5+ years in a technical field, with 3+ years in a customer-facing presales or consulting role
Experience with financial institutions; compliance or communications surveillance experience is a strong plus
Knowledge of messaging and collaboration platforms, networking, security, and identity infrastructure
Strong background in SaaS infrastructure and cloud technologies, including APIs and data integration
Ability to connect technical choices to business outcomes in a regulatory context
Excellent written, verbal, and presentation skills
Proven customer management skills and ability to work independently
Energetic, positive attitude with a 'get it done' mindset
Willingness to travel up to 30% of the time
Responsibilities
Serve as the technical lead on enterprise accounts from discovery to solution design and hand-off
Partner with Account Executives to align Shield's capabilities with prospect needs and push deals past objections
Lead technical discovery sessions and tailored product demonstrations
Own technical scoping, including data sources and security posture
Manage responses to RFPs, RFIs, and security questionnaires
Design and conduct POCs, defining success criteria and guiding trade-offs
Build relationships and credibility with stakeholders in compliance and IT
Provide structured feedback to Product Management and help shape sales assets
Prepare for and present at industry events and webinars
Share insights with the team to elevate overall performance
Benefits
Opportunity to work with a leading Communications Compliance suite
Engagement with high-level stakeholders in financial services
Dynamic and collaborative team environment
Chance to influence product development and sales strategies
Travel opportunities to industry events and client sites
Full Job Description
Description
We9re hiring a Sales Engineer to join our North America Sales team, reporting to the SVP of Sales. You9ll be a core member of the GTM team and the technical backbone of a successful sale: partnering with Account Executives to advance deals by uncovering requirements, designing solutions around Shield9s Communications Compliance suite, overcoming technical objections and proving value through evaluations. You9ll be working with compliance, surveillance, IT and information security leaders across financial services, and you9ll be expected to earn their trust.
The sales engineer at Shield supports the sale and shapes it. The best people here don9t wait to be asked for a demo; they see what a deal needs and go get it.
What you will do:
Serve as the technical lead on enterprise accounts from discovery through solution design, evaluation and hand-off to Professional Services and Customer Success
Partner with Account Executives to map Shield9s capabilities to each prospect9s compliance requirements, communication landscape and surveillance priorities, and to proactively push deals past technical objections
Lead technical discovery, client workshops and remote and in-person product demonstrations that are built around the prospect9s use cases rather than a script
Own technical scoping: data sources, capture and archiving requirements, integrations, deployment model, security posture and the assumptions that feed pricing
Own responses to RFPs, RFIs and information security questionnaires, working with Product, Security and Legal to produce answers that hold up under scrutiny
Design and run POCs and other solution validation exercises: define success criteria up front, diagnose gaps, guide trade-offs and turn results into a clear recommendation
Build relationships and technical credibility with stakeholders across Compliance, Surveillance, IT, InfoSec and Sourcing in customer, prospect and partner accounts
Bring structured field feedback to Product Management, Solution Management and Marketing, and help shape the messaging, sales assets and technical playbooks that come back to the field
Prepare for, attend and present at industry trade events and webinars
Share what you learn with the wider team and raise the bar
Requirements
Experience and skills:
5+ years in a hands-on technical field, including 3+ years in a customer-facing presales, consulting or solutions role
Experience selling into or working with financial institutions is valued; experience in compliance, communications surveillance, archiving or a related regulated industry is a strong plus
Knowledge of messaging and collaboration platforms and other communication technologies, and the networking, security and identity infrastructure they rely on
Strong background in SaaS infrastructure and cloud technologies, including APIs, data ingestion and integration patterns
Comfort operating where technical, regulatory and commercial considerations meet, and the ability to connect technical choices to business outcomes
Demonstrated strong written, verbal and presentation abilities
Proven ability to manage customers and their expectations, and to work independently and deliver without being micromanaged
An energetic, positive, 4get it done4 attitude
Willingness and ability to travel up to 30% of the time
** This position is based in New York - The base salary for this role is between $145,000 USD - $160,000 USD .This role includes variable compensation and equity. The salary will be dependent upon many factors, including your experience level, skill set, and market knowledge. This range is based on Shield9s good faith estimate as of the date of the job posting and may be modified in the future.
