Sales Engineer - Federal (Washington DC Area, Remote)

Fortanix•Washington, DC

8h•Remote

About The Position

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, and confidential AI solutions. As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybrid multicloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model or preparing for the post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is. Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as INVIDIA, Microsoft, Intel, ServiceNow, and Snowflake. Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future. We are looking for an experienced Sales Engineer - Federal responsible for selling into new prospects as well as farming back into existing customers for high renewals and to keep customer satisfactions levels at an all time high. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer facing account-level activities. Ideal candidates are also driven by success, are highly energetic with strong hands-on skills and embodies a “can-do” attitude. This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners.

Requirements

Must have 5+ years of experience as a SE for enterprise IT security and/or infrastructure.
Must have experience in complex enterprise sales processes, including $1M+ deals.
Experience selling to U.S Federal agencies & Federal Systems Integrators (FSIs)
Knowledge of programming or scripting languages (e.g., Python, Bash, etc.)
Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus.
Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus.
Familiarity with HSM and KMS in the cloud (AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect, etc.)
Understanding of use cases of HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing, etc.)
Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment.
Strong consultative selling and technical collaboration skills.
Excellent written and oral communications skills.
Strong collaboration skills to engage both external partners and internal team.
BA/BS in a technical field; CISSP, Security+, other security-focused certifications.

Nice To Haves

Bonus points for experience with GenAI and RAG data architecture, with a focus on managing data security in RAG pipelines.
Ideally some hands-on experience with common GenAI platforms such as AWS Bedrock, Vertex AI, Databricks.
Active Security Clearance (Preferred)

Responsibilities

Consultative Selling. As a member of the sales team engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations.
Discovery. Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them.
Technical Evaluations. Work with deep technical resources, sales team and prospects to manage successful customer evaluations and proof of concept deployments.
Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training.
Product Knowledge. Work closely with Engineering and Product teams to maintain a deep understanding of Fortanix products and core technology.
Market Feedback. Continuously gather product and market feedback to guide new products.
Customer Success. Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals and opportunities for upsell.