Sales Engineer EMEA

Go Fractional; Dublin; Hybrid; EUR 70.000 - 110.000; Vollzeit

Zusammenfassung

DigiStor is seeking a Field Engineer, EMEA to be the primary technical resource for two EMEA Sales Representatives, combining pre-sales, architecture design, and field support across Dell Technologies and HP/HPE platforms.

You will work with customers, channel partners, OEMs, Sales, Product Management, Engineering, Testing and Support to remove barriers, qualify opportunities, and drive deployments of DigiStor secure-storage solutions.

Qualifikationen

• Proven experience in field engineering or pre-sales roles.
• Strong knowledge of Dell Technologies and HP/HPE client, workstation, and server platforms.
• Experience with storage technologies (NVMe, SATA, PCIe) and system BIOS/UEFI.

Aufgaben

• Partner with two EMEA Sales Representatives throughout the engagement lifecycle.
• Lead technical discovery sessions to understand platform, workload, security, performance, and compliance requirements.
• Recommend appropriate DigiStor product configurations and security options.
• Deliver technical demos, architecture discussions, and workshops.
• Coordinate platform validation with Engineering and Testing teams.
• Define and manage customer evaluations and proofs of concept.

Kenntnisse

Pre-Sales

Solutions Architecture

Field Engineering

Customer communication

English proficiency

Dell/HP platforms knowledge

Tools

NVMe CLI

SMART utilities

fio

Iometer

Jobbeschreibung

Role Overview

The Field Engineer, EMEA will be DigiStor's primary customer-facing technical resource supporting two EMEA Sales Representatives.

The role combines technical pre-sales, solution design, product demonstrations, platform qualification, and field support. You will help customers select, evaluate, integrate, and deploy DigiStor secure-storage solutions within Dell Technologies and HP/HPE client, workstation, server, and edge platforms.

You will work closely with customers, channel partners, OEM contacts, Sales, Product Management, Engineering, Testing, and Technical Support. Your purpose will be to remove technical barriers, reduce risk, and help convert qualified opportunities into successful deployments.

Key Responsibilities

Technical Pre-Sales

• Partner with two EMEA Sales Representatives throughout the customer engagement lifecycle.
• Lead technical discovery sessions to understand the customer's platform, workload, security, performance, environmental, and compliance requirements.
• Recommend the most appropriate DigiStor product, capacity, form factor, interface, and security configuration.
• Translate complex storage and security concepts into clear business and operational benefits.
• Deliver technical presentations, product demonstrations, workshops, and architecture discussions.
• Support customer responses, proposals, RFIs, RFPs, technical questionnaires, and tender submissions.
• Help Sales identify technical risks, dependencies, and qualification requirements early in the opportunity.

Platform and Solution Engineering

• Advise customers on the integration of DigiStor solutions into Dell and HP/HPE servers, workstations, desktops, laptops, and edge platforms.
• Assess compatibility across NVMe, SATA, PCIe, BIOS/UEFI, operating systems, firmware, physical form factors, power, cooling, and thermal requirements.
• Support storage technologies and form factors including M.2, U.2, U.3, E1.S, SATA, and removable NVMe solutions.
• Develop recommended configurations, compatibility guidance, bills of material, and solution documentation.
• Work with DigiStor Engineering and Testing teams to coordinate platform validation and resolve compatibility questions.

Evaluations and Proofs of Concept

• Define and manage customer evaluations, proof-of-concept activities, and product qualification plans.
• Establish clear technical success criteria with customers and Sales.
• Assist with product installation, configuration, testing, benchmarking, and results interpretation.
• Capture diagnostic information, reproduce reported issues where possible, and coordinate escalation to the appropriate Engineering or Support team.
• Maintain ownership and clear customer communication through technical resolution and handover.

Secure-Storage Expertise

• Explain secure-storage technologies including hardware encryption, self-encrypting drives, TCG Opal, pre-boot authentication, key management, and secure erase.
• Help customers understand relevant certification and compliance requirements, including FIPS, Common Criteria, TAA, NATO, and regional security programmes.
• Ensure that technical claims and recommendations accurately reflect product capabilities and certification status.
• Support customers operating in regulated, government, defence, financial-services, healthcare, and critical-infrastructure environments.

Partner and Field Enablement

• Develop strong technical relationships with customers, distributors, resellers, integrators, and OEM stakeholders across EMEA.
• Deliver technical training and enablement sessions for channel and sales partners.
• Create and maintain technical guides, configuration notes, FAQs, reference architectures, and field playbooks.
• Bring structured customer feedback, competitive intelligence, and emerging requirements back to DigiStor's Product and Engineering teams.
• Represent DigiStor at customer meetings, partner events, industry events, and technical briefings.

Required Experience and Knowledge

• Proven experience as a Field Engineer, Sales Engineer, Systems Engineer, Solutions Architect, Field Applications Engineer, or Technical Pre-Sales Engineer.
• Strong working knowledge of Dell Technologies and HP/HPE client, workstation, and server platforms.
• Practical understanding of enterprise storage, SSDs, NVMe, SATA, PCIe, firmware, BIOS/UEFI, and storage-device integration.
• Experience supporting both Windows and Linux environments.
• Ability to diagnose hardware, firmware, operating-system, performance, and compatibility issues.
• Experience planning and delivering customer evaluations or proofs of concept.
• Ability to communicate effectively with infrastructure architects, security teams, IT operations, procurement teams, partners, and senior decision-makers.
• Strong written and spoken English.
• Willingness and ability to travel regularly across EMEA.
• Ability to work independently within a geographically distributed organisation.

Desirable Experience

• Knowledge of self-encrypting drives, TCG Opal, AES-256 encryption, pre-boot authentication, and data-at-rest security.
• Familiarity with FIPS 140-2/140-3, Common Criteria, CSfC, TAA, NATO, UK, or European security requirements.
• Experience with Dell OEM, HP/HPE, or other major hardware-manufacturer ecosystems.
• Experience with storage-testing and diagnostic tools such as NVMe CLI, SMART utilities, fio, Iometer, and operating-system hardware tools.
• Experience supporting government, defence, financial-services, healthcare, industrial, or other regulated customers.
• Knowledge of removable storage, rugged systems, edge computing, or industrial computing environments.
• Fluency in an additional European language.

Core Competencies

• Customer focus: Builds trust and remains accountable throughout the technical engagement.
• Technical depth: Understands systems, storage, security, and platform integration at a practical level.
• Commercial awareness: Connects technical recommendations to customer value and sales outcomes.
• Problem-solving: Approaches complex technical issues logically and remains effective under pressure.
• Communication: Explains technical subjects clearly to both specialist and non-specialist audiences.
• Ownership: Drives activities through to completion and communicates progress proactively.
• Collaboration: Works effectively across Sales, Engineering, Product, Testing, Support, and external partners.
• Adaptability: Learns new technologies quickly and remains current with changing platforms and standards.

Measures of Success

Success in this position will be demonstrated through:

• Effective technical coverage of EMEA sales opportunities.
• Faster and more accurate qualification of customer requirements.
• Successful customer evaluations and proofs of concept.
• Reduced technical risk and fewer late-stage compatibility issues.
• Strong customer, partner, and Sales satisfaction.
• Clear and timely resolution or escalation of field issues.
• Improved technical enablement and knowledge across the EMEA partner network.
• High-quality field feedback that contributes to DigiStor's product and technology roadmap.

DigiStor is committed to building an inclusive working environment. Employment decisions are based on business needs, role requirements, and individual qualifications.