ExtraHop

Senior Sales Engineer

ExtraHop

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $150,000 - $160,000 per year

Job Level

Senior

Tech Stack

AWSAzureCloudCyber SecurityGoogle Cloud PlatformSFDC

About the role

  • Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization.
  • Drive customer discovery efforts to uncover requirements for ExtraHop solutions
  • Proactively mitigate technology-related buying objections from the sales opportunities
  • Demonstrate ExtraHop’s platform with authority and market awareness to differentiate 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
  • Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement
  • Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners
  • Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM.
  • Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
  • Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
  • Provide post-sales follow-up, technical training, and consulting
  • Help with post-implementation support for key customers
  • Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience
  • Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers
  • Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

Requirements

  • 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
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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
cloud securitycyber securityAWSAzureGCPtechnical strategyproof-of-concept executionproposal developmentdata interpretationbusiness value realization
Soft skills
executive communicationcustomer discoveryrelationship buildinginfluencingcollaborationcustomer satisfactionstrategic thinkingproblem-solvingpresentation skillstraining