Senior Sales Engineer, Public Sector

Description

The company has over 1,000 intelligence professionals, serves more than 1,900 clients worldwide, and calls itself the most advanced and largest intelligence company in its field.

More than 50% of Fortune 100 companies are customers, the company holds a 4.6-star user rating on G2, and its staff come from over 40 nationalities.

The team is hiring a senior sales engineer to work alongside other sales engineers who support the Public Sector sales group across Federal, State, Local and Education (SLED) markets in North America.

You need deep technical knowledge of several security technologies and prior experience selling security products or services to government agencies. Success depends on working with sales and linking technical ideas to mission results.

You report to the Manager of Public Sector PreSales for North America and work closely with Public Sector Account Executives to learn each agency's mission problems, compliance rules and buying processes, then shape solutions that meet mission and regulatory needs.

Responsibilities

• Learn in depth the mission problems and goals of Federal, State and Local government customers.
• Serve as a trusted advisor and subject matter expert, giving agency stakeholders honest guidance grounded in intelligence and cybersecurity best practice.
• Work with Account Executives to plan and run capture and sales strategies that fit government buying cycles, including RFI, RFP and RFQ processes and vehicles such as GSA Schedule, SEWP, CIO-SP3 and other contract vehicles.
• Build strong working relationships with sales colleagues and share feedback after every customer engagement.
• Create material for the Sales Engineering team, including knowledge base articles, presentations, demo talk tracks, and compliance or accreditation reference documents.
• Deliver tailored product demonstrations in unclassified settings and, where relevant, classified ones, focused on agency mission outcomes.
• Design and run proof of value (PoV) strategies.
• Prepare business justifications and executive business case presentations that connect the company's product to mission outcomes and budget justification cycles.
• Help prepare responses to RFIs and RFPs, security questionnaires, and ATO (Authority to Operate) documentation requests.
• Mentor new hire sales engineers one-on-one during onboarding.
• Help interview Account Executive and Sales Engineering candidates.

Requirements

• Have 5+ years as a sales engineer selling security services or products into Federal, State or Local government, or have equivalent experience as a military or government intelligence analyst or officer.
• Hold an active US Government security clearance at Secret or above; this is strongly preferred, and you must be able to obtain and maintain one.
• US citizenship is required.
• Know government procurement processes and contract vehicles, including GSA Schedule, SEWP, CIO-SP3, GWACs and IDIQs.
• Have working knowledge of FedRAMP, FISMA, NIST 800-53, CMMC and/or StateRAMP compliance frameworks.
• Understand intelligence principles, including the intelligence cycle, PIRs and collection disciplines, and explain the value of cyber threat intelligence to mission objectives.
• Bring natural curiosity and a sense of urgency.
• Look past the literal question to understand why it is being asked.
• Communicate clearly with both technical and non-technical audiences, from analysts and incident responders to agency C-suite and SES-level executives.
• Be willing to travel at least 30%, including to agency sites that require a facility clearance or escort.

Conditions

This is a full-time position with a base salary range of $143,000-$200,500, reflecting new hire pay for the role across all US locations.

Pay within that range depends on state, work location, job-related skills, experience, and relevant education or training.

Salary ranges are set by role, level and location.

Travel of at least 30% is required.

Final-round interviews are either in person or a live, scheduled video conference with the hiring manager; interviews are never held by instant message or text.

The company is an equal opportunity employer, runs a drug-free workplace, and does not use lie detector tests as a condition of employment.

Benefits

• May be eligible for incentive compensation and equity.
• May be eligible for medical, dental, vision and life insurance, and a 401K plan.