Sales Engineer

Shield•New York, NY

1d•$145,000 - $160,000•Onsite

About The Position

Shield is a global startup with offices in Tel Aviv, New York, London and Lisbon. We're hiring a Sales Engineer to join our North America Sales team, reporting to the SVP of Sales. You'll be a core member of the GTM team and the technical backbone of a successful sale: partnering with Account Executives to advance deals by uncovering requirements, designing solutions around Shield's Communications Compliance suite, overcoming technical objections and proving value through evaluations. You'll be working with compliance, surveillance, IT and information security leaders across financial services, and you'll be expected to earn their trust. 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.

Requirements

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

Responsibilities

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