[Hiring] Senior Sales Engineer @ExtraHop

Role Description

As a Sr Sales Engineer, you will have a significant impact on the success of each sales presentation in which you participate and will share in its financial rewards. In this key position, you will contribute directly to the bottom-line health of the company.

• Provide technical support and solutions to the sales team and customers prior to the sale.
• Maintain extensive knowledge of complex aspects of products and systems demonstrations required to educate the client.
• Analyze customer needs and requirements and illustrate how company solutions can provide value and support their organization.
• Answer client questions on product functionality, integration, and usage and solve pre-sales support problems.
• Apply knowledge of company products, customer technology and sales cycle in order to generate quality customer connections and sales for the company.

Key Responsibilities

• Demonstrate ExtraHop solutions, differentiate them from the competition and identify where they fit in the context of the wider market.
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated.
• Identify compelling events or specific business problems and offer the optimal ExtraHop solution that addresses that requirement.
• Assess prospective customer needs and uncover requirements for ExtraHop security solutions in the cloud.
• Articulate the security value proposition and key differentiating capabilities to prospective new customers and solutions partners.
• Support sales process within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM.
• Work with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs.
• Partner with our Sales and Product Development teams to develop cloud security solutions.

Qualifications

• 7+ years selling Cloud and Cyber Security technology into large Enterprises with direct AWS, Azure or GCP experience.
• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge.
• Minimum of 1 year of experience working directly with cloud concepts.
• Complex and strategic selling experience required.

Skills & Competencies

• Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).
• Broad understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP).
• In-depth knowledge of Site Reliability Engineering Concepts.
• Familiarity with automation and infrastructure as code technologies such as Ansible, Terraform, Cloud Formation.
• Excellent organizational, interpersonal, and leadership skills.
• Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences.
• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies.
• Ability to focus on results while working independently when given a broad direction and desired results.
• Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams.
• Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues.
• Works cooperatively with others within the organization and other cross-functional stakeholders.
• Works well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

Benefits

• Health, Dental, and Vision Benefits.
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time.
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan.
• FSA and Dependent Care Accounts + EAP, where applicable.
• Educational Reimbursement.
• 401k with Employer Match or Pension where applicable.
• Pet Insurance (US Only).
• Parental Leave (US Only).
• Hybrid and Remote Work Model.