Lead Sales Engineer
To see similar active jobs please follow this link: Remote Sales jobs
Role summary
Finite State is looking for a Lead Sales Engineer. In this role, you will be responsible for the overall health of high-profile accounts pre-sale. Responsibilities include supporting new sales efforts, demonstrating product features, managing customer outcomes, onboarding, adoption, and assisting with renewals. This role requires technical knowledge in the cybersecurity domain, customer-facing account management experience, project management skills, and solution-oriented problem-solving. As a Sales Engineer, you will advocate for our customers by collaborating with Sales, Product, and Engineering to align the resources required to make our customers successful.
You must be based in and authorized to work in the US.
Research shows that women and those in underrepresented groups tend to apply only if they meet 100% of the requirements in a job description. If you think you have what it takes, but don’t check off every box - please still get in touch! We’d love to learn more about your experience and what motivates you to see if you’d be a great fit.
As a Sales Engineer, you will:
Serve as an expert on Finite State’s product, market, technology, and customers in order to drive our business forward
Closely collaborate with Sales and Account Management teams to plan, prepare, and execute deals, grow accounts, and renew customers throughout the sales cycle
Perform tailored platform demonstrations based on strong discovery questions, addressing the prospect’s unique challenges and business drivers
Proactively manage Proof of Value projects that optimize value for both prospects and the company, by developing a deep understanding of prospect’s needs and requirements, and mapping those to Finite State’s feature sets
Document and manage prospect expectations and respond to RFPs
Drive high platform adoption, user satisfaction, awareness of new features, and customer expansion by building and maintaining strong working relationships with key customer representatives
Track and manage customer account health from acquisition, onboarding, expansion opportunities, to renewal
Document, manage and prioritize customer enhancements, ticket requests
Funnel product gaps and insights to Finite State’s product management team
Act as the voice of the customer, advocating for customer pain points and security requirements
Represent Finite State at conferences and trade shows
Uphold our core values of transparency, results, accountability, customer dedication, and courage
Champion our mission to protect our connected world
What we’re looking for:
Experience in a B2B pre-sales account management role in product security organization selling to DevOps, Product Security, or Application Security
Ability to travel domestically and internationally to meet with customers (up to 25% travel)
Knowledge of firmware, embedded software/systems, and/or IoT device software including familiarity with industry standard ISAs (MIPS/ARM/x86) and operating system (VxWorks/ThreadX/Linux) technologies
Well-developed project / task management skills for coordination of client-facing and internal resources and activities
Ability to thrive in a fast paced, changing environment at an early stage startup where you will enjoy a variety of daily tasks that will greatly impact the success of the organization
Team player mentality with a passion for listening and solving customer problems
It’s a plus if you also have:
Experience in software risk identification and reduction methodologies
Experience with product security regulations and standards such as EO 14028, IEC 62243, OWASP IoT, NIST IoT security guidance, IoTSF, etc.
Familiarity with administration or securely configuring Linux or real-time operating systems
Familiarity with firmware, packing, compression, archive, manifest, file system, ELF, and bootloader formats
Understanding of unsafe C/C++ coding techniques and vulnerabilities
Familiarity with open source repositories, package managers, and CVEs
Familiarity with cryptographic material as used in such systems
Success path
In 30 days, you will: become familiar with our customers' needs, our team, and the solutions we deliver
In 60 days, you will: collaborate with team members and contribute to the success of key accounts
In 90 days, you will: be responsible for the overall success of critical accounts
About the job
Lead Sales Engineer
To see similar active jobs please follow this link: Remote Sales jobs
Role summary
Finite State is looking for a Lead Sales Engineer. In this role, you will be responsible for the overall health of high-profile accounts pre-sale. Responsibilities include supporting new sales efforts, demonstrating product features, managing customer outcomes, onboarding, adoption, and assisting with renewals. This role requires technical knowledge in the cybersecurity domain, customer-facing account management experience, project management skills, and solution-oriented problem-solving. As a Sales Engineer, you will advocate for our customers by collaborating with Sales, Product, and Engineering to align the resources required to make our customers successful.
You must be based in and authorized to work in the US.
Research shows that women and those in underrepresented groups tend to apply only if they meet 100% of the requirements in a job description. If you think you have what it takes, but don’t check off every box - please still get in touch! We’d love to learn more about your experience and what motivates you to see if you’d be a great fit.
As a Sales Engineer, you will:
Serve as an expert on Finite State’s product, market, technology, and customers in order to drive our business forward
Closely collaborate with Sales and Account Management teams to plan, prepare, and execute deals, grow accounts, and renew customers throughout the sales cycle
Perform tailored platform demonstrations based on strong discovery questions, addressing the prospect’s unique challenges and business drivers
Proactively manage Proof of Value projects that optimize value for both prospects and the company, by developing a deep understanding of prospect’s needs and requirements, and mapping those to Finite State’s feature sets
Document and manage prospect expectations and respond to RFPs
Drive high platform adoption, user satisfaction, awareness of new features, and customer expansion by building and maintaining strong working relationships with key customer representatives
Track and manage customer account health from acquisition, onboarding, expansion opportunities, to renewal
Document, manage and prioritize customer enhancements, ticket requests
Funnel product gaps and insights to Finite State’s product management team
Act as the voice of the customer, advocating for customer pain points and security requirements
Represent Finite State at conferences and trade shows
Uphold our core values of transparency, results, accountability, customer dedication, and courage
Champion our mission to protect our connected world
What we’re looking for:
Experience in a B2B pre-sales account management role in product security organization selling to DevOps, Product Security, or Application Security
Ability to travel domestically and internationally to meet with customers (up to 25% travel)
Knowledge of firmware, embedded software/systems, and/or IoT device software including familiarity with industry standard ISAs (MIPS/ARM/x86) and operating system (VxWorks/ThreadX/Linux) technologies
Well-developed project / task management skills for coordination of client-facing and internal resources and activities
Ability to thrive in a fast paced, changing environment at an early stage startup where you will enjoy a variety of daily tasks that will greatly impact the success of the organization
Team player mentality with a passion for listening and solving customer problems
It’s a plus if you also have:
Experience in software risk identification and reduction methodologies
Experience with product security regulations and standards such as EO 14028, IEC 62243, OWASP IoT, NIST IoT security guidance, IoTSF, etc.
Familiarity with administration or securely configuring Linux or real-time operating systems
Familiarity with firmware, packing, compression, archive, manifest, file system, ELF, and bootloader formats
Understanding of unsafe C/C++ coding techniques and vulnerabilities
Familiarity with open source repositories, package managers, and CVEs
Familiarity with cryptographic material as used in such systems
Success path
In 30 days, you will: become familiar with our customers' needs, our team, and the solutions we deliver
In 60 days, you will: collaborate with team members and contribute to the success of key accounts
In 90 days, you will: be responsible for the overall success of critical accounts