Sr. Sales Engineer

Washington, DC
Oct 13, 2021
Oct 18, 2021
Full Time
Fortanix is a dynamic start-up solving some of the world's most demanding data protection challenges for companies & governments around the world. Our disruptive technology maintains data privacy across its entire lifecycle - at rest, in motion, & in use across any enterprise IT infrastructure (public cloud, on-premise, hybrid cloud, & SaaS). Fortanix customers including PayPal, Vanguard, Google, & some early USG agencies are enjoying the benefits of a next generation security platform. Recognized by Gartner as a 'Cool Vendor' , Fortanix is revolutionizing cyber security. Key partnerships include Intel & Equinix. Fortanix is looking for an experienced, entrepreneurial Sales Engineer excited about building a great security company. As the SE for the Federal sector, you will be part of a start-up sales team developing & managing Fortanix"s business. Fortanix technology already has won multi-million dollar deals with brand name enterprises around the world. Here"s an opportunity to win more & be part of something special in a HOT space with a company delivering industry unique mission capabilities. As a Sr. Sales Engineer you will own, drive, & be rewarded for your business. Responsibilites Consultative selling - As a member of the sales team you will engage prospects in a consultative manner around Fortanix as part of their core security infrastructure & operations initiatives Discovery - Work closely with prospects early in the sales process to gain deep understanding of their technical requirements & propose how best to address them Technical Evaluations - Work with deep technical resources & prospects to manage successful customer evaluations & proof of concept deployments Demos & Training - Prepare & document customer demonstrations as well as formal & informal customer training Product Knowledge - Work closely with Engineering & Product teams to maintain a deep understanding of Fortanix products & core technology Market Feedback - Continuously gather product & market feedback to guide new customer centric products Customer Success - Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals & opportunities for upsell other Fortanix offerings Requirements Must have 5+ years of experience as an SE for enterprise IT security &/or infrastructure Must have experience in complex enterprise sales processes, including $1M+ deals Knowledge of programming or scripting languages (eg, Python, Bash, etc.) Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus Familiarity with HSM & KMS in the cloud (AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect, etc.) Understanding of use cases of HSM & KMS (Database TDE, TLS termination, Blockchain, etc.) Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment Experience selling to US Federal agencies & Federal Systems Integrators (FSIs) Strong consultative selling & technical collaboration skills Excellent written & oral communications skills Strong collaboration skills to engage both external partners & internal team BA/BS in a technical field a plus Benefits Competitive compensation plan with significant upside potential Medical, dental & vision insurance; 401k Friendly & collaborative culture A chance at shaping the future of data security within the US Federal sector

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