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Senior Sales Engineer, Strategic
ExtraHop
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $150,000 - $160,000 per year
Job Level
Senior
Tech Stack
AnsibleAWSAzureCloudCyber SecurityDNSGoogle Cloud PlatformSFDCTCP/IPTerraform
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.
- Mentor other sales engineers and provide technical leadership in strategic sales engagements.
- Deliver advanced product demonstrations, design customer-tailored solutions, and guide customers through complex solution architectures.
- Drive customer discovery efforts to uncover requirements for ExtraHop solutions and surface compelling events and strategic business drivers.
- Proactively mitigate technology-related buying objections and differentiate ExtraHop from competitors with authoritative demonstrations.
- Independently conduct Proof-of-Concepts (POC), including installing appliances, interpreting data in customer contexts, and presenting value summaries.
- Lead technical qualification and deal strategy, map technical capabilities to business drivers, and scope BOMs.
- Collaborate with Regional Sales Managers, Sales Engineers, Product, and Engineering teams; influence product direction and go-to-market strategy based on field intelligence.
- Support executive-level discussions and act as a trusted advisor to internal teams and customer stakeholders throughout the buying journey.
- Provide post-sales follow-up, technical training, consulting, and post-implementation support for key customers.
- Champion a world-class customer experience and accurately capture sales updates using SFDC.
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
- 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.
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