Enterprise Sales Engineer

This is a fully remote position, open to applicants in Michigan.

📋 Description

• Evaluate the technical needs of prospects and utilize Chainguard product expertise to fulfill client requirements.

• Build and nurture relationships with key decision-makers across various organizational levels.

• Balance the needs of competing stakeholders through effective negotiation.

• Achieve technical victories by conducting product demonstrations, responding to RFPs/RFIs, and leading proof of value (POV) initiatives.

• Collaborate with the engineering team on feature requests.

• Attend industry events and conferences as appropriate.

• Work alongside the Sales Team to assist customers in assessing and demonstrating solution value.

• Acquire new customer accounts while expanding the existing client base.

• Manage the technical aspects of sales opportunities.

• Aid current clients in recognizing Chainguard’s value proposition.

• Engage with customers to understand their challenges and needs.

• Conduct product demonstrations and oversee POVs/POCs.

• Take part in webinars, meetups, conferences, and other marketing activities.

⛳️ Requirements

• Proven experience as a Sales Engineer or Pre-Sales Engineer.

• Familiarity with MEDDPICC and/or Command of the Message sales methodologies.

• A minimum of 3 years of experience in selling to Enterprise clients, with exposure to Mid Market prospects.

• Knowledge of container technologies such as Kubernetes, Serverless, and Docker.

• Experience with cloud services, including AWS, Azure, Google Cloud, etc.

• Background in cloud security or container security.

• Understanding of application security practices.

• Experience in startup environments.

• Ability to establish credibility with clients and function as a trusted advisor.

• Strong team-oriented mindset with a commitment to mentoring colleagues.

• Must reside in the Detroit area.

🏝️ Benefits

• Flexible & Remote-First Culture: Enjoy the option to work remotely, with opportunities for team meetups, bi-annual destination summits, and a monthly stipend for coworking spaces, phone, and internet expenses.

• Stock options granted upon hiring and promotion.

• Eligibility for participation in secondary offerings.

• A 10-year period to exercise stock options.

• Comprehensive health, vision, and dental insurance premiums fully covered for both employees and their dependents.

• ∞ Flexible Time Off.

• 18 weeks of paid parental leave for birthing parents and 12 weeks for non-birthing parents, which can be taken all at once or spread throughout the child's first year.