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Presales Engineer Digital Integration more...
First posted:May 01, 2017 (last updated 30+ days ago)


Axway is seeking a senior pre-sales solutions engineer to join our North American sales team to assist supporting all elements of the pre-sales process.

The candidate will work in concert with the sales team responsible for eliciting and analyzing customer requirements and mapping those needs to Axway solution sets. The engineer will take ownership of the technical sales strategy and activities. The role requires strong presentation skills and must be capable of demonstrating the proposed solutions to prospects as well as internally to the presales organization and product group. The engineer will be specifically focusing on Axway's solutions for B2B and Managed File Transfer as well as leveraging broader capabilities for API Lifecycle Management (FLAM) to create broader value proposition and more differentiating value for prospects.

This position consists of approximately 50% travel and working with clients throughout North America. The rest of the time individual will work remotely and can be located in any major metropolitan area in North America.


  • Prepares and delivers presentations of the company's solutions to all levels in the prospects organization.
  • Leads discovery workshop sessions to gather customer requirements and critical business challenges.
  • Creates solution vision and evangelize how solution addresses technical and business outcomes.
  • Develops customer facing assessment reports documenting current state and future state recommendations.
  • Manage and coordinate proof of concepts (POC's). Develop POC plans with agreed use cases. Work with presales support teams to execute on the POC.
  • Responsible for delivering technical content for RFP responses.
  • Handles technical presentations at trade shows and conferences.
  • Stays current on the latest technology and contributes to the technical direction of the company while keeping a customer-centric approach.
  • Works with the sales team to define a technical sales strategy for each prospect.
  • Ensures proactive communication with customers to ensure customer satisfaction.
  • Acts as a mentor and may lead a team of pre-sales consultants on complex opportunities.
  • Communicates with sales and product management teams regarding customer initiatives.
  • Takes the lead in working with Solution Architects to define the complete customer solution.
  • Engages with customer's senior IT and business managers to understand their requirements.
  • Safeguard Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.


  • Ability to work in matrixed and multicultural teams.
  • Strong organizational and communication skills both written and verbal.
  • Highly motivated to learn new technologies and stay current with the product portfolio and industry trends.
  • Community influencer.
  • Thought leader in the Business Line domain.
  • Compelling & comprehensive content producer.
  • Adept at mapping customer requirements to a solution approach.
  • Broad understanding of B2B integration patterns, EBS's, mobile, cloud, on premise, and hybrid solutions.
  • Experience with EAI (Enterprise Application Integration), ESB (Enterprise Service Bus) and SOA (Service Oriented Architecture).
  • Experience with networking protocols and technology: TCP/IP, SMTP, FTP, HTTP, DNS, WAN, LAN, VPN, LDAP, Internet, Intranet, Extranet.
  • Vast knowledge around enterprise security, identity management, and best practices minimally including PKI, CA, SSL, S/MIME, AuthN, AuthZ, SSO, SAML, LDAP, OpenID, Multifactor, and OAuth.
  • Programming Language experience: PHP, Python, Ruby, NET/C#, C, Java, Perl, JavaScript, PowerShell, Bash, SQL.

Desired Skills (Nice to have):

  • Experience in pre-sales or post-sale middleware implementation projects in financial services, healthcare, supply chain, or federal space.
  • Presales or delivery experience with other vendor B2B/MFT solutions such as Mulesoft, Tibco, IBM, GXS or Seeburger a plus.

Required Experience:

  • Minimally 3-5 years of work experience in similar roles most likely with a software/solutions vendor.
  • Experience with solutions deployment and/or presales in one or more of the following disciplines:
  • B2B Gateway or ESB implementations using products like Tibco ESB, Seeburger, IBM Gateway's.
  • Application Program Interface (API) Strategy's using products like Mulesoft, Apigee, and Layer 7 etc.

Axway is an EEO and AA Employer

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