The role, in a nutshell:
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).
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).
What you'll do:
- 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
Experience
- 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
What we're looking for:
- 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.
OTE RANGE (based on experience/location): $250,000-275,000
