Sr. Sales Engineer - US

As a Sr. Sales Engineer at Actian, you'll play a critical role in supporting the sales team by providing technical guidance and expertise throughout the sales process. Your responsibilities will include conducting needs analyses, presenting product demonstrations, executing proof-of-concept projects, and collaborating with various departments to enhance Actian's offerings. You'll also conduct competitive analyses and work to establish trusting relationships with customers to understand their unique needs.

To be considered for the Sr. Sales Engineer position at Actian, you should have a minimum of 5-10 years of experience in a technical pre-sales or post-sales role, coupled with a Bachelor's degree in computer science, engineering, mathematics, or a related field. Strong skills in data analytics, integration, databases, and experience with SQL are vital, as well as familiarity with large-scale databases and cloud services. Your ability to communicate effectively with both technical and executive audiences will also be key.

The Sr. Sales Engineer role at Actian is pivotal in bridging the gap between customer needs and our innovative technology solutions. By effectively communicating the value of our data platform and offering tailored technical support, you directly contribute to converting prospects into loyal customers. Your insights and support help shape our products and drive sales success, making you an essential part of our team.

A successful Sr. Sales Engineer at Actian should possess a strong understanding of the complete data analytics stack, integration technologies, and hands-on SQL expertise. Additionally, outstanding presentation skills and the ability to articulate technical concepts to diverse audiences are crucial. Experience with cloud platforms like GCP, AWS, and Azure, as well as familiarity with BI and data exploration tools, will significantly boost your effectiveness in this role.

Actian fosters a dynamic and collaborative work environment for its Sr. Sales Engineers. Working remotely, you’ll be part of a supportive team that values innovation and creativity. You'll have the opportunity to engage with a diverse customer base while receiving the resources and flexibility needed to excel. At Actian, you'll find a culture that encourages continuous learning and professional growth.

When conducting a needs analysis as a Sr. Sales Engineer, it's important to start by asking open-ended questions to understand the customer’s specific pain points and objectives. Listen actively, document their needs carefully, and summarize your understanding to ensure alignment. This approach not only builds rapport but also highlights your commitment to addressing their challenges with Actian’s solutions.

Handling customer objections effectively involves staying calm and viewing the objection as an opportunity to clarify and provide further information. Acknowledge their concerns, ask questions to understand the root of the objection, and provide evidence-based answers that demonstrate how Actian's offerings can alleviate those concerns. Tailor your response with specific examples to reinforce the message.

I have extensive experience presenting to both technical and executive audiences. For technical audiences, I focus on the detailed functionalities and technical merits of our solution, while for executives, I emphasize ROI, strategic benefits, and alignment with business goals. This dual approach ensures that my presentations are relevant and impactful, regardless of the audience.

Proof-of-Concepts (PoCs) are critical in my sales process as they provide tangible validation of our solutions in real-world scenarios. They allow customers to experience firsthand how Actian's platform can address their needs while giving me an opportunity to tailor our offerings to their specific challenges. A successful PoC can significantly influence a customer’s decision-making process.

To stay updated on industry trends and competitor offerings, I regularly read relevant industry publications, follow thought leaders on social media, and participate in seminars and webinars. Networking with peers and attending industry conferences also provides insights into market shifts and emerging technologies. This proactive approach allows me to remain informed and positions Actian favorably against competitors.

I once worked with a prospect that had significant reservations about transitioning to a new data platform. Through persistent engagement and a comprehensive needs analysis, I was able to tailor a solution that addressed their pain points. I offered a PoC that showcased the effectiveness of our platform, ultimately overcoming their objections and closing the deal.

Prioritizing effectively in a fast-paced environment requires strong organizational skills and clear communication. I utilize project management tools to keep track of my responsibilities, set realistic deadlines, and ensure I communicate with team members and customers frequently about progress. This keeps everyone on the same page, ensuring that I meet the needs of all stakeholders.

Collaboration is vital to my success as a Sales Engineer. Working closely with the sales team, marketing, product management, and engineering helps ensure that we provide cohesive solutions that align with customer needs. By listening and responding to feedback from different stakeholders, I can better position Actian's products and create a more compelling narrative for our prospects.

I have hands-on experience with various cloud platforms, including AWS and Google Cloud Platform, which I leverage to demonstrate how Actian's solutions can scale and integrate seamlessly. My understanding of these platforms allows me to provide informed recommendations to customers, showcasing the scalability and flexibility of our offerings in cloud-based environments.

Building long-term relationships as a Sales Engineer involves being a trusted advisor rather than just a sales representative. I focus on understanding customers' evolving needs, providing ongoing support even after the sale, and maintaining open lines of communication. Engaging in regular check-ins and offering value through insights and knowledge helps deepen these relationships and fosters loyalty.