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Senior Pre-Sales Solution Engineer - California

strongDM

strongDM

Sales & Business Development
United States · Remote
Posted on Wednesday, February 28, 2024
StrongDM lives by a very simple principle: Put People First.
That means we do the right things by our colleagues, employees and customers. It also means developing products and solutions that improve the lives of our customers. Our commitment to People First is one of the reasons our year-over-year customer retention rate is an industry-leading 98%. Once a customer, forever a fan. That's our goal.
When you work at StrongDM, you work with people who care, technology that works, and customers who are obsessed with both the product and the support they receive.
If you ask any employee of StrongDM, you’ll find that our values truly are our guiding principles in everything we do–from how we make decisions to how we treat each other. That’s because these values represent the foundation for our culture and who we are as a company. It sounds cliche, we know. But trust us—we’re onto something good. G2 can confirm. ✔️
1. We embrace the mission
2. We pursue mastery
3. We are people first
4. We are smarter together
These are the values we seek to cultivate as an organization. They inform not just how we behave as individuals and teams, but also the unspoken traits of the candidates we hire and perspectives we take when helping and supporting customers. Speaking of candidates, we’re so glad you’re here! If this sounds like an environment you’d thrive in, read on.
We’re hiring solutions engineers to work with the Sales organization to provide an enthusiastic and authoritative technical perspective on the StrongDM product while establishing trust with prospects and customers. Everyone at StrongDM is committed to your success and is ready to pitch in to assist when it comes to learning, development, and winning new customers.

Your Impact:

  • You will work with the Sales team to showcase the value of the StrongDM solution to prospects and customers.
  • You are the trusted advisor and thought leader on modern privileged access management to your prospects and customers in close partnership with your account executive and in-territory partners
  • Authoritatively position and differentiate StrongDM against competitive offerings such as Cyberark and Teleport, etc.
  • Define the right mix of required capabilities, and use cases to address the pain outlined by the prospect to satisfy the prospect’s business objectives
  • Own the technical win; from technical qualification, and effective demo to proving the value of the StrongDM solution in a POV (Proof of Value)
  • Effectively manage proof of value (POV), guided trials, and hands-on technical product workshops
  • Partner with sales to drive sales cycles to completion beyond the technical win
  • Coordinate with Product Management, Engineering, Customer Success, and Support to fully address a prospect’s technical issues
  • Be the technical voice of the field for all things related to security, compliance, and privileged access management

About You:

  • Technical - Infectious enthusiasm for technology and cybersecurity.
  • A demonstrated willingness to master things you may know nothing about. Don’t know how to kubectl now? That’s fine; you will learn
  • Experience with Privileged Access Management - PAM (Cyberark, Teleport, Delinea), SASE and related network technologies
  • Experience with Kubernetes, Ansible, Terraform, CI/CD (Jenkins, Github, etc), Identity Providers (Okta, Ping, Azure AD/Entra ID, AWS etc.)
  • Experience with AWS and/or Microsoft Azure or Google Cloud, configuration and administration of security features and services including identity and access management, service-related security features, networking, firewalls, encryption, and related standard methodologies
  • Familiarity with cloud and on-prem networking models and connectivity, network security, virtualization, and cloud computing
  • Programming experience in or familiarity with a higher-level language such as NodeJS, Ruby, Chef, Puppet, YAML, JSON, and/or Python
  • Discovery - You ask thoughtful questions that result in meaningful insights, you probe in a way that leads people to step outside their mindset, you unearth pain points and elicit new ideas. Demonstrated ability to dig deep and understand (and address!) the question under the question -- what are they really asking but not saying?
  • Demonstration - You have a strong ability to present an engaging and compelling narrative using technical materials and tools to map the value of the product, and capabilities being sold to satisfy the prospect’s desired business outcomes. You draw on examples and insights to highlight the value of the product and the benefit it will bring to the customer.
  • Consultative - You can present a technical subject matter to a diverse range of stakeholders (technical and non-technical). You know how to tailor your content based on the audience.
  • Analytical - You are able to interpret a wide-range of information and use your findings to draw conclusions and design scalable and expandable solutions.
  • Experience - A plus if you have experience working at a tech startup or another high-velocity growth culture

Compensation

  • $250,000- $280,000 OTE (70/30 split) + equity salary packages
  • Company-sponsored benefits, including:
  • Medical, dental, and vision insurance (free to employees and dependents)
  • 401K, HSA, FSA, short/long-term disability coverage, life insurance
  • 6 weeks of combined accrued vacation + sick time
  • Volunteer days + standard holidays
  • 24 weeks paid parental leave for everyone + 1 month transition time back + childcare stipend for first year
  • Generous monthly and annual stipend for internet + home office