- Serve as a technical subject matter expert on Panorays solutions, establishing and maintaining strong relationships throughout the sales cycle with our prospects. Demonstrating a thorough understanding of our competitor landscape to be able to position our solutions against them successfully.
- Owning and managing various Presales activities – Including technical presentations, and demonstrations, managing technical aspects of RFP/RFI responses, and leading Proof of Concepts.
- Deliver workshops for evaluating the maturity of enterprise accounts' third-party risk management programs and recommend the best architecture for an optimal implementation of solutions.
- Understand and document customer business and technical requirements, addressing business drivers and pain points – Guiding the technical sales cycle toward a technical close and a business win.
- Exhibit technical thought leadership and act as a go-to resource for other members of the Sales organization.
- Exhibit strategic thought leadership by recognizing, proposing, and acting to improve presales-related areas of the organization (Process, frameworks, methods, etc.).
- Work cross-functionally with Support, Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field, and provide and align product feedback.
- Bachelor's degree in a related field and 7+ years' experience in a presales engineering/solutions architect role, ideally in a B2B SaaS / Enterprise Cloud-based Software company, particularly within 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 the industry's certifications, regulatory requirements, compliances, and frameworks in Privacy, Third-Party Risk, or GRC.
- Vendor Management Experience - Strong experience in vendor management is beneficial. This includes vendor selection, due diligence, contract negotiation, and ongoing monitoring of vendor performance.
- An effective, clear, and concise communicator. Ability to relay technical concepts to a non-technical audience.
- Ability to clearly articulate the business value proposition to prospective prospects and stakeholders.
- Exhibit self-motivation, the ability to multitask, and pay close attention to small details.
- Excellence in task prioritization and evaluation of situational urgency with advanced time management skills and ability to work well under pressure within a fast-paced sales cycle.
- High energy, well-organized, self-driven, positive, "can do" attitude.
- Can work independently and collaborate with teams in a global matrix environment.
- Some travel is expected.
- Applicants must be currently authorized to work in the United States on a full-time basis.
Sales Engineer - New York, United States - Panorays
Description
Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn't just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers' defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.
About the Role
The Presales Engineer is a trusted advisor who is business-oriented and contributes to the growth and scale of the company in a technical role, expected to professionally and accurately present technical presentations and demonstrations across the full array of potential customers, supporting our Account Executives. The right candidate will have a consultative approach, is hard-working, smart, and overachieving, with a passion for selling, and be able to work at a fast pace with a rapidly expanding customer base. This position reports to the Director of Presales and works closely with nearly every cross-functional team across the organization as necessary.
*We are open to hiring in any location in the eastern or central United States.
Experience & Skills
For positions in New York City, we offer an OTE range of $200,000 - $250,000, plus equity, variable/incentive compensation, and benefits. Sales positions generally offer a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. Company benefits include health, dental and vision insurance, 401(k), and paid leave.