Pre-Sales Consultant

at  Quest Software

Overview:
One Identity, a leader in identity security, delivers solutions that help customers strengthen operational efficiency, reduce risk surface, control costs and enhance their cybersecurity. One Identity offers the Unified Identity Platform, with leading capabilities for Identity Governance, Identity & Access Management and Privileged Access Management. The Unified Identity Platform brings together these components to enable organizations to shift from a fragmented identity strategy to a holistic approach. We are fanatically customer focused and are proud to support the most complex customers who have the highest cyber and identity security demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth.
We are seeking a Presales Solution Consultant with experience in identity security technologies (IAM, IGA and/or PAM). In this role you will be working in partnership with the software sales teams in support of sales opportunities. We are looking for an individual with experience in presales, consulting, and enterprise solution architecture of identity security solutions, with a proven track record of supporting solution sales.
Excellent communication skills, as well as technical ability and strong identity security domain knowledge are crucial to the role. The successful candidate will work across regional boundaries, supporting sales across Australia, New Zealand and Asia, and with global teams within product management and presales.

Responsibilities:

• Recommends, coordinates, and delivers the appropriate technical presales services including presentations, demonstrations, workshops, and proof of concepts to drive the technical and business value of a proposed solution.
• Works effectively with members of the sales team to develop and execute sales strategies for assigned territories and opportunities. Ability to manage objections and speak with authority.
• Keeps abreast of technical industry platform knowledge and articulates how that relates to the challenges and opportunities within the business (customer) community.
• Keeps up to date with technology, learning of new capabilities and features offered in the platform, and how these can help customers deliver their outcomes.
• Communicates with commercial awareness and the ability to articulate the value of solutions to all levels of business.
• Provides value discovery, demonstrations, solution design and architecture, and Proof of Concept (Value)
• Attain and maintain a working knowledge and understanding of the overall One Identity portfolio and Unified Identity Platform.
• Attain and maintain deep technical knowledge, complete certifications, and become the Subject Matter Expert for the assigned technology area.
• Act as a “Product Evangelist”, attending training, support delivering training (i.e.: internal training, partner onboarding), and continuing self-improvement.
• Develop trusted and influential relationships with the technical decision-making and decision-influencing customer and partner contacts.
• Supports the partner community in joint opportunities and activities.
• Supports the marketing team as part of any marketing activities, such as sponsored industry events and other marketing activities.
• Work with the One Identity Delivery teams through effective technical communication and qualification and support handover from presales to delivery.
• Work effectively within the compliance framework of One Identity, well organized with a demonstrable team ethic
• Adopts, demonstrates, and nurtures the company’s Purpose, Vision, and Values

Qualifications:

• 5+ years’ experience in a technical pre-sales role or consulting, working with enterprise software solutions
• Strong knowledge and experience with identity security solutions (Identity Governance & Administration and/or Identity & Access Management), including strong knowledge of Active Directory, LDAP, and identity frameworks.
• Experience with scripting or programming languages, such as VB .NET, PowerShell, etc.
• Experience working with Microsoft Cloud solutions including offerings such as Microsoft 365, Azure, Entra ID, or other Cloud/SaaS apps and platforms.
• University qualifications and industry certifications to support the primary technical discipline
• Excellent analytical, problem-solving, written, and oral communication skills.

ADDITIONAL REQUIREMENTS:

• Independent, self-motivated, and driven.
• Team player with excellent interpersonal skills.
• Professional, focused with good time management ability.
• Customer-oriented personality.
• Effective and analytical approach to problem solving.
• Strong written and oral communication skills.
• Keep up to date with emerging technologies.
• Ability to travel up to 20% of the time within the Asia Pacific region

PREFERRED OR ADVANTAGEOUS TECHNICAL SKILLS:

• Experience with One Identity solutions
• Hands-on experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Privileged Access Management (PAM) solutions
• Active Directory security knowledge
• Experience with ERP/CRM solutions
• Scripting knowledge (PowerShell, bash, vbs, SQL, etc.)
• Knowledge of Web Services and APIs
• Knowledge of a mixed range of platforms (UNIX, AS400, RAC/F, Linux, etc.)

COMPANY DESCRIPTION

One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and
infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we
intend to continue to grow revenues and add value to customers.
When you join our team, you will have the opportunity to build and develop products at a scale few others can provide.
Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise
businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career
opportunities for team members to learn and grow in a rapidly changing environment.

• Recommends, coordinates, and delivers the appropriate technical presales services including presentations, demonstrations, workshops, and proof of concepts to drive the technical and business value of a proposed solution.
• Works effectively with members of the sales team to develop and execute sales strategies for assigned territories and opportunities. Ability to manage objections and speak with authority.
• Keeps abreast of technical industry platform knowledge and articulates how that relates to the challenges and opportunities within the business (customer) community.
• Keeps up to date with technology, learning of new capabilities and features offered in the platform, and how these can help customers deliver their outcomes.
• Communicates with commercial awareness and the ability to articulate the value of solutions to all levels of business.
• Provides value discovery, demonstrations, solution design and architecture, and Proof of Concept (Value)
• Attain and maintain a working knowledge and understanding of the overall One Identity portfolio and Unified Identity Platform.
• Attain and maintain deep technical knowledge, complete certifications, and become the Subject Matter Expert for the assigned technology area.
• Act as a “Product Evangelist”, attending training, support delivering training (i.e.: internal training, partner onboarding), and continuing self-improvement.
• Develop trusted and influential relationships with the technical decision-making and decision-influencing customer and partner contacts.
• Supports the partner community in joint opportunities and activities.
• Supports the marketing team as part of any marketing activities, such as sponsored industry events and other marketing activities.
• Work with the One Identity Delivery teams through effective technical communication and qualification and support handover from presales to delivery.
• Work effectively within the compliance framework of One Identity, well organized with a demonstrable team ethic
• Adopts, demonstrates, and nurtures the company’s Purpose, Vision, and Value