ExtraHop

Director, Sales Engineering

ExtraHop

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Job Level

Lead

Tech Stack

AWSAzureCloudDNSFirewallsSFDCTCP/IP

About the role

  • Recruit, hire, and retain top talent within the Sales Engineering team.
  • Foster a culture of collaboration, innovation, and customer-centricity.
  • Mentor and develop team members, providing regular feedback and tailored growth plans aligned with company objectives.
  • Define and track team performance metrics, ensuring continuous improvement and alignment with business goals.
  • Own key aspects of the technical sales process and demonstrate thought leadership in the art of giving a demo and conducting a POC.
  • Collaborate with cross-functional leadership, including Sales, Product Management, and Marketing, to influence product direction and align technical sales strategies with business priorities.
  • Contribute to the development and execution of go-to-market strategies by leveraging technical expertise and market knowledge.
  • Identify trends and emerging technologies to position the organization as a leader in the industry.
  • Influence both internal and external decision-makers through presentations and briefings.
  • Lead architecture design discussions and recommend an appropriate combination of technologies for production deployment.
  • Act as a senior technical advisor, supporting complex sales opportunities, including product demonstrations, proof-of-concepts (POCs), and RFP/RFI/RFx responses.
  • Build and maintain deep relationships with key customer stakeholders, channel partners, and alliance partners.
  • Guide the design and delivery of solution architectures that align with customer business needs and goals.
  • Remove technology-related buying objections from the sales opportunity.
  • Demonstrate products to technical and non-technical audiences, at executive and/or technical levels, and at pre- and post-sales meetings.
  • Standardize and continuously improve Sales Engineering processes, including demo narratives, POC workflows, and knowledge-sharing practices.
  • Ensure accurate and timely usage of Salesforce (SFDC) to support forecasting and business insights.
  • Partner with Product and R&D teams to relay customer feedback and drive product improvements.
  • Assess prospective customer needs and uncover requirements for ExtraHop solutions.

Requirements

  • Minimum of 7 years of experience in Sales Engineering or a similar technical pre-sales role, with at least 3 years in a leadership capacity.
  • Proven track record of managing and mentoring high-performing teams.
  • Extensive experience supporting large enterprise customers and managing complex technical sales cycles.
  • Deep understanding of enterprise networking technologies, including switches, routers, firewalls, and cloud platforms (e.g., AWS, Microsoft Azure).
  • Expertise in IT operations, application monitoring, and security solutions.
  • Ability to translate technical capabilities into business outcomes and value propositions.
  • Broad understanding of enterprise information technologies: must be able to interpret network performance metrics quickly within diverse customer environments and relate them to troubleshooting and security.
  • Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies.
  • Deep understanding of enterprise-architecture concepts, risk management, the OSI model, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).
  • Strong leadership, communication, and interpersonal skills, with a passion for team success.
  • Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences.
  • Strategic thinker with a hands-on, proactive approach to problem-solving.
  • Skilled in public speaking, writing technical documentation, and presenting to both technical and executive audiences.
  • Demonstrated ability to thrive in a dynamic, fast-paced environment.
  • Ability to travel up to 50% (or as required) to support team members and engage in customer-facing activities.
  • Solid understanding of network security, endpoint, and SIEM (Security Information and Event Management) technologies.