Sales Engineer

at  Panaseer

WHO WE ARE:

Panaseer is a unique business that is changing the face of enterprise security.
As a scale-up at the intersection of data science and big data technology, our Continuous Controls Monitoring platform (CCM) pioneered a new market category in the rapidly growing security sector. CCM enables global organizations to better protect themselves from cyber-attacks by ensuring their cybersecurity defenses are fully deployed and working effectively at all times.
Panaseer has grown rapidly over the past decade and won numerous industry awards, most recently being recognized by the World Economic Forum as a 2023 Technology Pioneer helping to solve the world’s most pressing issues. We are also included in three 2023 Gartner Hype Cycles Reports for Security Operations, Cyber Risk Management, and Workload and Network Security.
The company’s continued growth is built on our shared values, which shape how we treat one another and the decisions we make. We want everyone at Panaseer to feel empowered to be authentically themselves, engage their curiosity and work together to create something truly unique.

DESIRABLE SKILLS:

• Excellent presentation skills as well as the ability to build and present high-quality product demonstrations to both technical and executive audiences.
• Solid content creation skills for both internal and customer facing audiences.
• AWS, Linux, YAML, JSON, SQL, git commands and GitHub, data science technical skills. Experience as a developer is beneficial.
• A good understanding of solution sales methodologies, i.e. MEDDPICC

ROLE:

Reporting directly to the VP of Technical Sales and Services, the Sales Engineer will work closely with the sales and partner teams in a pre-sales role to develop and position solutions for Panaseer’s prospects and customers.
This person will work as an equal partner with our sales and partner teams in our go to market strategy, developing technical sales talent within the team, and positioning our product and services portfolio to meet growing customer needs.
The Sales Engineering function at Panaseer is the primary technical function within the Sales organization, providing pre-sales support to the Account Executives and directly contributing to Panaseer’s revenue objectives. As the “trusted advisors” in the sales process, the Sales Engineers help to build interest in Panaseer and then lead any technical activities (demo’s, POC’s, workshops, webinars etc.) that help provide the prospect with the proof that they need to make their purchasing decision. They will ensure our sales engineering team is executing technical wins; identifying and mitigating technical risk; driving pipeline; and advancing and evangelizing the strategic direction of Panaseer’s CCM Platform.
The Sales Engineer will own objectives related to our ability to deliver compelling, highly technical customer engagements in the field. S/he thrives in a culture of accountability with a focus on results, including integration with other functions and ensuring other functions are aligned, in order to turn Sales promises into successful customer outcomes.

RESPONSIBILITIES:

• Prepare for and deliver customized use case driven demonstrations of Panaseer solutions
• Ensure continuing partner and client engagement during demonstrations and other technical sessions related to sales opportunities.
• Address technical blockers that are impeding the closing of opportunities
• Focus on the largest and highest potential opportunities and understand how to work with sales/account executives to prioritize deals
• Problem solving that gets to the root cause of issues, with the added ability of quickly diagnosing and developing practical and strategic solutions
• Work with customer success and technical teams to highlight technical blockers and ensure that these cases are addressed in a timely fashion based on the opportunity close date.
• Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback
• Identify and communicate upsell opportunities to Client Services.
• Manage and deliver technical proof-of-concepts.
• Deliver technical on-boarding for Panaseer’s system integration Partners.
• Provide technical and high level best practices consultation services for current and prospective partners and clients.
• Lead RFP/RFI and RFQ responses (RFX), engaging other company resources to help as needed, and ensuring that the RFX is completed on time.
• Travel around 10% to internal meetings, clients, partners and events.