Senior Presales Engineer (Public Sector)

As a Senior Presales Engineer at Axon, you will take on a range of exciting responsibilities. You will act as a trusted customer advisor while supporting sales campaigns for evidence capture devices and digital evidence management solutions. Your role will also involve giving compelling technical presentations, conducting architecture design discussions, facilitating proof-of-concept engagements, and even leading RFP/RFI responses. Furthermore, you will be responsible for ensuring a smooth transition of sales opportunities into successful delivery by coordinating with Professional Services or our Partner network.

To thrive as a Senior Presales Engineer at Axon, candidates should ideally possess a Bachelor's degree in Computer Science or Engineering, along with at least 8 years of relevant experience in fields like Sales Engineering or Systems Engineering. Additional knowledge in areas such as Digital Video, IP security, or advanced networking technologies is highly valued. Strong communication skills and the ability to engage with diverse audiences are critical, as is a willingness to travel significantly for this role.

Axon fosters a fast-paced, innovative, and collaborative work culture for Senior Presales Engineers. The environment is dynamic where employees work together to tackle critical safety and justice issues. At Axon, diversity is celebrated, and every team member is encouraged to share unique perspectives. Employees are empowered to take ownership of their roles and creatively contribute to solutions that protect life and accelerate justice in their communities.

The Senior Presales Engineer at Axon can expect to travel significantly, with about 70% of your time dedicated to travel, which may include both domestic and international destinations. This travel is essential for engaging with clients, delivering technical demonstrations, and supporting sales efforts across various Public Safety Agencies throughout Europe.

At Axon, professional development is highly prioritized. As a Senior Presales Engineer, you will have the opportunity to work on impactful projects, receive continuous training, and engage in thought leadership activities. You're encouraged to explore new technologies and share your insights with your colleagues. Moreover, collaboration is key, and your input will directly influence product development and enhance the overall customer experience.

When discussing your experience with SaaS during the interview, focus on specific projects where you've utilized SaaS solutions. Highlight how you communicated technical benefits to clients and helped them visualize the advantages of adopting SaaS. It's also beneficial to mention any challenges you faced and how you overcame them, showcasing your problem-solving skills and resilience.

In preparing compelling technical presentations, it's important to first understand your audience's needs and pain points. Tailor your content to resonate with their specific challenges, and use real-world examples to illustrate how Axon's solutions can address those issues. Practice engaging storytelling and anticipate potential questions to create a more interactive session.

To ensure a smooth transition from sales to delivery, communication is key. I maintain close collaboration with the sales team and Professional Services, facilitating knowledge transfer and clarifying client expectations. I also document customer feedback and feature requests to inform the delivery process effectively, which can help address potential issues proactively.

When discussing a successful PoC, explain the context of the engagement, the goals set out with the client, and how you structured the PoC to address their specific needs. It's important to highlight your methodology, the collaboration with the team, and how you utilized the results to drive decisions moving forward. Include the impact it had on both the customer and the overall sales process.

In dealing with customer feature requests, I adopt a structured approach: first, I document all requests in a systematic manner and gather ample context around each. Then, I prioritize these requests by assessing their impact and alignment with the product roadmap. Regular follow-ups with product management ensure that client feedback is represented in future development cycles, ultimately fostering a better customer experience.

Staying current with emerging technologies is crucial in the public sector. I regularly attend industry conferences, participate in webinars, and read relevant publications. Engaging in peer discussions on platforms like LinkedIn or through professional networks also provides valuable insights. By actively seeking knowledge and connecting with experts, I can better serve clients with the most up-to-date solutions.

In an interview, show your understanding of IP security by discussing relevant protocols and technologies, such as firewalls, VPNs, and data encryption. Explain how these elements protect sensitive information in public safety applications. Provide examples of how your knowledge has benefited previous clients in implementing secure solutions, highlighting the importance of safeguarding data in law enforcement contexts.

Demonstrating active listening skills is vital when identifying customer needs. I employ probing questions to uncover underlying issues and prioritize their goals during initial meetings. Additionally, using a consultative approach allows me to suggest tailored solutions that directly address their unique challenges while aligning with Axon’s offerings.

When faced with objections during presentations, I remain calm and view objections as a chance to clarify misunderstandings. I listen actively to the concerns raised, acknowledge their validity, and respond with well-informed solutions, emphasizing the value of Axon's products. This approach not only addresses immediate concerns but builds trust and rapport with the client.

To convey your passion, share personal stories or motivations that draw you to Axon's mission. Discuss how your background aligns with their goals in public safety and how you value the opportunity to contribute to meaningful projects. Showing genuine enthusiasm for the company's vision reinforces your commitment to the role and its responsibilities.