Senior Sales Engineer, ExtraHop
Cyber security platform
Open for applications
Cyber security platform
501-1000 employees
Open for applications
501-1000 employees
Company mission
To reveal cyber risk and build business resilience by exposing threats organizations can't see.
Role
Who you are
- 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
What the job involves
- As a Sr Sales Engineer, you will have a significant impact on the success of each sales presentation in which you participate and will share in its financial rewards. In this key position, you will contribute directly to the bottom-line health of the company
- Provide technical support and solutions to the sales team and customers prior to the sale. Maintain extensive knowledge of complex aspects of products and systems demonstrations required to educate the client. Analyze customer needs and requirements and illustrate how company solutions can provide value and support their organization.
- Answer client questions on product functionality, integration, and usage and solve pre-sales support problems. Apply knowledge of company products, customer technology and sales cycle in order to generate quality customer connections and sales for the company
- Demonstrate ExtraHop solutions, differentiate them 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
- Identify compelling events or specific business problems and offer the optimal ExtraHop solution that addresses that requirement
- Assess prospective customer needs and uncover requirements for ExtraHop security solutions in the cloud
- Articulate the security value proposition and key differentiating capabilities to prospective new customers and solutions partners
- Support sales process within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM
- Work with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
- Partner with our Sales and Product Development teams to develop cloud security solutions
Our take
When trying to become more cybersecure, many businesses find themselves operating blindly, as they lack the necessary insights to understand potential attack points within their networks. This information gap has led to an alarming vulnerability, leaving organizations exposed to threats that remain unseen.
ExtraHop provides organizations with the network visibility and threat detection capabilities they need. Through its cyber defense platform, the company enables businesses to detect and respond to advanced cyber threats before they can compromise their operations. Importantly, its use of cloud-scale AI and ML means this is done in real time.
With a portfolio of over 70 AI and ML patents, ExtraHop has built a reputation as an innovator in the space. It has been able to accelerate growth since its acquisition by Bain Capital and Crosspoint Capital in 2021, and fresh funding will ensure it is able to continue expanding capabilities and reinforcing its already strong position.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jan 2024
$100m
GROWTH EQUITY VC
May 2014
$41m
SERIES C
Total funding: $161.6m
Company benefits
- Be well: Comprehensive benefits package including medical, dental, and vision coverage.
- Get smarter: Tuition reimbursement to support continuing education
- Give back: 3 community service days each year
- Invest in yourself: Competitive 401K program and stock options
- Cheers!: Seattle office features craft beer on tap, espresso bar, and a kitchen stocked with snacks
- Play hard: Flexible paid time off policy
Company HQ
Pike Pine Retail Core, Seattle, WA
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