Sales Engineer Venafi

Reports to: Director of Sales Engineering

Job Code: 3400-2211-01
Job Descriptions:

Venafi?s Sales Engineering mission is to ensure customer success. Customer success starts in the sales cycle by leading customers through a well-informed decision making process.

At Venafi, Sales Engineers are the primary technical resource for the sales force. Sales Engineers are responsible for actively driving and managing the technology evaluation stage of the sales process, working with sales executives as the key technical advisor related to Venafi solutions. The Sales Engineer must articulate how Venafi technology delivers business value to business and technical stakeholders. They must identify all technical decision criteria and walk customers through a methodical process that will allow them to make well-informed decisions. Venafi Sales Engineers must establish credibility and trust, and develop relationships with customers that will promote opportunities to help customers solve real business problems.
Responsibilities:

Take ultimate responsibility for the technical success of Venafi customers with Venafi solutions in your assigned territory
Become a subject matter expert in Enterprise Key and Certificate Management (EKCM)
Use effective diagnosis techniques to help customers and prospects determine the risks, problems, requirements and technical decision criteria specific to their unique environments relative to EKCM
Become an expert in understanding, articulating, demonstrating and teaching how Venafi solution capabilities can help solve the business problems customers are facing
Lead customers through the technical due-diligence process, including onsite testing of Venafi solutions in many cases, to allow them to sign off on all technical requirements related to the project
Ensure technical details and dependencies related to customer opportunities are documented in a clear manner and are managed through to resolution through coordination with Product Management and Professional Services
Ensure roadmap dependencies associated with sales opportunities are captured from customers, documented and communicated to Product Management, and managed through to resolution with the customer, escalating where additional visibility and attention may be necessary or a response from Product Management is required in a timely fashion
Promote a compelling value proposition for Venafi Professional Services (where applicable) through consultative selling and by demonstrating technical excellence in all interactions
Lead RFP/RFI project management and execution with a high standard of quality and accuracy by effectively coordinating with all stakeholders and ensuring timely completion
Effectively transition pre-to-post sales customer relationships according to Venafi post-sales handoff processes and maintain involvement with existing customers to ensure their success
Travel as necessary to support Venafi Sales opportunities with which you are assigned

Required Skills & Knowledge:

Ideal candidate must be self-motivated with a proven track record in a sales engineering role in the enterprise software industry. Knowledge of Public Key Infrastructure (PKI), key management, and/or cryptography a plus. He/she must possess strong presentation skills and be able to communicate professionally in written responses. Candidate must be organized and critical thinking, able to eliminate sales obstacles through creative and adaptive approaches to solving customer problems. 50% travel should be expected.

5+ years Sales Engineering or Consulting experience
Excellent technical writing skills a must
Strong technical systems skills a must
Customer training experience preferred
PKI, PCI or Information Security experience preferred
CISSP or alternative Information Security certification preferred
Public speaking experience and/or published articles preferred

Company Overview:

Venafi is the inventor of and market leader in Enterprise Key and Certificate Management (EKCM), and automates the provisioning, discovery, monitoring and management of digital certificates and encryption keys across heterogeneous environments. Venafi reduces the unquantified and unmanaged risks of encryption deployments that result in data breaches, security audit failures and system outages. Venafi customers include the world?s most prestigious Global 2000 organizations in financial services, insurance, high tech, telecommunications, aerospace, healthcare and retail. For more information, go to www.venafi.com.

Venafi offers a fantastic culture that encourages excellence, seeks out and rewards individual contributions, and provides opportunities for personal and professional development. In addition, Venafi offers its employees a superior benefits package and a great work-life balance.

Location:	9350 South 150 East Suite 910 Sandy, UT 84070 United States