MK-Partner Presales Engineer (Regional)- Auckland
Auckland, New Zealand
4d ago


What if you could shape the future of work and be part of the team that creates the digital workforce of tomorrow, using Robotic Process Automation

In the beginning of the 20th century, Henry Ford had a vision of creating assembly lines and facilitating mass production.

100 years later, we have a grand vision of liberating the human workforce from tedious, repetitive tasks, by means of Robotic Process Automation.

If you like to think ahead, like we do, then we must talk.

Here's what you would be doing

Scope of activities

  • Execution of Partner / Channel Program strategies to ensure over-achievement of our business objectives
  • Work with Partner / Channel Account Executives / Managers to define and execute the territory channel recruitment and enablement strategy
  • Drive coordination of technical resources both internally and externally as needed to close prospective opportunities
  • Assist in increasing Partner / Channel and end-user adoption of products through events and training, seminars, webinars, technical trainings, and other activities as appropriate.
  • Create development plans for all partner-based technical resources within territory to enable partner autonomy
  • Up to 50% travel may be required
  • Actively participate in Partner / Channel QBR and Partner Plan reviews with Territory team
  • Develop and maintain strong contacts and relationships with corporate resources that can assist in driving partner autonomy
  • Develop synergies between the partner organization and corporate resources that can support the over-achievement of partner business objectives and initiatives
  • Analyze partner’s business objectives by asking probing questions that are relevant to partner and prospects markets and industries.
  • Attend partner meetings to assess partner capabilities and their customer’s satisfaction.
  • Track and document partner technical capabilities for inclusion in planning and management
  • Identify gaps in partner tactics as they relate to customer requirements to ensure customer satisfaction and provide tools and solutions to address the gaps.
  • Reporting on pre-determined interval
  • Present and market the design and value of proposed solutions to partners and their prospects
  • Delivering Pre-sales support, and ensure partners can deliver custom made industry / function specific demos for new prospects and clients;
  • Enabling and ensuring that partner organization can create powerful POC’s (Proof Of Concepts) for prospects and customers, and providing specific POC assistance where needed by partners
  • Ensuring partners are able to identify customer needs and showcase the best of solution
  • Organize Knowledge Sharing sessions with partners to support sharing of best practices
  • Enabling partners to learn the benefits of new exciting technologies and how to integrate
  • Work with Partners and gather project requirement for integration with different partner products
  • Work with Partners to develop workflows and projects for specific use cases by integrating with different application and products;
  • Maintain knowledge of competitive products to enable the capability to effectively address and dispel partner objections to solutions
  • Work with the Partner / Channel Sales Team(s) and partners to formulate and implement both tactical and strategic sales initiatives within their assigned territory
  • Identify and present training that accelerates the development of Partner technical resources
  • Conduct on-going meetings with corporate resources to keep current on direction and products
  • Demonstrate ability to relate Partner business challenges to solutions
  • Deliver value proposition in a persuasive and accurate manner
  • Perform other duties as required.
  • What we expect from you (must have)

  • Ability to gain the confidence of both Senior Management and Technical Staff of Partners
  • Build and maintain Partner relationships to be significantly leveraged into driving additional Sophos business
  • Graduates in Computer Science with minimum 3 years’ experience in programming .NET (C# or VB), Java + node based programming †perfect match);
  • Previous experience in application or implementation domain is a must;
  • Previous experience in working on different types of servers (IIS, Apache, Linux, different types of cloud environment, SAP servers, database servers) is a plus;
  • Previous experience in industry specific tools and applications is a plus;
  • Skills required : process minded, good presentation and communication skills;
  • Prior Channel / partner experience
  • Ability to travel 30-50% of the time as needed
  • IMPORTANT Note : Our core value is passion for technology. The ideal candidate should possess a mix between sales and technical balance including presales partner management, programming skills, solutioning and customer interaction skills.


    We are offering the possibility to work from home or flexible working hours in a nice office. Competitive salary, a Stock Options Plan and the unique opportunity of working with us to develop state-

    of-the-art robotics technology are just a few of the pluses.

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