Senior Sales Engineer, Strategic

Summary

Join ExtraHop as a Senior Sales Engineer and play a pivotal role in shaping the success of strategic sales engagements. Lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. Mentor other sales engineers, collaborate with product and engineering teams, and support executive-level discussions. Design and advocate for customer-tailored solutions that drive measurable business outcomes. Proactively resolve pre-sales technical challenges and act as a trusted advisor to internal teams and customer stakeholders. Contribute directly to revenue growth and the company’s long-term success by aligning ExtraHop’s capabilities with complex customer environments.

Requirements

• 7+ 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
• Complex and strategic selling experience required
• Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.)
• 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
• Works cooperatively with others within the organization and other cross-functional stakeholders
• Works well in fast-paced, high-stress environments
• Has predictable, reliable attendance
• $150,000 - $160,000 with a 70/30 split + benefits

Responsibilities

• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization
• Drive customer discovery efforts to uncover requirements for ExtraHop solutions
• Proactively mitigate technology-related buying objections from the sales opportunities
• Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated
• Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement
• Articulate the security value proposition and key differentiating capabilities with executive fluency  to prospective new customers and solutions partners
• Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM
• Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs
• Provide post-sales follow-up, technical training, and consulting
• Help with post-implementation support for key customers
• Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience
• Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers
• Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

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