Sales Engineer - DACH

April 30

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Azul

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The Java platform for the Modern Cloud Enterprise.

Low latency Java • Java Virtual Machines (JVM) • Java scalability • Certified • supported OpenJDK builds

201 - 500

💰 $40M Series F on 2007-09

Description

• An Azul SE is responsible for delivering the technical win across opportunities within their assigned territory. Our SE does this by conducting pre-sales activities including (but not limited to) discovery of a prospect’s business challenges, aligning portfolio capabilities as a solution to these challenges, and demonstrating such capabilities to validate the solution. • You will use your experience and expertise to mentor other SEs to become successful in their role. • This role can be based remotely in Germany, Austria or Switzerland.

Requirements

• Bachelor's degree (or equivalent) in Software Engineering, Computer Science, or other IT-related disciplines • (Preferred) A master’s or higher degree in an IT or business-related discipline • Minimum five (5) years experience in Java development • Minimum three (3) years experience in a Sales Engineering role • Deep understanding of Java architecture (including bytecode, JVM, TCK testing, etc.) • Solid understanding of Java-based applications and frameworks, including Cassandra, Kafka, Solr, etc. (with SME-level understanding in at least one related technology) • Solid understanding of cloud-based technologies, including cloud providers (e.g., AWS) and container-based solutions (e.g., Docker) • Willing and capable to travel up to 50% throughout the DACH region • Fluent in your territory’s primary language (German), with a conversational ability in English • A solid knowledge of sales processes (MEDDICC preferred) and CRMs (Salesforce preferred)

Benefits

• Meet with prospects and clients both onsite and remotely to actively sell the Azul product portfolio solutions (both new and upsell) • Conduct presentations and demos at all technical levels (from CxOs to developers) to “make the complex simple” and properly communicate Azul’s value to the target audience • Oversee the execution of product pilots and proof-of-concepts (POCs) to demonstrate product capabilities within a client’s existing environment • Provide expert assistance to other SEs on pilot planning and execution • Understand and respond to both solicited and unsolicited proposals by aligning Azul capabilities against proposal requirements • Orchestrate the engagement of additional Azul team members (PM, Engineering, CTO, etc.) as required to assist in achieving the technical win • Work alongside your Account Executive(s) to conduct Territory Planning (develop strategies for creating pipeline, grow existing accounts, engage and enable partners, etc.) • Build and nurture existing clients to promote customer success, as well as create new upsell and cross-sell opportunities • Attend / present at conferences, workshops, roadshows, etc. to evangelize the Azul product portfolio to increase awareness and build funnel • Demonstrate SME-level technical depth and breadth across the entire Azul product suite • Demonstrate a solid understanding of third-party products that run on or alongside Azul products, with SME-level expertise in at least one key third-party technology (e.g., Cassandra, Kafka, Solr, AWS, etc.) • Continuously strive to increase your product / technology technical acumen by attending all provided enablement sessions, reading technical articles, downloading and running third-party technologies, etc. • Conduct training sessions and day-to-day mentorship to other team members to uplevel their product and sales expertise; be a primary mentor to onboarding SEs • Be a trusted advisor to your direct supervisor in product, territory and team related concerns