Strategic Sales Engineer, Chainguard
$250-275k
OTE
+ Equity/stock options
Software supply chain security company
Open for applications
Software supply chain security company
21-100 employees
Open for applications
$250-275k
OTE
+ Equity/stock options
21-100 employees
Company mission
To make the software supply chain secure by default.
Role
Who you are
- Minimum of 8+ years experience in Sales Engineering supporting clients in the Enterprise, Strategic, named, or majors accounts space
- Experience in the following areas:
- Container technologies (Kubernetes, Serverless, Docker)
- Cloud technology (AWS, Azure, Google, etc.)
- Cloud security or containers security
- Experience with MEDDPICC and or Command of the Message sales frameworks
- Smart and passionate people that can persevere to success
- People acting as trusted advisors, able to build credibility with customers
- Strong team players committed to help and mentor their peers
What the job involves
- You will assess a prospect’s technical requirements and apply extensive knowledge of Chainguard products to illustrate how a deal will satisfy the client’s unmet needs
- You will cultivate relationships with decision-makers at all levels of an organization and negotiate the competing needs of multiple stakeholders within an organization
- You will secure technical wins using methods such as demos, RFP/RFI responses, lead POVs, partner with engineering for requested features, and participate in conferences and industry events (when applicable)
- Partner with our Strategic Sales Reps and Sales Engineering leadership to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for Strategic clients in the Financial, Life Sciences, Entertainment and other major verticals
- Act as the primary technical point of contact for strategic account customers during pre-sales engagements
- Collaborate with the sales team to identify Strategic customer requirements and provide technical expertise during the sales process
- Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities
- Design customized solutions that meet Strategic customer needs and requirements
- Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans
- Build and maintain strong relationships with key Strategic customers, acting as a trusted advisor
- Provide ongoing technical support and address any issues or concerns that arise during and after the sales process
- Stay current with industry trends, competitive products, and emerging technologies relevant to the Strategic sector
- Provide feedback to product management on Strategic customer requirements and market demands
- Work closely with product management, engineering, and marketing teams to ensure alignment of Strategic strategies with product capabilities
- Create and maintain technical sales collateral, including presentations, datasheets, and whitepapers pertinent to the Strategic practice
- Provide CRM related updates for key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
Our take
Developers rely on open source code and apps in their day to day work, but when the provenance of the code is unknown this creates potential weaknesses that cybercriminals can exploit. Chainguard exists to build security into the coding supply chain by making it possible for companies to enforce security policies based on auditable signatures baked into the code, and by providing a security-first set of container images with no known vulnerabilities for cloud app developers.
In the wake of huge cyber attacks like the Log4j vulnerability and Solarwinds breach, software supply chain security has been an area of major focus for startups hoping to solve problems in this sector. However, most of these focus on scanning and detection of threats. Chainguard's approach comes from the other end of the process, focusing on building security into the software itself.
Built by former Google engineers, Chainguard is aware of the existing workload (and oversized toolkit) of software developers and so is designed to be easily installed and to integrate with existing automation systems like Terraform.
Chainguard completed a Series A funding round led by Sequoia Capital in mid-2022. It is using this funding to develop its product and hire additional talent. It is also investing in open-source projects aligned with its mission and establishing a free education program to teach developers about supply chain security.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
55% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2024
$140m
SERIES C
Nov 2023
$61m
SERIES B
Total funding: $256m
Company benefits
- Equity/stock options
- Unlimited PTO
- Remote work with flexible coworking and team meetup opportunities
- Home office and internet stipend
- 100% health/dental/vision insurance coverage for you and your family
Company values
- Fun. Everything goes easier when we’re having fun! We do serious work, but we try not to take ourselves too seriously
- We have a Bias for Action. We’re a startup and we need to move fast. Speed is our friend!
- We are Customer Obsessed. We intently listen to their needs and value their feedback
- Open Source Excellence is key. OSS is a component of every software supply chain, and OSS is required to improve supply chain security
- Trust and Reputation. This one has two parts! We’re a security company, and our reputation is critical. Also, we hire great team members and trust them to do their work. We’re transparent with data, news, and decisions, to empower our team members to make the correct decisions
Company HQ
Everest, Kirkland, WA
Articles
Leadership
Dan Lorenc
(Co-founder & CEO)Before co-founding Chainguard was a Software Engineer at Google, Disqus and Microsoft.
Kim Lewandowski
(Co-founder & Head of Product)Prior to co-founding Chainguard was a Product Manager with Google. Before that was the Head of Product & Engineering at Brit + Co and the founder of Spotwag.
Matthew Moore
(Co-founder & CTO)Was a Software Engineer at VMware, Google and Microsoft.
Ville Aikas
(Co-founder)Was a Senior Staff Engineer at VMware and a Software Engineer for Google and the University of Washingtom. Was previously Owner at VA Systems.
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