DescriptionWe9re 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
RequirementsExperience 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.
