Senior Sales Engineer
ExtraHop
full-time
Posted on:
Location Type: Remote
Location: Germany
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Job Level
About the role
- 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.
- 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.
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 & Tools
cloud securitycyber securityAWSAzureGCPProof-of-Conceptsdata analysissales cycletechnical supportproduct demonstrations
Soft Skills
communicationproblem-solvingcustomer relationship managementstrategic sellingcollaborationpresentation skillsanalytical thinkinginterpersonal skillsorganizational skillsvalue proposition articulation
Certifications
Bachelor's degree in computer scienceBachelor's degree in information systems