Sales Engineer, DACH Region

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

📋 Description

• Take charge of achieving technical victories. You will play a pivotal role in driving revenue by spearheading the technical strategy for deals from initial discussions through to closure and beyond.

• Conduct consultative and value-driven engagements.

• Assist prospects in navigating intricate security challenges while positioning Fortanix as an essential component of their infrastructure.

• Convert complex technical concepts into tangible business benefits.

• Lead impactful discovery sessions.

• Uncover the core issues faced by customers, going beyond mere surface-level requirements.

• Develop solutions that align with practical use cases and limitations.

• Drive proofs of concept and technical validations.

• Oversee technical evaluations from start to finish.

• Collaborate with customers to demonstrate value swiftly and decisively.

• Deliver exceptional demonstrations and enablement sessions.

• Create customized demos that resonate with both technical and executive stakeholders.

• Train and empower customers for adoption and growth.

• Maintain expertise on the product and market trends.

• Work closely with Engineering and Product teams to stay ahead of future developments.

• Gather real-world feedback to influence product roadmap and positioning.

• Foster long-term customer success.

• Transform wins into expansions, renewals, and valuable references.

• Serve as a trusted advisor rather than just a pre-sales resource.

⛳️ Requirements

• A minimum of 5 years of experience as a Sales Engineer in enterprise security, infrastructure, or cloud.

• Demonstrated history of supporting complex enterprise deals exceeding $1 million.

• Strong hands-on technical skills (capable of practical execution, not just theoretical discussion).

• Proficiency in scripting/programming (Python, Bash, etc.).

• Depth of knowledge in Security & Crypto (not all required, but significant exposure is necessary):

• Familiarity with HSMs and crypto interfaces (PKCS#11, CAPI, CNG, JCE).

• Experience with KMS systems (KMIP, REST APIs).

• Knowledge of cloud key management solutions (AWS KMS/CloudHSM, Azure Key Vault, Google KMS, etc.).

• Understanding of real-world use cases (TDE, TLS, blockchain, secure manufacturing, etc.).

• Additionally, you should be someone who:

• Flourishes in a hands-on startup atmosphere.

• Communicates effectively with both engineers and executives.

• Naturally collaborates across teams and with partners.

• Brings enthusiasm, curiosity, and a strong sense of ownership.

🏝️ Benefits

• We provide a collaborative work environment, exceptional equity, comprehensive benefits, a competitive salary, and the chance to redefine cloud computing.

• 40 hours of Volunteer Time Off per year.

• Internet stipend.

• A friendly culture that brings out the best in everyone.