Sr. Enterprise Sales Engineer, Pendo

• You must have a proven track record of selling technical solutions to both executive and technical buyers in large enterprises
• Successful SEs at Pendo have both a strong technical and business acumen, and can manage deals involving multiple stakeholders
• Curiosity, credibility and integrity are defining characteristics for success in this role
• 5+ years in a customer facing role working with large enterprises and Fortune 500 Europe accounts, of which 3+ years are specific to pre-sales experience
• Experience / familiarity working on teams using the MEDDICC (or similar) framework and how it translates to value-based demos
• Hands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developer
• Excellent presentation and product demonstration skills adaptable to both executives and technical buyers
• Master of the Sales Engineering craft with a passionate for sales excellence and winning

Desirable

• As a Senior Sales Engineer II, you will play a critical role as a technical expert on our EMEA Enterprise sales team, aligning Pendo’s solutions to customers’ business challenges
• Successful SEs also demonstrate Pendo’s Core Values
• You will work closely with our account executives to demonstrate the value of Pendo’s platform through discovery of customers’ underlying challenges and pain, navigating their technical and business requirements, crafting and leading tailored presentations, guiding the evaluation process to a successful technical win and setting customers up for long term success and value
• Collaborate strategically with the enterprise sales organization to help win business and expand Pendo’s offerings within our EMEA customer base
• Craft and deliver sales presentations & demonstrations that show how Pendo can uniquely addresses a customers’ needs and deliver value
• Scope and execute proof of value evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainings
• Address prospects’ technical questions on Pendo’s technology, installation, security and data privacy
• Gather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for success
• Collaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issues
• Respond to RFI/RFP/Security documentation requests