Sales Engineering Manager

| Seattle | Hybrid
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Our platform for Network Detection and Response is a unique and powerful component of Security Operations.  We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great security company. If you are at the top of your game, have experience building and leading Sales Engineering teams, are a challenger, and can technically sell innovative next-gen solutions, then we want to hear from you.

The 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.

This position is remote with frequent travel.  This person can be anywhere in the pacific region with access to a major airport. 

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

Technical Requirements

- Solid understanding network security, endpoint, and SIEM technologies
- Deep understanding of enterprise-architecture concepts, risk
- OSI model and excellent working knowledge of the key protocols from
Layer 2-7
- Understanding of NIST, MITRE, CIS and related standards for enterprise
security
- Solid understanding of major operating systems, hardening, and common
- points of attack
- Familiarity with the network and application monitoring space a plus
- Familiarity with scripting including Perl, Python, and JavaScript
- Familiarity with VMware hypervisor (ESXi) and environments
- Experience analyzing packet captures a plus

About ExtraHop

At ExtraHop, we create great products because we give talented employees the freedom to be intellectually curious and creative. We seek a diversity of perspectives and foster employee quirkiness and spunk to help drive innovation. Every ExtraHop employee knows that we’re all in this together and that work is an important part of life so it should be fun. A sense of humor is required here, seriously!

We are the global leader with a novel approach to Security and IT Operational Analytics. Our market opportunity is greater than $20B and our solutions span all industries. Pretty neat, huh? If you want to join a fun team that produces award-winning products that provide tremendous business value and delight customers, then ExtraHop is the company for you!

Founded by engineers, ExtraHop is a Seattle-based technology company that delivers elegant solutions for the tech industry’s most challenging problems. 

As a privately held fast-growing technology leader in the $20B IT operations management space, ExtraHop Networks is positioned to be the next great systems company. We are known as innovators who take a smart, creative approach to solving problems. Our ExtraHop team and product line have received many awards, including wins in multiple categories of Best of Interop, a Gold Medal prize in Puget Sound Business Journal’s annual list of Washington’s Best Workplaces, and several Gold Stevie American Business Awards.

ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law #LI-BR1

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Location

ExtraHop is located in the heart of downtown Seattle, with easy access to transportation, restaurants, retail, entertainment and stunning views.

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