Sales Engineer

The sales engineer at Shield supports the sale and shapes it. The best people here don't wait to be asked for a demo; they see what a deal needs and go get it.

What you will do:

Serve as the technical lead on enterprise accounts from discovery through solution design, evaluation and hand-off to Professional Services and Customer Success
Partner with Account Executives to map Shield's capabilities to each prospect's compliance requirements, communication landscape and surveillance priorities, and to proactively push deals past technical objections
Lead technical discovery, client workshops and remote and in-person product demonstrations that are built around the prospect's use cases rather than a script
Own technical scoping: data sources, capture and archiving requirements, integrations, deployment model, security posture and the assumptions that feed pricing
Own responses to RFPs, RFIs and information security questionnaires, working with Product, Security and Legal to produce answers that hold up under scrutiny
Design and run POCs and other solution validation exercises: define success criteria up front, diagnose gaps, guide trade-offs and turn results into a clear recommendation
Build relationships and technical credibility with stakeholders across Compliance, Surveillance, IT, InfoSec and Sourcing in customer, prospect and partner accounts
Bring structured field feedback to Product Management, Solution Management and Marketing, and help shape the messaging, sales assets and technical playbooks that come back to the field
Prepare for, attend and present at industry trade events and webinars
Share what you learn with the wider team and raise the bar

Requirements
Experience and skills:

5+ years in a hands-on technical field, including 3+ years in a customer-facing presales, consulting or solutions role
Experience selling into or working with financial institutions is valued; experience in compliance, communications surveillance, archiving or a related regulated industry is a strong plus
Knowledge of messaging and collaboration platforms and other communication technologies, and the networking, security and identity infrastructure they rely on
Strong background in SaaS infrastructure and cloud technologies, including APIs, data ingestion and integration patterns
Comfort operating where technical, regulatory and commercial considerations meet, and the ability to connect technical choices to business outcomes
Demonstrated strong written, verbal and presentation abilities
Proven ability to manage customers and their expectations, and to work independently and deliver without being micromanaged
An energetic, positive, "get it done" attitude
Willingness and ability to travel up to 30% of the time
** This position is based in New York - The base salary for this role is between $145,000 USD - $160,000 USD .This role includes variable compensation and equity. The salary will be dependent upon many factors, including your experience level, skill set, and market knowledge. This range is based on Shield’s good faith estimate as of the date of the job posting and may be modified in the future.