, MariaDB, etc.)

· 
Knowledge/Use of a range of enterprise virtualized cloud environments and offerings (such as AWS, Azure, VMWare, IBM Cloud, Docker, CloudFoundry, etc.)

· 
Familiarity with the KMIP standard

· 
Basic understanding of Network Architectures and Security – ideally OSI layers, TLS, ports and IP routing

Holder of a current security or professional certification such as CISSP, etc.