Senior Sales Engineer

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ExtraHop

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔒 Cybersecurity

🔐 Security

🏢 Enterprise

💰 $41M Series C on 2014-05

Cybersecurity • Security • Enterprise

ExtraHop is a company that specializes in providing security and network management solutions, leveraging real-time analytics to help organizations detect and respond to cyber threats. By utilizing machine learning and other advanced technologies, ExtraHop offers deep visibility into IT infrastructure, ensuring optimal performance and robust security. Their platform aids enterprises in monitoring traffic patterns and identifying unusual activities to protect against data breaches and other cyber risks.

📋 Description

• 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

🎯 Requirements

• 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.

🏖️ Benefits

• Health, Dental, and Vision Benefits • Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time • Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan • FSA and Dependent Care Accounts + EAP, where applicable • Educational Reimbursement • 401k with Employer Match or Pension where applicable • Pet Insurance (US Only) • Parental Leave (US Only) • Hybrid and Remote Work Model