Sales Engineer
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Job Description
Sales Engineer supporting Panorays' third-party cybersecurity platform through enterprise technical sales. Delivering demos, proof-of-concepts, workshops, and solution architecture guidance.
Responsibilities:
- Serve as a technical subject matter expert on Panorays solutions throughout the sales cycle
- Establish and maintain strong relationships with prospects
- Understand the competitor landscape and position Panorays solutions successfully
- Own and manage pre-sales activities, including technical presentations, demonstrations, RFP/RFI responses, and Proofs of Concept
- Deliver workshops evaluating enterprise accounts' third-party risk management maturity
- Recommend optimal solution architecture and implementation approaches
- Understand and document customer business and technical requirements, business drivers, and pain points
- Guide technical sales cycles toward technical closes and business wins
- Provide technical thought leadership and act as a resource for the Sales organization
- Improve presales processes, frameworks, and methods
- Work cross-functionally with Support, Customer Success, Product Management, Engineering, and other organizations
- Provide and align product feedback with field requirements
- Work closely with Account Executives and report directly to the VP of Sales
Requirements:
- 7+ years of experience in Presales Engineering, Sales Engineering, or Solutions Architecture roles within B2B enterprise SaaS or cloud-based software companies, preferably in the TPRM space
- Excellent technical and problem-solving skills
- Understanding of cloud computing, web technologies, APIs, and integrations
- Experience selling into Enterprise accounts
- Familiarity with certifications, regulatory requirements, compliance, and frameworks in Privacy, Third-Party Risk, or GRC
- Strong vendor management experience, including vendor selection, due diligence, contract negotiation, and ongoing monitoring of vendor performance, is beneficial
- Ability to relay technical concepts to a non-technical audience
- Ability to clearly articulate the business value proposition to prospective prospects and stakeholders
- Ability to multitask and pay close attention to small details
- Advanced time management skills and ability to work well under pressure within a fast-paced sales cycle
- Ability to work independently and collaborate with teams in a global matrix environment
- Willingness to travel as needed to meet prospects, customers, and partners
- Bachelor's degree in a related field
Benefits:
- No benefits, perks, or compensation extras are specified in the posting
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