Sales Engineer

Summary

Join ExtraHop's growing Sales Engineering team and contribute to the success of sales presentations, directly impacting the company's bottom line. As a Sales Engineer, you will assess customer needs, address buying objections, demonstrate products, coordinate evaluations, articulate the value proposition, prepare proposals, identify market requirements, and partner with sales and product development teams. This role requires 5+ years of experience selling cloud and cybersecurity technology to large enterprises, a Bachelor's degree or equivalent, and AWS Solutions Architect Certification or equivalent. The position offers a base salary between $145,000 and $160,000 plus 30% commission. ExtraHop is committed to a diverse and inclusive workplace and offers various benefits.

Requirements

• 5+ years selling Cloud and Cyber Security technology into large Enterprises with direct AWS, Azure or GCP experience
• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge
• Minimum of 1 year of experience working directly with cloud concepts
• Minimum of 5 years of relevant experience in supporting cloud, and/or network security technologies
• AWS Solutions Architect Certification or equivalent
• Complex and strategic selling experience required
• Broad understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP)
• In-depth knowledge of Site Reliability Engineering Concepts
• Familiarity with automation and infrastructure as code technologies such as Ansible, Terraform, Cloud Formation
• Excellent organizational, interpersonal, and leadership skills
• Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences
• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
• Ability to focus on results while working independently when given a broad direction and desired results
• Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams
• Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues

Responsibilities

• Assess prospective customer needs and uncover requirements for ExtraHop security solutions in the cloud
• Remove security-related buying objections from the sales opportunity
• Demonstrate products to security and cloud audiences, at executive and/or other levels, and at pre-and post-sales meetings
• Independently coordinate all aspects of security product evaluations
• Articulate the security value proposition and key differentiating capabilities to prospective new customers and solutions partners
• Work with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
• Identify market and product requirements based on field experience and customer input
• Partner with our Sales and Product Development teams to develop cloud security solutions

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 be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + 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