Sales, Engineering - Rockies

Description

The company builds the modern networking infrastructure that customers such as Lyft and Reddit depend on to stay connected.

As an Enterprise Sales Engineer, you will work alongside the Enterprise Sales team to put better networks in front of more customers, using your technical depth to earn the trust of IT and network engineers.

You will join an early group of Enterprise Sales Engineers who build the technical capability needed to compete with entrenched legacy vendors in an industry where no new entrant has succeeded in decades.

Enterprise networks have barely changed in decades and remain brittle and hard to set up. The company designs its own enterprise hardware, software, and operations, and now deploys these networks at scale for customers including Bridgewater, Lyft, and Reddit, who rely on them to keep thousands of employees and locations online.

The company expects people to use the internet more over time and believes its networking stack can make business use as seamless and reliable as any modern utility.

In your first weeks you will build working relationships with sales reps and leaders, fellow Sales Engineers, the hardware and software teams, and the teams that deploy and run networks for customers, becoming a trusted internal advisor.

Over time you will deepen your knowledge of routing, switching, wireless, and security until you are a subject matter expert on the full product line, which builds credibility with customers and partners.

Early on you will join sales calls and help raise committed quarterly Enterprise revenue by $1M+.

Once the team has standards in place and you are driving significant revenue, you can move into a Principal Sales Engineer role, specialize in a new vertical, or take a leadership track, such as leading key accounts or hiring and onboarding the next Sales Engineers.

Responsibilities

• Spend about 60% of your time on deals: run technical discovery calls to learn what frustrates customers about their legacy solutions.
• Give demos that persuade, and build buy-in from stakeholders ranging from office managers to CIOs.
• Design solutions, clear obstacles, and close deals with customers and partners.
• Work directly with the Account Executives on your team to build urgency and move deals forward.
• Spend about 25% of your time building internal training, sales assets, and standard approaches to complex technical use cases.
• Spend about 15% of your time on product translation: gather feedback from complex deployments and pass customer requirements to the Product team, shaping the hardware and software roadmap.
• Later, help build Sales Engineering processes, including reference architectures such as EVPN-VXLAN and 802.1X integration guides, plus standard documentation and training for core networking areas, aiming to shorten deal cycles by at least 1 week and raise win rate.

Requirements

• You see enterprise networking as rigid and ripe for disruption, and you are tired of selling small upgrades to legacy gear.
• You want to be at the front of innovation and bring customers and partners the change they have asked for.
• You are drawn to a vertically integrated solution that delivers connectivity as reliably and simply as a utility.
• You have succeeded as a high-performing SE at high-growth companies and want your voice to shape where a company goes.
• You want to grow a business alongside motivated technical Sales Engineers who move quickly.
• You are deeply interested in networking, hate losing deals more than you enjoy winning, and find creative ways past obstacles to meet customers where they are and move them into wired, wireless, and cellular networking.
• You have expert knowledge of TCP/IP, 802.11ax/be, TLS, DHCP, DNS, NAT, 802.1X, VPNs, SD-WAN, IDS/IPS, Multicast, OSPF, BGP, and EVPN-VXLAN.
• Ideally, you hold industry certifications such as CCNA, CCNP, CCIE, CWNA, CWDP, CWSP, CWDE, JNCIA, JNCIS, JNCIE, Network+, Security+, and others.

Conditions

The estimated base salary for this role is $140,000 - $190,000.

Benefits

• You are eligible to earn commissions.
• You are eligible to take part in the company's equity plan.