Sales Engineer (Benelux Nordics)
Fortanix, Netherlands
Job Description
The Company
Fortanix is a data-first multi cloud security company solving the challenges of cloud security and privacy. Data is the most precious digital asset of businesses, but this data is spread across clouds, SaaS, applications, storage systems, and data centers. Security teams struggle to track, much less secure it. Fortanix empowers customers to secure all this data with a centralized solution. Its pioneering Confidential Computing technology means data remains protected at-rest, in-motion, and in-use, keeping it secure from even the most sophisticated attacks.
We are looking for an experienced Sales Engineer responsible for selling into new prospects as well as farming back into existing customers for high renewals and to keep customer satisfaction levels at all-time high. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer-facing account-level activities. Ideal candidates also are driven by success, are highly energetic with strong hands-on skills, and embody the can-do attitude. This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners.
You will:
You will be part of the Fortanix Sales Engineering organization focused on the following outcomes:
- Drive revenue goals through close alignment to company’s revenue targets:
- Evangelize Fortanix products to prospects, customers and partners via presentations and demonstrations
- Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them through the unique Fortanix solution / portfolio
- Provide technical leadership in the analysis, design and development of a fully integrated technology solution for prospects and existing customers based on their business challenges
- Respond to functional and technical requirements in RFIs/RFPs
- Successfully lead, manage and execute technical Proof-Of-Concepts (POCs), on-premises or via remotely
- Deliver technical training and/or conduct technical workshops for prospects, customers and partners
- Understand and document market feedback to guide new product enhancements / features:
- Be the voice of the customer to Fortanix internal stakeholders on technical enhancements / new features
- Liaise with Product Management, Customer Success, Engineering and Marketing to provider consultative technical expertise based on customer’s requirements
- Customer Service
- Respond to and liaise with Customer Success teams to manage any customer related technical issues
- Discover potential up-sell opportunities from new requirements / business challenges through regular feedback sessions with customer
Requirements
- Proven work experience of 7+ years as a Sales Engineer
- Experience selling and implementing Enterprise Software, Security Platforms, Cloud Platforms (IaaS/PaaS), or Virtual Infrastructure
- Track record in selling into enterprises, including $1M+ deals and or selling to Global 500 / Financial Services companies
- Familiar with various operating systems (Windows/Linux)
- Familiar with at least one programming or scripting language (e.g. C/C++, Python, Perl, GoLang, Rust, Shell scripting)
- Domain expertise in IT Operations with one or more of the following systems:
- Virtualization (VMWare, Hyper-V, KVM)
- Cloud Service Providers (AWS, Azure, GCP)
- Microservices (Docker, Kubernetes, OpenShift)
- Databases (Oracle, MongoDB, MySQL, Microsoft SQL, DB2, Informix)
- Storage (NetApp, HDS, Dell/EMC)
- Backup and Recovery (COMMVAULT, Veritas, Cohesity, Rubrik)
- Ability to forge strong, long-lasting relationships with technical champions
- Ability to navigate, organize and analyze any sales-level obstacles using creative and adaptive techniques
- Excellent written and oral communications skills in English
- Excellent communication skills with peers and non-technical people.
- Comfortable in conducting technical and business presentations to small and larger groups of audience
- Comfortable conducting the business meetings with CxO level audience
- Comfortable working for a dynamic technical organization with a fast-growing customer base
- Previous experience working for a dynamic and young organization is a plus
- Experience working with data security solutions is a plus
- Expertise in various crypto interfaces (PKCS#11, CAPI, CNG, JCE, KMIP, etc) is highly regarded, but not mandatory
- Exper