Sales Engineer

US – Remote (Preferable Boston Area)

Full-Time

Description

We’re looking for a driven, customer-focused and very technical oriented Sales Engineer to work with our sales team and our product/R&D teams, enabling the adoption of Sternum with current and potential customers through engaging with technical and security teams across different industries.

Sternum is on a mission to make every “dumb” device into autonomous and smart. We are building the infrastructure of every smart device around us, from medical devices to routers to railway systems. We do that by breaking the boundaries of what is possible within the embedded/IoT edge device limits and bringing self-protection and instrumentation-based data visibility and analytics to any device, from any sector, at any stage of the product lifecycle.

Building a product that enterprises and security leaders NEED and developers LOVE, is what makes working at Sternum a unique mission that is shaping our future connected world.

This is especially true for the sales engineers we're looking for. Having the ability to lead PoC’s, sales meetings and technical demos to security and business leaders while also achieving “technical wins” and strong trust-based relationships with highly skilled engineering and product teams (through walking them through how fun it is to useSternum’s no-code observability and runtime security and analysis platform, educating them about exploitation prevention and making them Sternum’s champions) is key.

You'll spend your time:

  • Serve as the technical sales lead throughout the pre-sales cycle, including owning proofsof-value (POV) results and driving their success, co-leading customer relationships with sales executives, and giving technical demos
  • Becoming a technical product expert, evangelist and coach, able to give technical sales demonstrations to customer and partners in your sleep
  • Provide technical pre-sales support for assigned sales team through discovery meetings to deal close
  • Develop strong personal relationships with engineering, DevOps and DevSecOps teams in the customers’ organizations
  • Educate customer and partners about vulnerabilities, exploitations, product security,product observability, active mitigation, and more drive the technical aspects of thesale, providing demonstrations, managing proof of concepts, demonstrating product expertise, sharing best practice and more
  • Delivering tailored Proofs of Concept (PoC) and workshops as needed to drive"technical wins"
  • Assist sales in development and implementation of sales objectives and account-basedpenetration strategies
  • Conduct technical and competitive landscape research to effectively address customer questions
  • Identify additional Sales opportunities
  • Demonstrate Sternum products and services to customers on site, remotely via webinar sessions, and at field events such as conferences and trade shows.
  • working closely with channel partners to increase their proficiency in selling and supporting the Sternum solution through their sales process and beyond.
  • Work with the product and R&D team to help improve value propositions, architect custom workarounds and needed integrations

Requirements

You should apply if you:

  • 4+ years of experience in sales engineering, developer, or security - Must
  • 3+ years’ experience in selling Enterprise solutions in the Application Security or application monitoring or SDLC/DevOps/Product/R&D space - Must
  • Knowledge of a wide variety of coding languages and how they work, especially C/C++, Python, and Assembly - Must
  • Have a good knowledge of the development and implementation cycles of IOT and OT devices - Advantage
  • Hands-on experience with Linux (must) and RTOS - Advantage
  • Hands-on experience with Endpoint Security and/or developer-tools Products(application security, application monitoring, DevOps tools, API’s etc) and or embedded development environments - Advantage
  • Prior experience in selling software to Fortune 500 - Advantage
  • Strategic approach to technical selling with a professional understanding of customer expectations
  • Love to learn about new technology and you’re curious about how things work under the hood
  • In-depth knowledge of embedded development, embedded systems and/or IoT security in (including in Linux and RTOS) - Major Advantage
  • Strong troubleshooting and problem-solving skills - must have technical understanding and troubleshooting experience in Security Products, Linux and RTOS environments
  • Can communicate effectively over zoom, working with international teams in different time zones
  • Love to teach and coaching is a habit and can develop strong personal relationship with customer technical resources (understand people and what makes them tick)
  • Have strong written and spoken English - Must
  • Have worked closely with highly technical customers before and can turn their feedback to R&D and product guidance
  • Have a team-oriented mindset - Must
  • If you are passionate about how vulnerabilities in code are exploited, about products that engineers love, about data, observability and analytics and about people

We’d especially love to hear from you if you:

  • Have worked in early stage, fast growth startups (especially in developer tooling!)
  • Have experience working with medical, telecommunication or industrial device manufacturers

If you love technology, are not afraid of breaking boundaries and building exceptional products that change industries, want to make a true impact and love to be a part of an extraordinary team – come join us!

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