Overview

Senior Sales Engineer role at Panaseer. Reporting directly to the VP of Technical Sales and Services, you will partner with the EMEA sales and partner teams in a pre-sales role to develop and position solutions for Panaseer\'s prospects and customers across the region. The Sales Engineering function is the primary technical function within the Sales organization, providing pre-sales support to Account Executives and contributing to Panaseer\'s revenue objectives. As a trusted technical advisor in the sales process, you will lead technical activities (demos, POCs, workshops, webinars, etc.), overcome technical objections, and map Panaseer capabilities to customer pain points to support purchasing decisions. You will own objectives related to delivering compelling, highly technical customer engagements in the field, lead cross-functional collaboration to deliver on customer commitments, and ensure successful customer outcomes and experience.

Responsibilities

• Provides world class technical support for closing new and expansion business to enterprise customers within our ICP.
• Owns the technical customer relationship in pre-sales and is regarded as a trusted technical advisor to senior stakeholders (e.g., CISOs).
• Responsible for managing, implementing and delivering successful technical wins in the Panaseer Proof step.
• Demonstrates autonomous Sales Engineering leadership in region, contributing to improving Panaseer\'s demo and proof capabilities, process and delivery.
• As a customer facing product SME for Panaseer, collaborates and provides product feedback on features and friction to product and engineering teams.
• Focuses on all assigned opportunities and works with sales account executives to strategize on closing deals.
• Prepares and delivers relevant use case driven demonstrations of Panaseer solutions aligning to prospect pain.
• Problem solving to identify root causes and develop practical and strategic solutions.
• Upon deal closure, works with customer success and delivery teams to provide a seamless transition into post-sales.
• Deliver technical on-boarding for Panaseer\'s partners.
• Lead RFP/RFI/RFQ (RFX) responses, coordinating with other resources to ensure timely completion.
• Attend relevant events to engage with prospects and provide demos.
• Occasional travel to internal meetings, clients, partners and events.

Within your first 3 months

• Confidently demonstrate the Panaseer solution and discuss it with prospects, helping to define proof success criteria.
• Engage in partner discussions and help build a partner onboarding process.
• Partner with an Account Executive and navigate the complex sales cycle with a prospect through to close.
• Learn the Panaseer solution and its components and how the solution runs.

Requirements

Who you are

• A Sales Engineer with 5+ years\' experience with a cyber software product in a startup environment.
• A passionate technologist who enjoys solving technical problems in high-stress situations with little direction.
• An active listener who prioritizes understanding customer pain by asking thoughtful questions.
• An articulate storyteller who can translate a complex solution into business value with clear, jargon-free language.
• A confident communicator who can earn the trust of prospects by leading conversations with authority and clarity.
• An aspiring self-motivated leader who proactively improves efficiencies, processes, and collaboration across the team and organization.
• A broad security professional with understanding of security and compliance vendors and tooling.
• Has a bachelor\'s degree in Computer Science or experience as a software developer.

Required Skills

• Excellent presentation skills and the ability to create and present high-quality product demonstrations to both technical and executive audiences.
• SQL, AWS, Linux, YAML/JSON, GitHub, IDE, Data Science. Experience as a developer is an advantage.
• Solid content creation skills for internal and customer-facing audiences.
• Understanding of solution sales methodologies, e.g., MEDDPICC.

Benefits

• Competitive base salary dependent upon experience, plus sales commission and equity options
• Annual leave allowance of 25 days per year
• Company pension scheme
• Private health insurance for you and your family
• Life and income protection insurance
• Productivity allowance to support remote working (£80 per month tax free)
• Access to benefits market and employee discounts (e.g., Bike to Work Scheme, Workplace Nursery Scheme)
• Wellbeing coaching

Diversity

Panaseer is an equal employer, committed to encouraging diversity and eliminating discrimination. Our policy is to provide equality and fairness for all in our employment and in the provision of services and not to discriminate on grounds such as race, religion, gender identity, sex, sexual orientation, nationality, age, disability, or other protected characteristics. Accessibility - If you require assistance in applying for open positions please contact careers@panaseer.com.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Other
• Industries: IT Services and IT Consulting

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