ABOUT NETFOUNDRY:

NetFoundry is the leader in zero trust Cloud Native Networking by design. We enable businesses to securely and efficiently connect distributed applications and machines across edges, clouds, and service meshes via our global overlay fabric. The NetFoundry platform, delivered as NaaS, enables businesses to connect applications without the costs and complexity of VPNs/SD-WAN/MPLS, custom hardware, and private circuits. NetFoundry’s platform offers zero trust agile connectivity for the embedded edge and app-embedded solutions to securely connect while greatly minimizing threats from bad actors. The platform is accessed via APIs, SDKs, and DevOps tools integrations, enabling practitioners, application developers, and network administrators to get the levels of automation and agility that are only possible with connectivity-as-code. NetFoundry is headquartered in Charlotte, North Carolina, and operates globally.

MINIMUM QUALIFICATIONS:

• 15+ years of experience as a Sales Engineer or in a technical pre-sales, technical account manager, other customer facing roles, preferably in networking or cybersecurity
• Deep understanding of Zero Trust security principles and architectures, with hands-on experience in designing or deploying such solutions
• Experience of working across different industry verticals such as manufacturing, utilities, automotives, healthcare, financial services, telecommunications, government etc
• Strong knowledge of cybersecurity fundamentals (firewalls, encryption, identity management, PKI, VPNs, SDWAN etc) and relevant industry frameworks (NIST, ISO 27001 etc)
• Excellent presentation, communication, and problem-solving skills, with a proven ability to simplify complex technical topics with both technical and non-technical audience
• Experience with cybersecurity solutions across on-prem, cloud and hybrid environments
• Proven success working with large customers/partners and managing complex sales cycles
• Strong collaboration skills and experience working cross-functionally in fast-paced, dynamic environments
• Prior experience of working at a start-up is desirable
• Relevant certifications (e.g. CISSP, CCSP) are desirable
• Ability to travel to customer locations as required

ABOUT THE ROLE:

We are currently seeking a driven, dynamic, and experienced Sr. Sales Engineer with a blended mix of technical skills and business acumen to collaborate closely with our Sales, BDM, Customer Success and technical teams, towards winning strategic business selling directly or through channel partners.
In this role, you will be engaged on strategic deals from the get-go to help with thorough technical qualification of sales opportunities, understanding the technical details of the customer’s / partner’s use cases, understanding the current state and the problem statement(s) deeply to propose a future state based on NetFoundry technology with applicable value drivers, developing and delivering compelling product demonstrations, working with customer/partner technical teams on hands-on proof of concepts and be responsible for the overall technical validation aspects of the sales process. You will also continue to provide technical guidance to your sales counterparts throughout the remainder of the sales process. You will develop close relationships as a trusted advisor with key technical and business stakeholders and become their preferred go-to point of contact for any technical questions. You will continue to maintain close contact with the key decision makers and technical influencers after the deal is won to ensure that the customer is able to quickly adopt the NetFoundry platform in their operations and realize the ROI as quickly and efficiently as possible. You will continue to expand your reach in the account through strategic technical account planning by conducting workshops, technical demos, product training sessions etc to identify additional use cases in the customer’s organization for NetFoundry solution portfolio. You will strive to identify opportunities to grow NetFoundry’s annual recurring revenue from existing customers. You will be your customer’s champion internally and be the bridge to channel your customer’s technical requirements, feedback and use cases back to the NetFoundry product and engineering team.
You will take ownership of maintaining expert level skills on Netfoundry solutions, Cyber Security industry trends, competitive solutions. You will collaborate internally with a cross functional team to develop new use cases, demos, solution architectures, white papers, case studies, blogs etc. You will also participate in any key industry or customer specific events with the goal of expanding on the current use cases or develop new use cases for NetFoundry technology.

KEY RESPONSIBILITIES:

• Closely collaborate with Sales team to meet or exceed sales goals
• Serve as a technical expert and a trusted advisor to customers and partners throughout the sales process, with a focus on Zero Trust principles
• Ownership of sales opportunities through the Tech Validation stage of the sales cycle. Lead technical discovery sessions to fully understand customer requirements, use cases, current state architecture, pain points and existing security environment/posture
• Conduct product demos, technical deep-dives and proof-of-concept (POC) engagements that showcase the capabilities and the value of NetFoundry platform towards the customers use cases/pain points
• Lead RFx responses
• Align with key customer/partner and internal stakeholders on the scope and document success criteria, timelines and roles and responsibilities of a successful POC
• Develop and maintain strong, long-term relationships as a trusted advisor with key technical stakeholders, decision makers and influencers in customer/partner organization
• Assist customer/partner team in successful deployment of NetFoundry solution
• Collaborate with Customer Success team to ensure consumption of the purchased licenses
• Identify revenue growth opportunities by uncovering new use cases at existing customers that can leverage NetFoundry’s technology
• Deliver customer/partner technical presentations, trainings, workshops, new features demos, as needed, ensuring clarity and confidence in our solutions
• Collaborate with internal teams (sales, product management, engineering) to ensure alignment on customer requirements and feedback for product development
• Stay current on cybersecurity trends, competitor offerings, and emerging threats, sharing your insights with both customers/partners and internal teams