At ExtraHop, we're on a mission to help organizations achieve complete visibility, real-time threat detection, and proactive security through cutting-edge network detection and response (NDR) technology. Our NDR product is a market leader, providing our customers with the ability to detect, investigate, and respond to threats faster than ever before.
We’re proud of the work we do and the recognition we’ve received, including our recent Gartner Peer Insights award, which reflects the trust and satisfaction our customers have in our solutions.
If you're passionate about innovation, dedicated to protecting digital infrastructures, and ready to make a real impact, we invite you to join our team and help us shape the future of cybersecurity.
The Senior Sales Engineering Manager 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 the region and occasional visits to the corporate HQ in Seattle, WA.
Responsibilities
1. Manage all aspects of people management, including hiring, development, training, regular 1:1s, and periodic performance reviews.
2. Build a strong team and ensure satisfaction among internal and external customers.
3. Assess prospective customer needs and uncover requirements for ExtraHop solutions.
4. Remove technology-related buying objections from the sales opportunity.
5. Influence both internal and external decision-makers through presentations and briefings.
6. Demonstrate products to technical and non-technical audiences, at executive and/or technical levels, and at pre- and post-sales meetings.
7. Independently coordinate all aspects of technical product evaluations, from installing the appliance to helping prospective customers interpret data in the context of their environment.
8. Articulate the technical value proposition and key differentiating capabilities to prospective new customers and solutions partners.
9. Lead architecture design discussions and recommend an appropriate combination of technologies for production deployment.
10. Prepare and present technical proposals and RFIs.
11. Identify market and product requirements based on field experience and customer input.
12. Provide customer and competitor feedback and field intelligence where available and necessary.
13. Network in customer and related organizations.
14. Own key aspects of the technical sales process and demonstrate thought leadership in the art of giving a demo and conducting a POC.
Qualifications
15. Bachelor’s degree in computer science, information systems, or related area, or demonstration of equivalent knowledge.
16. Minimum 7-10 years of relevant experience in supporting networking, application, and/or network-security technologies.
17. Broad understanding of enterprise information technologies: must be able to interpret performance metrics quickly within diverse customer environments and relate them to troubleshooting, security, and forensic analysis.
18. Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences.
19. Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies.
20. Ability to focus on results while working independently when given a broad direction and desired results.
21. Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams.
22. Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues.
23. Ability to travel.
Technical Requirements
24. Solid understanding of network security, endpoint, and SIEM technologies.
25. Deep understanding of enterprise-architecture concepts, risk management, the OSI model, and excellent working knowledge of the key protocols from Layer 2-7.
26. Understanding of NIST, MITRE, CIS, and related standards for enterprise security.
27. Solid understanding of major operating systems, their hardening, and common points of attack.
28. Familiarity with the network and application monitoring space.
29. Familiarity with scripting including Perl, Python, and JavaScript.
30. Familiarity with VMware hypervisor (ESXi) environments.
31. Experience analyzing packet captures.
32. Proficiency in forensic skills related to digital investigations and incident response.