The Company 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 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 provide 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 customers.
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 Spanish, French, and 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 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.
Experience or knowledge in Confidential Computing is highly regarded, but not mandatory.
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