Pre-sales engineer's year-end personal work summary (1) Time flies. In the intense and fulfilling work every day, I have been in the company for almost a year in a blink of an eye. In this year, under the care and leadership of the company and department leaders, with the enthusiastic help and guidance of colleagues in the department, I passed the critical period of transition from a student to a professional. I learned a lot and felt a lot. Looking back on the changes in my work and thoughts in the past year, I did this:
First, the feeling of training and learning.
Professional technical and product knowledge is very important to my pre-sales technical support position. /kloc-came to the company in October, and has been trained in technology and product line knowledge, and has a basic understanding of the company's products and technologies. After I 10 came, the group arranged for us to go to the base for an internship and a two-week training course. We really got in touch with the product itself, and our understanding of the product was greatly improved. At the same time, through in-depth technical training, we also had a certain technical foundation.
After reporting to the department, the leader arranged for Mr. X to be responsible for the training of several new employees, and at the same time asked Mr. X and Mr. X to explain the knowledge of products, solutions and high performance to us in more detail. Mr. Ma Qiang organized several new employees to set up study groups and arrange study plans. Through these trainings and studies, I not only enriched my professional knowledge, but also improved my professional quality and comprehensive level.
In the process of work, it is also a process of learning. After entering the department, I feel that the learning atmosphere inside the department is very strong. If you have any questions, you can ask all the teachers, and they will answer them enthusiastically. At the same time, the department will arrange some professional training every week, which is of great help to new employees like me who need to absorb new knowledge quickly. More importantly, during these continuous training, I have developed the habit of continuous learning.
Second, the feelings in the process of work
As a newcomer to the department, I know almost nothing about the contents and responsibilities of the work and don't know how to start. But Mr. X and Mr. X dare not give me a task, because I am a new employee and don't know anything. On the contrary, they boldly left the project to me to practice. I still remember the first time when Teacher X gave me a project plan to do. I was nervous and excited. I worked on that plan for a whole week. During this period, I reviewed it X times, revised it X times and asked many very basic questions. Teacher X patiently answered them one by one. Although I didn't finish the task on time, I learned a lot from this plan that I couldn't learn during the training, and I also learned a lot that needs improvement. In the next few months, I strengthened the study of scheme selection and product knowledge, and also carefully studied and practiced the successful cases of previous departments. At the same time, under the guidance of teacher X, it only takes me a short time to complete a simple scheme, and my working ability has been greatly improved.
In addition to making plans, I have to visit customers who have sales before sales, which requires me to have strong expression and communication skills, which is also the most lacking ability of a newly graduated college student like me. In the training of the department, Mr. X arranged a lot of demonstration exercises to exercise our demonstration ability, but after all, this is only an exercise, and it still shows its own shortcomings in actual work and customer communication. I felt very nervous when I went on stage for the first time to explain to my customers. I am not very natural and confident, and my preparation is not very good. In short, it was a relatively failed customer visit. After I came back, I seriously summed up my experience and lessons. In the following period of time, I volunteered to follow several teachers to visit customers and learn their visiting skills. At the same time, I also visit customers by telephone and exercise myself in actual communication with customers. With the increasing experience, I have been able to talk with customers more freely. Although there are still many areas to be improved, I have made great progress compared with when I first joined the company. I believe that through the accumulation of experience and technology, I can always do better in my future work and complete my duties. From the beginning, I knew nothing about the pre-sales position, and now I can basically cooperate with sales to complete the project, including the production of scheme configuration, customer visit, bidding, training and other basic pre-sales work. In addition to their own efforts, but also inseparable from the guidance of teachers and leaders. It is with their great help that I can adapt to the pre-sales work in such a short time. I want to thank them here, especially Mr. X, Mr. X and Mr. X for their modesty.
Third, thoughts and feelings
First of all, I think it is the cultivation of sense of responsibility, which is what Teacher X and Teacher X have always emphasized to us. As a pre-sales person, first of all, you should have a sense of responsibility and treat every project and every customer with a master attitude, because in the eyes of users, pre-sales personnel are technical experts representing the company's technical level, representing a company's technical strength and image. The responsibility of pre-sales personnel also determines the customer's impression of the company and the success rate of the project. Therefore, as a pre-seller, we should not only impress customers in technology, but also give them a responsible attitude towards the project. This is also the most basic quality before sales. This is also the corporate culture of Inspur: paying attention to customers and being responsible for customers, that is, being responsible for the company.
Secondly, consider the comprehensiveness and meticulousness of the problem. As pre-sales technical support, you should consider all aspects of the products and solutions you recommend, especially the implementability and careful configuration of the solutions, and there should be no mistakes, otherwise it will not only be the loss of customers, but also the loss of the company.
Fourth, shortcomings and improvements.
After a year's work and study, I think there are two aspects that are most inadequate. First, I don't have enough memory and understanding of technical knowledge and products, and many things only stay on the surface impression, which leads me to be unable to develop my ideas quickly when making a plan. Many things need to be searched and confirmed again, which is very inefficient and wastes a lot of time. Second, there are some shortcomings in demonstration, and there is still much room for improvement in demonstration ability. But I believe that with the increase of time and the accumulation of experience, these problems will be solved in the future work and study process.
Verb (short for verb) target
Under the current global financial crisis, the competition is more cruel and fierce. As our new employees, only by improving their business and technical capabilities as soon as possible, satisfying customers with more professional, meticulous and thoughtful services and maximizing customer value can we effectively improve our competitiveness in the face of economic crisis and bring greater value to ourselves and the company. Although there will be many difficulties and obstacles, I feel that no matter what kind of difficulties I encounter, what is more important is whether I can overcome myself. As long as I have gains and progress, I can get the recognition and trust of my customers and colleagues. No matter how hard and tired I am, I feel happy and happy.
The ancients said, learn more and do more while you are young, and don't waste your life. Therefore, I will devote myself to my usual work and study with more full spirit and abundant energy, never live up to the trust and training of the company, and grow into a qualified pre-sales engineer as soon as possible.
Summary of pre-sales engineer's year-end personal work (2) I always feel that I haven't had time to think about all my gains and losses this year. 20xx has become a thing of the past in the firecrackers in the Year of the Loong. Looking back carefully on the road I have traveled this year, I have experienced some extraordinary tests and tempering, although there are no vigorous achievements and achievements. I think 20xx is a turning point in my work journey. This year, I ushered in more experience and thinking in my post. I think this is a year in which joy and sweat coexist, and it is also a year full of opportunities and challenges.
I. Review of career growth
I've been in 20xx for about a year. As a technical engineer before project sales, I thank the company leaders and colleagues for their criticism and guidance. While performing my duties, I gradually see that there is still a gap between myself and the overall quality requirements of outstanding employees that needs to be made up and improved. After work, I often ask myself whether I am qualified enough to enjoy the title of "pre-sales engineer".
Since serving as the pre-sales technical engineer of the company's project engineering, my main job is to write project design scheme and project construction organization scheme for colleagues in industry departments and other business departments, and to integrate the company's existing resources and products to write solutions. I remember when I first accepted the project dispatch independently this year, I could hardly understand the meaning of project pre-sale, let alone how to carry out project pre-sale. However, it relies too much on the theoretical scheme template of system integration project, which is not ideal and too theoretical in some key points of the project, resulting in disconnection from reality. After several unsuccessful case drills, I slowly began to form a set of thinking mode suitable for my own growth and explored some methods to deal with fixed products in similar fields. Looking back, however, there were many shortcomings in the scheme preparation during that period, which was reflected in the fact that the demand of project construction often focused on the immediate situation, went straight to the subject, explained the applicability of functional products, and how to meet the needs of customers, but ignored the changes and expansion brought about by future customer development and did not fully grasp the project. After all, system integration involves many fields and covers a wide range of technical aspects. This way of focusing on the theme now also reflects that one's knowledge is narrow. Fortunately, Mr. Wei from the Technology Center found these problems in time. Through personal technical guidance and project experience sharing guidance for the whole department, I gradually understand the importance of macro understanding and global design in system integration projects, and we must deeply analyze the needs of users. After understanding the customer's enterprise scale, transaction process and development plan, make a plan from the overall perspective, and then highlight the immediate local construction ideas. Only in this way can we really write the system integration scheme well and satisfy the customers, and I must have such thinking ability of overall control, coupled with the continuous accumulation of knowledge, in order to grow into an excellent pre-sales engineer.
Second, the work review
In the past year, I also reviewed and summarized the system integration requirements of different industries, among which video surveillance projects and network security projects accounted for 70% of the cases handled. In these projects, the tasks I have to undertake mainly include: understanding the project requirements, compiling the project design scheme, tracking the project, and compiling the project construction organization scheme. Relatively speaking, project scheme design occupies a high proportion of energy, but how to provide solutions to complete the work has also experienced two growth periods.
The first stage: from product to scheme. Changing the company's product information (such as Hikvision, Huawei, Shen Xin, IBM and other common equipment) into a user-oriented solution, this kind of pre-sales support is not rare, and you are familiar with the products of the company's internal agents, plus you have a certain technical foundation, so you can complete the solution relatively quickly in this period, but you can't understand it from the perspective of customer value.
The second stage: from demand to scheme. By constantly summing up the problems and understanding the project, I have my own knowledge system and working methods, and can use various methods to understand the customer's business from the perspective of management consulting, analyze the user's needs and provide solutions, and the results are more in line with the customer's ultimate concept-application integration.
For example, when dealing with the monitoring project of Terminal X in the early stage, the customer's application needs were underestimated due to the delay in communication with customers, and the factors such as equipment performance and price were considered too much in the project design, without considering the risks brought by demand changes and customer business adjustment, which led to the need to change the architecture of the customer's computer room relocation system in the later stage of construction and change the original local storage mode to remote management storage in different places; On the fixed point of the camera, the control point of the defense zone also changes due to the change of customer management mode. Fortunately, the project quotation reserved a certain amount of flexible adjustment space, and finally the project was barely completed, which was near misses.
Later, in the network security project construction of X Emergency Center, we cooperated with the manufacturer. We fully consider the user's business process, the operation of the departments and business systems involved, and the operating habits of the end users. In the process of architecture design, high-performance firewall is used to block the network boundary, providing a set of security management platform for user terminals, information exchange isolation system is used to distinguish the security service server area and unsafe user access area of intranet data transmission, and advanced intrusion detection and defense system is used to carry out security detection with intranet. From the management point of view, we have added a unified management platform, so that all network devices and terminal computers can know the status information in time. It can be said that the possible safety risks of users are fully considered from the outside to the inside, which not only achieves the expected construction purpose of users, but also provides users with a flexible and safe network working environment, so the project successfully won the bid.
Statistics of the projects obtained in 20xx years are as follows: Monitoring network others.
Third, 20xx personal career prospects
Through this year's exploration and observation, customers in major industries are increasingly dissatisfied with the construction needs of a single product. They often hope that all application subsystems in a unit or enterprise can be compatible and integrated, and all management can be carried out under a unified platform. In other words, we can understand or influence customers' demand for system integration in the future, rather than simply providing product integration. In the fierce industry competition, we need to provide customers with refreshing solutions.
In my study and communication, I found that data sets and cloud computing will be the technical direction of future development. The so-called data concentration is to concentrate all the data generated by the daily office of the enterprise in the management end of the computer room, so as to ensure the safe and effective management of the data and put an end to some potential or known leakage risks. Generally speaking, cloud computing is a virtualization service, including application virtualization, desktop virtualization and server virtualization. Such technical development will reduce the hardware requirements of the client more and more, and then improve the flexibility and high availability of the system application.
In addition to the pursuit of technological development, I also have some requirements for my goal orientation in career planning. In my past work, when accepting customer cases, I felt that I might be too passive. I analyzed the customer's needs, understood the customer's development in a period of time, and then put forward feasible methods. But I think this is far from establishing my image status as an ideal solution solver in the eyes of customers. I prefer to establish a reliable and credible consultant role for my clients. We should not only analyze the customer's needs, but also have some necessary knowledge about the customer's industry, understand the development trend of the industry and the application cases of emerging technologies, design the overall solution from the perspective of combining software and hardware, and provide customers with comprehensive application solutions.
Clear personal development direction and professional role orientation, which requires that you still need to accumulate knowledge, especially invest some energy in storage, backup, data recovery and virtualization technologies involved in cloud services, and combine the successful experience sharing of project implementers to sum up the methods suitable for you to deal with the project in the new year.
Four, 20xx specific target planning
The requirement of personal self-improvement in the new era cannot be just an expression of verbal determination. We should have a goal schedule that can constantly push ourselves, work hard according to each development outline we have formulated, and work hard to achieve each established goal.
Obtain the title certificate of project manager. Virtualization service system knowledge server and storage system knowledge. Important level of software system knowledge. The integration of advanced and intermediate application systems is inseparable from software implementation. Therefore, it is necessary to join the study of software systems, including OA system and business application system, understand the system from the architecture and operation application, and then integrate a set of perfect system application schemes with hardware resources.
Summary of Pre-sales Engineer's Year-end Personal Work (III) I became an intern pre-sales engineer in the technical support department of our company on. During this period, I can abide by the company's rules and regulations and conscientiously complete the tasks assigned to me by my superiors. Now my work is summarized as follows.
As a fresh graduate, I feel really lucky to be able to enter X Technology Co., Ltd., because here, I feel the harmonious and caring atmosphere among my colleagues, the leadership's guidance to the shortage of employees, and the encouragement to the growth of employees. When I first arrived at the company, a little girl who had just left the campus and was not familiar with the world gradually became familiar with the company's business processes under the guidance of the company's leaders, and gradually realized her role and responsibilities in the task.
"Because you are a girl, I have arranged the position of pre-sales engineer for you." I deeply remembered this sentence, which made me understand my objective shortcomings, so as to better develop strengths and avoid weaknesses in my work. In the company, we are all independent members and a solid team. In this team, I participated in someone's network rectification work, was responsible for making the publicity color page of the second box, independently completed the X software project plan, and volunteered to be the person in charge of employee training. I get along well with my colleagues, and I have been learning and making progress, trying to be a grounded and proactive employee.
My plan for next year can be divided into three parts: strengthening the study of technical knowledge, improving the training mechanism and participating in the bidding scheme.
According to the development requirements of the company, I must speed up the study of technical knowledge, be familiar with the characteristics and functions of the company's products, and achieve the goal of independently completing the tasks assigned by the company. At the same time of self-learning, improve the training plan and improve the learning atmosphere of the company, which is manifested in training plan, fixed training time, training video and training effect detection. As a pre-sales engineer, I have started to study according to a general project plan, so I should gradually participate in the production of bidding plan this year.
In 20xx, I have full confidence in our company, and I hope I can have the honor to grow with the company. In my future work, I will work harder and make continuous progress.