As a Senior Sales Engineer, you will play a pivotal role in shaping the success of strategic sales engagements, bringing technical leadership, industry insight, and a deep understanding of customer needs to each opportunity. You will influence high-impact sales cycles and contribute directly to revenue growth and the company・・s long-term success.
In this senior-level position, you will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. You・・ll mentor other sales engineers, collaborate closely with product and engineering teams to align customer feedback with roadmap priorities, and support executive-level discussions. Your deep understanding of our technology, market landscape, and customer challenges will allow you to design and advocate for customer-tailored solutions that drive measurable business outcomes. Additionally, you will proactively resolve pre-sales technical challenges and act as a trusted advisor to both internal teams and customer stakeholders throughout the buying journey.
Key Responsibilities
- Lead technical strategy across the full sales lifecycle, aligning ExtraHop・・s capabilities with complex customer environments・・from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization.
- Drive customer discovery efforts to uncover requirements for ExtraHop solutions
- Proactively mitigate technology-related buying objections from the sales opportunities
- Demonstrate ExtraHop・・s platform with authority and market awareness to differentiate 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
- Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement
- Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners
- Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM.
- Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
- Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
- Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
- Provide post-sales follow-up, technical training, and consulting
- Help with post-implementation support for key customers
- Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience
- Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers
- Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development
Required Qualifications & Experience
- 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
Skills & Competencies
- 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.
$150,000 - $160,000 with a 70/30 split + benefits