Solutions Engineer

Martyn Bassett Inc
Location
San Jose, USA
Category

Description

Company

Our client was founded by big data and security veterans. They provide security and privacy tools for enterprises running big data analytics in the cloud.

As enterprises move large amounts of data to the cloud and build capabilities for analytics and AI, security, privacy, and governance of data have become a big challenge. Our client solves this challenge by providing a continuous security and privacy solution that enables enterprise IT teams to store and use data with any database or application


Mission

As a Solutions Engineer you will utilize your strong technical, business competencies and customer service skills to provide the highest level of business and technical consultation to sales teams, prospects and customers to support sales goals. Your job is to understand the client's technical environment and secure the technical win with new clients. Job Responsibilities:

  • Demonstrated ability to work with the technology teams of new clients while delivering significant revenue impact.
  • Technical sales lead owning and driving customer-centric solution designs
  • Present roadmap, vision, proposed architectures and business outcomes to all levels - developers, architects, CDO(Data), CRO(Risk and Compliance), CIO
  • Own and define technical selling approach for accounts
  • Regular participate in account penetration / strategy planning, working with sales counterparts and solutions engineering management
  • Scope and deliver customer discovery and requirements workshops and POC's
  • Own the customer reference architectures
  • Establish a relationship with key ecosystem partners and build joint demos
  • Fluent with core differentiators across the competitive landscape
  • Conduct research and use knowledge of competitive solutions to effectively address and dispel customer objections
  • Transform customer feedback into actionable product roadmap items
  • Provides feedback for technical selling tactics and strategies for the broader team
  • A share of evangelism activities (blogs, meetups, industry events)
  • Participate in contribution to internal and external knowledge repositories
  • Drive high levels of customer satisfaction

Experience & Expertise

  • 10+ years of related experience with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 5 years' experience; or no degree and the equivalent of 15+ years' experience
  • Demonstrated ability to lead complex technical sales
  • Enterprise Software, Big Data, Data Security, Data Governance or Database experience
  • Demonstrated understanding of the challenges in Security and Data Governance within the enterprise
  • Experience with both cloud-native and on-premise architectures
  • Demonstrated strong written and verbal communication skills
  • Demonstrated problem solving and analytical skills
  • Expert in business value presentations

Bonus Qualifications:

  • Demonstrated knowledge of Apache Hadoop
  • Solution Architecture/Engineering experience as a field of practice (able to listen to customer requirements, whiteboard and propose solution architecture, and get hands-on with the tech to design, build, and demonstrate real business value)
  • You thrive in a changing environment
  • Advanced degree

Competencies: Technical expertise, Strategy design, Driving engagement


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