Senior Sales Engineer, Panaseer
EMEA
Plus sales commission and equity options
Cybersecurity platform for enterprise security
Be an early applicant
Cybersecurity platform for enterprise security
101-200 employees
Be an early applicant
Plus sales commission and equity options
101-200 employees
Company mission
To help minimize cybersecurity risks, so organizations have the proper safeguards in place, working optimally, that help stop any preventable security breaches.
Role
Who you are
- A Sales Engineer with 5+ years’ experience with a cyber software product in a start-up company
- A passionate technologist who enjoys solving technical problems in high stress situations with little direction
- An active listener who prioritizes understanding customer pain by using thoughtful questions during customer interactions
- An articulate storyteller who can translate a complex solution into business value, using clear jargon-free relevant language
- A confident communicator who can earn the trust of prospects by leading conversations with authority, clarity, and conviction
- An aspiring self-motivated leader who steps out of their remit with little direction to find problems and improve efficiencies, process, and collaboration across the team and organization
- A broad security professional with a specific understanding of security and compliance vendors and tooling
- Has a bachelor’s degree in Computer Science or experience as a software developer
- Excellent presentation skills as well as the ability to create and present high-quality product demonstrations to both technical and executive audiences
- SQL, AWS, Linux, YAML/JSON, GitHub, IDE, Data Science. Experience as a developer is an advantage
- Solid content creation skills for both internal and customer facing audiences
- A good understanding of solution sales methodologies, i.e. MEDDPICC
What the job involves
- Reporting directly to the VP of Technical Sales and Services, the Senior Sales Engineer will partner with the EMEA sales and partner teams in a pre-sales role to develop and position solutions for Panaseer's prospects and customers across the region
- The Sales Engineering function at Panaseer is the primary technical function within the Sales organization, providing pre-sales support to the Account Executives and directly contributing to Panaseer's revenue objectives
- As the "trusted technical advisors" in the sales process, Panaseer Sales Engineers help confirm Panaseer can solve customer pain by leading technical activities (demo's, POC's, workshops, webinars etc.), overcoming technical objections, and mapping Panaseer capabilities to customer pain points which provide the prospect with the proof they need to make a purchasing decision
- They will be responsible for securing the technical commitment of the prospect, mitigating environmental and systems risk, and evangelizing the Panaseer platform
- The Senior Sales Engineer will own objectives related to our ability to deliver compelling, highly technical customer engagements in the field
- They will thrive in a culture of accountability, leading cross functional collaboration to deliver on customer commitments, ensuring this results in successful customer outcomes and a positive customer experience
- Provides world class technical support for closing new and expansion business to enterprise customers within our ICP
- Owns the technical Customer relationship in pre-sales and regarded as a trusted technical advisor to senior stakeholders (e.g. CISOs)
- Responsible for managing, implementing and delivering successful technical wins in the Panaseer Proof step
- Demonstrates autonomous Sales Engineering leadership in region, contributing to improving Panaseer’s demo and proof capabilities, process and delivery
- As a customer facing product SME for Panaseer, collaborates and provides product feedback on features and friction to Panaseer’s product and engineering teams
- Focuses on all assigned opportunities and understands how to work with sales account executives to strategize on closing deals
- Prepares and delivers relevant use case driven demonstrations of Panaseer solutions aligning to Prospect pain
- Problem solving that gets to the root cause of issues, with the added ability of quickly diagnosing and developing practical and strategic solutions
- Upon deal closure, work with customer success and delivery teams to provide a seamless transition into post-sales
- Deliver technical on-boarding for Panaseer’s Partners
- Lead RFP/RFI/RFQ (RFX) responses, engaging other company resources to help as needed, and ensuring that the RFX is completed on time
- Attend relevant events, where you will engage with prospects and provide demo’s
- Occasional travel to internal meetings, clients, partners and events
- Within your first 3 months
- You will be able to confidently demonstrate the Panaseer solution and discuss it with Prospects, helping to define Proof success criteria
- You will be involved in Partner discussions and helping to build a Partner onboarding process
- You will partner with an Account Executive and navigate the complex sales cycle with a Prospect through to close
- You will learn the Panaseer solution and the different components that make the solution run
Our take
Most enterprises have the tools and capability to theoretically prevent a breach from occurring. However, one of the key reasons that breaches occur is that there is no technology to monitor and react to failed controls. Panaseer is taking a data science approach to cybersecurity to tackle this issue. It has pioneered what it calls “Continuous Controls Monitoring” (CCM) - correlating a great deal of data from all available security tools to check assets and control gaps.
CCM continuously validates and measures levels of protection and provides notifications of failures. Ultimately, CCM enables these failures to be fixed before they become security incidents. As a result, Panaseer can identify zero-day and other exposures faster, or exposure to, say, FireEye or SolarWinds vulnerabilities. It also enables automated production of metrics and measurement, which tailor insights to stakeholders at every level, enhancing decision-making from the boardroom to the analyst.
Panaseer’s CCM platform monitors millions of entities for world-renowned enterprise clients across Europe and North America. It has impressed most recently by doubling its revenue, being recognised as one of the UK's fastest growing tech companies in 2022.
Steph
Company Specialist at Welcome to the Jungle
Insights
-1% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2021
$26.5m
SERIES B
Mar 2018
$8.8m
SERIES A
Total funding: $40.7m
Company benefits
- An annual allowance of 25 days per year
- Competitive salaries including equity options
- Company pension scheme
- BUPA Health Insurance for you and your family
- £500 Amazon voucher for workspace set up
- We are currently offering a productivity allowance to support remote working (£80 per month tax free)
- Access to benefits market and employee discounts (Bike to Work Scheme, Co-located workspace passes)
- Wide range of health and well-being activities, speakers and events and coaching support
Company HQ
Godalming, UK
Leadership
Nik Whitfield
(NED & Founder)Founded and served as CEO for Panaseer until 2021. Previously built automated trading systems and advanced cybersecurity detection systems for global financial institutions at BAE Systems Detica.
Mike MacIntyre
(VP of Product & Co-Founder)Led data science at BAE Systems Detica for high-end cybersecurity and fraud products.
Charaka Goonatilake
(CTO)Developed Hadoop based security analytics platform to detect cyber threats at BAE Systems.
Sophie Harrison
(Product Operations Manager)Formerly market engagement consultant for cyber monitoring software product at BAE Systems.
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