Sales Engineering Director - East Coast

The Sales Engineering Director (East Coast) role is a leadership position on the front lines. It’s a player / coach role where the individual is expected to be an expert in ExtraHop’s cutting edge technology and in the selling of that technology. The individual will contribute to territory and account strategy as well as driving the execution directly and indirectly. Success will rely upon the individual’s ability to build and maintain a team of highly-talented Sales Engineers.  Strong relationships with Sales Leadership, Account Executives, and customer stakeholders are critical.  The role will require frequent travel within region and occasional visits to the corporate HQ in Seattle, WA.

Responsibilities

• Manage all aspects of people management, including hiring, development, training, regular 1:1s and periodic performance reviews
• Build a strong team and provide satisfaction among internal and external customers
• Assess prospective customer needs and uncover requirements for ExtraHop solutions
• Remove technology-related buying objections from the sales opportunity
• Influence both internal and external decision-makers through presentations and briefings
• Demonstrate products to technical and non-technical audiences, at executive and/or technical levels, and at pre- and post-sales meetings
• Independently coordinate all aspects of technical product evaluations, from installing the appliance to helping prospective customers interpret data in the context of their environment
• Articulate the technical value proposition and key differentiating capabilities to prospective new customers and solutions partners
• Lead architecture design discussions and recommend an appropriate combination of technologies for production deployment
• Prepare and present technical proposals and RFIs
• Identify market and product requirements based on field experience and customer input
• Provide customer and competitor feedback and field intelligence where available and necessary
• Network in customer and related organizations
• Own key aspects of the technical sales process and demonstrate thought leadership in the art of giving a demo and conducting a POC

Qualifications

• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge
• Minimum 7-10 years of relevant experience in supporting networking, application, and/or network-security technologies
• Broad understanding of enterprise information technologies: must be able to interpret performance metrics quickly within diverse customer environments and relate them to troubleshooting and security
• Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences
• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
• Ability to focus on results while working independently when given a broad direction and desired results
• Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams
• Strong problem solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues
• Ability to travel
• Leadership/Management experience is preferred. 

Technical Requirements

• Solid understanding of enterprise-networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth
• Solid understanding of enterprise-architecture concepts: 3-tier architecture, high-availability/disaster recovery (active-active data centers, redundant switch stacks, and so forth)
• Solid understanding of the OSI model and excellent working knowledge of the key protocols from Layer 2 through Layer 7 including ARP, IP, TCP, UDP, and HTTP
• Protocol-level understanding of how various software components involved in enterprise service delivery interact: web servers, application servers, databases, web services, mainframes, network attached storage, and so forth
• Hands-on experience with passive network monitoring: mirror port configuration (especially Cisco SPAN, RSPAN, and VACL configuration), network TAP installation, span aggregators, and so forth
• Solid understanding of major operating systems including Linux, Windows, and UNIX.
• Familiarity with enterprise security
• Familiarity with trends in enterprise services, such as virtualization, cloud computing, and VOIP
• Familiarity with scripting including Perl, Python, and JavaScript
• Familiarity with VMware hypervisor (ESXi) and environments
• Experience analyzing packet captures
• Familiarity with the network and application monitoring space a plus

$178,000-$200,000+ Commission is 33% of On-Target-Earnings + benefits+ options

Applicants must be authorized to work for ANY employer in the U.S.  We are unable to sponsor or assume sponsorship of an employment Visa at this time.

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