Sales Engineer

ExtraHop’s Sales team is growing! Our platform for wire data analytics is disrupting the multi-billion dollar IT Operations Management industry.  We have enthusiastic customers who are coming back for more because our products work and support cool use cases. We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great systems company in our market. If you are at the top of your game, have experience building territories, are a challenger, and can sell innovative next-gen solutions, then we want to hear from you.

If you are a Sales Engineer who shares our philosophy, we would like to hear from you! This position is ideal for someone who has thrived as the technical focal point conducting product presentations in highly charged meetings with prospects and customers. As a Pre-Sales Systems Engineer, you will have a significant impact on the success of each sales presentation in which you participate and will share in its financial rewards. In this key position, you will contribute directly to the bottom-line health of the company.

Responsibilities

• Assess prospective customer needs and uncover requirements for ExtraHop solutions

• Remove technology-related buying objections from the sales opportunity

• Demonstrate products to technical and non-technical audiences, at executive and/or technical levels, and at pre- and post-sales meetings

• Independently coordinate all aspects of technical product evaluations, from installing the appliance to helping prospective customers interpret data in the context of their environment

• Articulate the technical value proposition and key differentiating capabilities to prospective new customers and solutions partners

• Lead architecture design discussions and recommend an appropriate combination of technologies for production deployment

• Prepare and present technical proposals and RFIs

• Collaborate with sales representatives to ensure all aspects of the sale are aligned

• Identify market and product requirements based on field experience and customer input

• Partner with our Sales and Product Development teams to develop enterprise solutions 

• Provide post-sales follow-up, technical training, and consulting

• Help with post-implementation support for key customers

• Ensure total customer satisfaction with the customer's implementation experience

Qualifications

• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge

• Minimum of 5 years of relevant experience in supporting networking, application, and/or network-security technologies

• Experience in device-configuration management solutions and processes

• Broad understanding of enterprise information technologies: must be able to interpret performance metrics quickly within diverse customer environments and relate them to troubleshooting and capacity planning

• Excellent organizational, interpersonal, and leadership skills

• Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences

• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies

• Ability to focus on results while working independently when given a broad direction and desired results

• Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams

• Strong problem solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues

• Understanding of enterprise security requirements

• Understanding of IT Operations

Technical Requirements

• Solid understanding of enterprise-networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth

• Solid understanding of enterprise-architecture concepts: 3-tier architecture, high-availability/disaster recovery (active-active data centers, redundant switch stacks, and so forth)

• Solid understanding of the OSI model and excellent working knowledge of the key protocols from Layer 2 through Layer 7 including ARP, IP, TCP, UDP, and HTTP

• Protocol-level understanding of how various software components involved in enterprise service delivery interact: web servers, application servers, databases, web services, mainframes, network attached storage, and so forth

• Hands-on experience with passive network monitoring: mirror port configuration (especially Cisco SPAN, RSPAN, and VACL configuration), network TAP installation, span aggregators, and so forth

• Solid understanding of major operating systems including Linux, Windows, and UNIX.

• Familiarity with trends in enterprise services, such as virtualization, cloud computing, and VOIP

• Familiarity with the network and application monitoring space a plus

• Familiarity with scripting including Perl, Python, and JavaScript

• Familiarity with VMware hypervisor (ESXi) and environments

• Experience analyzing packet captures a plus