Senior Sales Engineer

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

📋 Description

• Spearhead the technical strategy throughout the entire sales lifecycle, aligning ExtraHop’s capabilities with intricate customer environments—from executive-level presentations and in-depth demonstrations to proposal crafting, proof-of-concept execution, and realization of business value.

• Drive customer discovery initiatives to identify requirements for ExtraHop solutions.

• Proactively address technology-related objections that arise during sales opportunities.

• Showcase ExtraHop’s platform with expertise and market insight to distinguish it from competitors and understand its position within the broader market context.

• Independently manage Proof-of-Concepts (POC), from appliance installation to assisting prospective customers in interpreting data relevant to their environment, culminating in the preparation and presentation of a summary of the demonstrated value.

• Identify and define compelling events and strategic business drivers, offering the most suitable ExtraHop solution to meet those needs.

• Clearly communicate the security value proposition and key differentiating capabilities with confidence to potential new customers and solutions partners.

• Lead technical qualification and deal strategy within qualifying opportunities, aligning technical capabilities with business drivers and corporate initiatives, and scoping a Bill of Materials (BOM).

• Collaborate with Regional Sales Managers and Sales Engineers to create and present proposals and Requests for Information (RFIs).

• Influence product direction and go-to-market strategies, serving as a vital link between field intelligence and Product Management to develop next-gen cloud security offerings based on evolving customer demands.

• Provide post-sales follow-up, technical training, and consulting support.

• Assist with post-implementation support for key clients.

• Advocate for a world-class customer experience, ensuring complete customer satisfaction throughout the implementation process.

• Cultivate and maintain strategic relationships with key partner SEs in your region, ensuring they are equipped to position ExtraHop and advocate for us with their clients.

• Accurately document sales updates and utilize Salesforce.com (SFDC) to communicate with sales leadership, ensuring clarity in opportunity development.

⛳️ Requirements

• Over 7 years of experience selling Cloud and Cyber Security technology to large enterprises, with direct experience in AWS, Azure, or GCP.

• Bachelor’s degree in computer science, information systems, or a related field, or equivalent demonstrated knowledge.

• At least 1 year of experience directly engaging with cloud concepts.

• Proven experience in complex and strategic selling is essential.

🏝️ Benefits

• Health, Dental, and Vision Benefits.

• Flexible PTO, Sick Time Prorated Based on Date of Hire, and all Federal Holidays (US Only) + 3 Days of Paid Volunteer Time.

• Non-Commissioned Positions may qualify for the Annual Discretionary Bonus Plan.

• Flexible Spending Accounts (FSA) and Dependent Care Accounts + Employee Assistance Program (EAP), where applicable.

• Educational Reimbursement.

• 401k with Employer Match or Pension, where applicable.

• Pet Insurance (US Only).

• Parental Leave (US Only).

• Hybrid and Remote Work Model.