Solutions Architect, VISO Trust
Sales Engineer
Third party cyber risk platform
Job no longer available
Third party cyber risk platform
21-100 employees
Job no longer available
21-100 employees
Company mission
To become the largest global provider of cyber risk intelligence on the planet and the defacto intermediary for business transactions.
Role
Who you are
- You possess a strong knowledge of modern cloud native technologies
- You excel at articulating complex capabilities in an easy manner that makes customers take notice
- You are a passionate evangelist for enterprise SaaS products, and on a mission to help customers gain real, measurable value from using your company’s offerings
- You love building success from the ground up, will dive in to help win the deal, satisfy the customer, and incrementally improve the process for the next wave of deals
- You’re comfortable working with a founding team possessing deep domain skills, and you’re eager to help them to scale their early customer success into broader customer adoption by being their “field domain leader”
- You’ve been part of a field team selling enterprise SaaS software applications before, preferably to a line-of-business function, where your product solved a real problem for the target customer
- You excel at presenting, communicating, demoing, designing end-state architectures, and you love conveying complex technical or business propositions to senior and mid-level audiences
- You’ve been on an early team that successfully introduced Enterprise products to the market
- You have a sense of urgency to fix issues right away, address problems, finish what you started
- You’re proven at building relationships, partnering with clients to build confidence and trust
- You’re creative and think on your feet
- You’re a trusted resource by your colleagues in engineering, product, marketing, product and the executive team as a “voice of the customer”
- You have at least 4 years of experience successfully selling software to cybersecurity professionals in mid-market and enterprise organizations
What the job involves
- As a Solution Architect or Sales Engineer (Title flexible) at VISO TRUST, you will own all technical and functional aspects of our customer acquisition lifecycle
- Ou will be a mission-critical part of the go-to-market team focused on delivering rapid sales growth through amazing customer interactions, primarily demonstrations and Proof of Concepts
- You will articulate technical differentiators and product capabilities and mapping them to customer challenges in a way that makes our offering highly relevant to their requirements
- Your engagement with our prospects is the formative beginning of a long-term partnership with our customers
- You will drive in-depth discovery discussions with prospective customers alongside your Sales (AE counterparts) to understand their business and operational challenges, map our product capabilities to those challenges, and articulate a vision and a path to success with our offering
- As the “first SE”, you’ll shape the culture and future of our company’s sales engineering organization and be a cornerstone towards growing and scaling this function
- On a day to day basis, you’ll be the resident product and solution domain expert in 3rd party Cyber Risk to the sales team and act as technical and functional lead on strategic customer relationships. In this capacity you’ll help the sales team qualify, engage and win over new customers
- You’ll lead technical and business discovery, articulating and demonstrating product capabilities, mapping integration points, assisting customers with envisioning how the product is integrated into their environment, and helping the decision teams to envision and understand the future-state our product offers
- You’ll establish and maintain a deep understanding of the overall VISO TRUST product portfolio and the competitive landscape
- You will help prospects understand the technical and business trade-offs of using our offering vs. other alternatives (ie, competitive products, internal build options)
- You’ll develop and nurture both technical and executive relationships across our target customers to influence preference for VISO TRUST’s solutions
- Collaborate with sales, product marketing and the product teams to construct impactful scripted product demonstrations targeting our key buyer personas, mapped to our competitive differentiators and underscoring customer proof points, spanning all stages of the sales cycle
- You’ll productionize the demo process and create a reliable, globally-available demo capability to support our sales growth
- You’ll leverage marketing to position yourself as thought leader through blogs, white papers and other content that furthers our company’s position in the 3rd party Cyber risk industry sector
- You will collaborate with Product management to act as the field advocate for our company’s product vision, and selectively articulate our vision and roadmap to certain late-stage prospects
Our take
VISO Trust delivers a third party risk management platform for cybersecurity. Using machine learning and natural language processing, the platform takes the pressure off risk and security teams by taking over manual and mundane tasks such as document reading and spreadsheet analysis.
By freeing teams from these tasks, VISO Trust enables its them to focus on the risk and security of their business transactions and decision making. With a zero trust strategy approach to cybersecurity, and expert founding team, it has captured both interest and investment, and continues to update the platform with innovative, industry-first features.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Nov 2024
$7m
EARLY VC
Mar 2022
$11m
SERIES A
Total funding: $21m
Company benefits
- Flexible work / life balance
- Equity
- Fully remote work
- Stipend to set up your home office
- Unlimited PTO
- Health, dental, and vision
- Company happy hour and game nights
Company HQ
SoMa, San Francisco, CA
Leadership
Paul Valente
(CEO)Former Chief Information Security Officer (VP, Information Security) at ASAPP. Previoulsy co-founded VS INC.
Russell Sherman
(CTO)Founder at h40.io. Former Manager of Security Engineering at ASAPP.
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