A Solution Architect (SA) or Sales Engineer (SE) is a member of the sales and partner enablement team whose goal is to enable our partners to sell and implement and our customers to use our client's security solution. This team mate provides in-depth technical expertise on use of the company's software in sales meetings, creates custom demos, models use cases, prepares RFP and RFI responses and delivers proof of concepts and on-site pilots in collaboration with partners.
Duties & Responsibilities
Technical pre-sales activities are focused on technical qualification and close of selected opportunities for sale of the company's software licenses in coordination with technical personnel from the company's strategic partners.
TECHNICAL VALUE PROPOSITION
Understand and explain benefits of the company's product for enterprise customers in both business and technical terms.
Understand and explain how the technology works, how its implemented and how it can be used to protect sensitive data for business reasons or as part of regulatory compliance (e.g. GDPR, HIPAA, etc.)
Understand and explain how the technology fits within the enterprise security (authentication, encryption, authorization, auditing), data (data warehouse, Hadoop, NoSQL) and application (analytics, cloud native, data science) eco-system
Compare and explain the company?s value proposition relative to alternatives such as those profiled in Gartner?s 2017 Data-centric Audit & Protection market guide.
TECHNICAL PRE-SALES ACTIVITIES
Prepare and deliver formal technical presentations at customer sites, Webex meetings, meet-ups, training seminars, tradeshows and other venues. Efficiently demonstrate the features and functionality of the company?s solution.
Act as senior technical project lead and solution architect for POCs, POVs, pilots, and customer demos. At the company, POCs and pilots are typically delivered along with technology, delivery and system integrator partners.
Develop technical presentations and demonstrations which address customer needs for data protection and data governance, regulatory compliance and competitive comparisons.
Contribute to development of realistic archetype POC models, product demos, performance benchmarks, RFI/RFP responses, best practices for implementing data access policies, etc.
Create and deliver Partner Enablement materials, in cooperation with the broader team to address training of sales, technical pre-sales and post-sales activities.
Our client works with global and regional partners as routes to market and an important requirement for this role is delivery of technical enablement to partner?s technical pre-sales and post-sales activities and ability to collaborate successfully with partner teams.
BS or MSdegree; preferably in Computer Science, Information Systems or related field
5+ years hands on business and technical experience with governance or security of data warehouse or Hadoop technologies is required
Enterprise security software eco-system knowledge and experience with multiple products (Active Directory, Kerberos, LDAP, Data Activity Monitoring, Encryption, etc.) is preferable
Must have a solid background in data governance and understand the concepts of PII and PHI data
Experience with tools like VMWare and VirtualBox is desirable
Knowledge of cloud services like AWS and Microsoft Azure is desirable
Previous technical sales and/or consultative experienceworking with Fortune 500 companies is required
Security certifications (CISSP, CISA, CISM, GIAC/GSEC, CEH, CompTIA Security+, CCSP) is desirable but not required
Willngness to travel? estimated at ~50%.
Preferredlocations: Redwood City (Silicon Valley), CA; New York, NY or Boston, MA