Description
Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving our customers organizations. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Senior Solutions Engineer (M/W/D) to join our team. This is a Remote opportunity based out of Germany.
Job Summary
The Senior Solutions Engineer (SSE) is part of the Imprivata Solutions Engineering organization and operates as a highly skilled technical resource who is involved in all aspects of the sales cycle. This position is assigned a territory and works directly with Imprivata's Sales Representatives and Channel Partners to understand prospective and existing customers' technical and end user workflow requirements for new and add-on sales opportunities. The Senior Solutions Engineer demonstrates the appropriate Imprivata product features and workflows in the form of customized product demonstrations and proof-of-concept (POC) evaluations. The Senior Solutions Engineer also educates customers on Imprivata's professional and managed services offerings and develops statements of work (SOWs), when needed, for services engagements. This position works out of their home office and is expected to travel throughout their assigned region to provide the necessary pre-sales technical support to close new opportunities in an efficient and effective manner.
Duties and Responsibilities
- Conduct pre-meeting discovery interviews with customer stakeholders to understand key technology, business and end user workflow requirements
- Develop and present appropriate Imprivata solutions and implementation best practices in the form of customized presentations and demonstrations
- Articulate business value of solution capabilities to C-level as well as technical audiences
- Develop proposals and key success criteria for proof-of-concept (PoC) evaluations
- Deliver and manage proof-of-concept (PoC) evaluations
- Develop estimates, proposals and statements of work for professional and managed services engagements
- Maintain proficiency with assigned Imprivata solutions as they evolve
- In collaboration with assigned Imprivata Sales Representatives, achieve strategic company objectives and territory revenue goals
- Provide key enablement services to channel partners and assist them in selling and supporting Imprivata's products and services
- Provide tradeshow and demonstration support for marketing events
- Research, compose, and deliver responses to RFI/RFPs and security questionnaires
- Transition accounts post sale to Imprivata's Professional and Managed Services teams
- Travel up to 50% in the assigned territory
- Other duties as assigned and required
Required Qualifications
- Bachelor's degree in engineering or in a related technical discipline
- 7+ years relevant solutions engineering, consulting, or system integration experience with one or more vendors or Value-Added Resellers (VARs) in the healthcare IT or cybersecurity industries
- Excellent verbal and written communication skills are essential
- Experience staging and delivering technical demonstrations and proof-of-concept (PoC) evaluations
- Experience supporting multiple sales/account teams
- Experience discussing, scoping, and estimating professional and managed services
- Experience selling within healthcare is strongly desired
- Ability to work independently and collaboratively in a team environment
- Ability to effectively engage with audiences via web conferencing facilities such as Zoom, Teams, and WebEx is essential
- Residence within an hour's commute to an airport, servicing major commercial airlines, is highly preferred
Expertise in a broad range of applications and technologies including, but not limited to:
- Microsoft Windows, Apple MacOS and Linux-based thin client operating systems
- Directory services and protocols such as Active Directory, Azure/Entra ID, LDAP, HTTP, SAML and ODIC
- Application/software virtualization technologies such as Microsoft Remote Desktop Services, VMware Workstation and Horizon View, Azure Virtual Desktops
- Identity management, multi-factor authentication (MFA) and single sign-on (SSO) technologies
- Enterprise and SaaS-based software security technologies
- Computing resources via cloud environments such as Amazon Web Services, Microsoft Azure, and Google Cloud Platform
- Networking and protocols such as TCP/IP, UDP, SMTP and DNS
- Cloud security and shadow IT monitoring
- Experience with frameworks such as MTIRE and/or NIST
- CISSP or other relevant cyber-security and/or cloud security certifications
- Enterprise architecture
- Server and endpoint security
- Vendor onboarding and management
- Microsoft Remote Desktop Services administration
- SQL and SQL Procedures
- API Basics and SPML
- IIS (Internet Information Services)
- User and Role-based management and provisioning
- Familiarity with IT audit functions, regulatory frameworks
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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