Senior Sales Engineer

Summary

Join Actian, a leader in hybrid cloud data platforms, and be at the forefront of innovation. As a Senior Sales Engineer, you will leverage your expertise in integration, analytics, and data management solutions to partner with the sales team and become the key technical contact for software deals. A significant part of the role involves scoping, defining, and delivering demonstrations and proof-of-concepts. You will work closely with customers and partners to understand their needs, map Actian's offerings, and provide competitive analysis. This role requires a broad skillset encompassing data architecture, ETL, security, performance analysis, and analytics. You will connect customer business problems with Actian's solutions, communicate effectively with diverse audiences, and provide consultative assistance. Success in this position demands flexibility, a commitment to continuous learning, and collaborative teamwork.

Requirements

• You will be a proven leader
• Although this is an Individual Contributor role, you will be asked and expected to be a leader to the less tenured SEs on the team
• They will look to you as an “answer person” that knows how to get the job done in a timely, efficient manner that is completely satisfactory to the customer or prospect
• Data centricity – obsession with evidence-based problem resolution
• 5 to 7+ years of experience in technology related work, including roles such as Pre-sales Engineer and/or customer-facing Consultant in Data environments
• Must have a solid understanding of a logical selling model and enterprise software sales
• Senior Solution Engineers are expected to qualify prospects both technically and from a business driver perspective
• This includes identification of key stakeholders, value propositions, compelling events and economic buyers
• Bachelor’s, or higher, in computer science, engineering, mathematics or related fields, or equivalent experience
• Outstanding skills presenting to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos
• Understanding of complete data analytics stack and workflow, from ETL to data platform design to BI and analytics tools
• Strong skills in integration, databases, data warehouses, and data processing
• Extensive hands-on expertise with SQL and SQL analytics
• Experience and track record of success selling data and/or analytics software to enterprise customers; includes proven skills identifying key stakeholders, winning value propositions, and compelling events
• Extensive knowledge of and experience with relational and large-scale analytics database technology (e.g. Oracle, SQL Server, Snowflake, Netezza, Teradata, etc.)
• Software development experience with C/C++ or Scripting experience with Python, Ruby, Perl, Bash
• Experience with non-relational platforms and tools for large-scale data processing (e.g. Hadoop, HBase)
• Familiarity and experience with common Business Intelligence and data exploration tools (e.g. PowerBI, Looker, Tableau, etc.)
• Experience with connectivity technology, ODBC, Spark, JSON, etc
• Experience and understanding of large-scale infrastructure-as-a-service platforms (e.g. Google Cloud Platform, Amazon AWS, Microsoft Azure)
• Experience implementing ETL pipelines using custom and packaged tools
• Experience using GCP, AWS and/or Azure Services
• Experience supporting enterprise SaaS software

Responsibilities

• Be a technical guide on all aspects of Actian product technology
• Collaborate with the Sales and Partner teams to identify and close new business opportunities
• Provide strategic pre-sales support for sales activities including needs analysis, technology review, requirements definition, and scoping
• Create and deliver world-class product presentations and demonstrations to meet prospect, customer, partner or internal needs
• Work with customers and partners on proof-of-concept projects in a competitive environment
• Maintain deep understanding of competitive and complementary technologies and vendors and how to position Actian in relation to them
• Provide guidance on how to resolve customer-specific technical challenges
• Collaborate with Product Management, Engineering, and Marketing to continuously improve Actian’s products and marketing
• Researching companies and prospects to identify business issues and needs, and providing results of that research to customers to support our recommendations
• Become an expert in our products’ features, benefits, presentations, and application to customer needs
• Provide proactive support to customers and prospects with the goal of facilitating sales
• Establish and maintain positive customer and partner relationships, and follow-up on opportunities
• You will evangelize the value of Actian products in architectures and deployments
• Be the customer advocate and liaison for product management and development