The Sales Engineer is responsible for defining scope, approach and solution architecture throughout pre-sales, PoC, and implementation phases of customer interaction. The SE works closely with Sales Executives, co-owning discovery, presentation, and at times proposal authorship aspects of the sales process. The SE takes a lead on demonstration and solution definition. SE’s work with Customer Success to coordinate hand-off between sales and PoC/implementation services and continue to participate in account by fostering key relationships and trust. When not supporting the sales process, a solid SE self-directs continuous education, gaining familiarity and depth with both CI/CD tools as well as cockpit time with emerging vulnerability discovery technologies.
Sales Engineers are expected to cultivate and shape prospect and customer expectations, clarifying and advocating for customer needs actively in Product Management discussions. The SE balances this advocacy with customer expectation management by focusing customer enhancement discussions, combining customers’ perspectives, and through leading iterative conversations.
SEs are measured on their ability their reach (ability to support Sales Executives and pipeline) as well as effectiveness (rate of closure on influenced accounts). SEs participate in sales successes with a compensation plan tied to their direct influence on ARR.
A Sales Engineer is:
- A partner and collaborator with Sales Executives;
- Responsible for account discovery, solution definition, scope and approach;
- Experienced and engaging demonstrator of platform capabilities;
- Participant and stakeholder in Product Management activities;
- Continual learner, for CI/CD tool management, and vulnerability discovery tool operation;
- Author of scripts and utilities for platform configuration and use;
A Sales Engineer is seen both internally and externally as an essential resource for Subject Matter Expertise on our platform’s deployment and use, as well as for the configuration, use and triage of those tools with which we integrate.
If you are interested in this position, please fill in the form below.