Senior Sales Engineer

We are the leading provider of policy-driven information risk management (IRM) software for large enterprises. Customers include prominent enterprises in Aerospace & Defense, Financial Services, and High-Tech Manufacturing and Engineering. The flagship data protection and entitlement management products, Enterprise Data Protection and Compliant Enterprise®, combine with the CloudAz XACML-based policy management platform with integrated content-aware and identity-driven enforcement technology to offer a comprehensive information risk management solution.


The Senior Sales Engineer will work with the sales organization to cultivate new opportunities and sign new customers. This person will drive technical account strategy, architect innovative solutions, and overcome technical obstacles to win deals.


This position requires a seasoned pre-sales professional with solid technical skills who is passionate about innovative technology and can communicate technical value as business value.


Key Responsibilities

Responsibilities

• Understand prospects’ business and technical requirements and craft an overall solution vision demonstrating fit and value.
• Create innovative technical solutions in a pre-sales environment.
• Develop and deliver compelling demonstrations of software and related applications, demonstrating the business value of product capabilities.
• Develop proof-of-concept applications and tools to assist in closing deals.
• Manage sales follow-up, meetings, proposals, and internal account planning through the sales cycle.
• Work closely with the executive team and sales team to develop account-planning strategy.
• Drive the technical deal signoff process with Sales, Product Management, and Engineering.
• Provide feedback to Product Management and Engineering on improving existing products and developing new products.

Skills, Knowledge and Expertise

Requirements

• 5-10 years of field or technical sales experience in enterprise software.
• BS degree in Engineering or Computer Science.
• Proficiency in one or more of the following areas: 
  • Microsoft solutions and platforms
  • SAP ECC and S/4HANA
  • SAP ERP
  • Siemens Teamcenter
  • Security software
  • LDAP / Active Directory
  • Identity Management
  • Digital Rights Management
• Knowledge of security infrastructure.
• Strong product presentation skills.
• Experience with demos and POCs.
• Experience with multiple cloud platforms including AWS, Azure, and GCP.
• Experience with modern technologies like containers, Kubernetes, and serverless functions.
• Good customer interaction skills.
• Ability to work independently.
• Strong written and spoken communication skills.
• Strong organizational skills with attention to detail.
• Willingness to travel.