strongDM

Sales Engineer

strongDM

Remote job description

strongDM is a customer-first, second, and third company with a rabid fan base. When was the last time you heard things like:

* Splunk's CISO Joel Fulton says "strongDM gives you what you can't get any other way -- the ability to see what happens, replay and analyze incidents."

* Chef's co-founder Adam Jacob says "strongDM takes the friction out of getting staff access to the systems they need."

Customers love us because:

The product rocks: strongDM fundamentally changes the relationship between InfoSec, DevOps, and end users. Enforce the controls security needs while making it easier to facilitate access.

They can trust us: we built a technical product for technical buyers. We do not use jargon. There is no alternative but to always be technically accurate. We are not afraid to admit product gaps.

We're real humans: we built a serious product without taking ourselves too seriously. Each member of the team is deadly good at their job, and yet we crack jokes on the phone with customers.

Sales at strongDM is unique because...

...it's founded on pragmatism, enthusiasm, and no bull. If we're not right for a prospect's use case, we'll cheerfully say so and point them in the right direction. But if strongDM can help with their needs, we'll spare no effort to ensure they are fully educated and have the tools to champion us internally.

Sound good? We're hiring sales engineers to work with the Sales organization to provide an enthusiastic technical perspective on the strongDM product while establishing trust with prospects and customers. Everyone at StrongDM is committed to your success and is ready to pitch in to assist when it comes to learning, development and winning new customers.

What You'll Do:

    • You will work with the Sales team to showcase the strongDM solution to prospects and customers.
    • You are the trusted advisor and thought leader to your prospects and customers in close partnership with your account executive and in-territory partners
    • Authoritatively position and differentiate strongDM against competitive offerings
    • Define the right mix of features, use cases to meet the requirements outlined by the prospect to satisfy the prospect's business objectives
    • Own the technical win; from technical qualification, effective demo to proving the value of the StrongDM solution in a POC/POV
    • Effectively manage proof of concept (POC), proof of value (POV), guided trials, and hands-on product workshops
    • Partner with sales to drive sales cycles to completion beyond the technical win
    • Coordinate with Solutions Architects, Support and Engineering to fully address a prospect's technical issues
    • Be the technical voice of the field for all things related to security, compliance and infrastructure access management

Requirements:

    • Technical - Infectious enthusiasm for technology.
    • A demonstrated willingness to master things you may know nothing about. Don't know how to kubectl now? That's fine; you will :)
    • Experience with technologies such as Kubernetes, Ansible, Terraform, CI/CD (Jenkins, Github, etc), Identity Providers (Okta, Ping etc)
    • Experience with AWS and/or Microsoft Azure or Google Cloud, configuration and administration of security features and services including identity and access management, service-related security features, networking, firewalls, encryption, and related standard methodologies
    • Familiarity with cloud networking models and connectivity, network security, virtualization, and cloud computing
    • Programming experience in or familiarity with a higher-level language such as NodeJS, Ruby, Chef, Puppet, YAML, JSON, and/or Python
    • Discovery - You ask thoughtful questions that result in meaningful insights, you probe in a way that leads people to step outside their mindset, you unearth pain points and elicit new ideas. Demonstrated ability to dig deep and understand (and address!) the question under the question -- what are they really asking but not saying?
    • Demonstration - No sales engineering experience required, but an ability to present an engaging and compelling narrative using technical materials and tools to map the value of the product, features, and capabilities being sold to the prospect's desired business outcomes. You draw on examples and insights to highlight the value of the product and the benefit it will bring to the customer.
    • Explaining - you can present a technical subject matter to a diverse range of stakeholders (technical and non technical). You know how to tailor your content based on the audience.
    • Analytical - you are able to interpret a wide-range of information and use your findings to draw conclusions and design scalable and expandable solutions.
    • Experience - A plus if you have experience working at a tech startup or another high velocity growth culture

Compensation:

    • Work/Life Balance
    • Competitive OTE + equity in a fast-growing early stage startup
    • Company sponsored benefits, including:
    • Medical, dental, and vision insurance (free to employees and dependents)
    • 401K, HSA, FSA, short / long-term disability coverage, life insurance
    • 6 weeks of combined accrued vacation + sick time
    • 24 weeks paid parental leave for everyone + 1 month transition time back + childcare stipend for first year
    • Volunteer days + standard holidays
    • Generous monthly and annual stipend for internet + home office
    • Some travel required



Summary
Company name: strongDM
Remote job title: Sales Engineer
Job tags: Kubernetes, Git, cicd

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