Enterprise Sales Engineer - job 2 of 3

As an Enterprise Sales Engineer at Axon, your primary responsibilities will include mastering all Axon technologies, leading technical presentations, and managing customer expectations from pre-sales through the sales cycle. You will have technical conversations with various stakeholders, including IT departments and channel partners, to provide first-level support and responses to customer RFPs. Additionally, developing relationships with key partners and effectively positioning Axon's technology against competitors are crucial aspects of this role.

To succeed as an Enterprise Sales Engineer at Axon, candidates should possess an Associate's degree in Engineering or Computer Science, or have 5+ years of relevant experience. Ideally, candidates should have 5-7 years of customer-facing technical pre-sales experience, particularly in SaaS solutions, and a strong understanding of network technologies, CCTV systems, and large-scale infrastructure platforms such as AWS and Azure.

The Enterprise Sales Engineer role at Axon requires a willingness to travel up to 50%. This travel will primarily involve visiting enterprise accounts, attending industry conferences, and meeting with partners and customers to showcase Axon's technologies and build impactful relationships.

At Axon, Enterprise Sales Engineers can expect a hybrid work environment that embraces flexibility. You'll work collaboratively in a fast-paced, engaging atmosphere that encourages innovation and ownership of your role. The team is united by the common mission to protect life, making each day meaningful and rewarding.

Axon provides a comprehensive benefits package that includes competitive salaries and a 401k plan with employer matching, discretionary paid time off, and paid parental leave for all employees. You’ll have access to medical, dental, and vision plans, along with support for physical and mental wellness. Continuous learning and development opportunities, plus the perks of a vibrant office culture like free snacks, enhance your experience at Axon.

In answering this question, you should detail your specific roles in previous positions involving SaaS, highlighting any relevant projects or achievements. Discuss how your technical knowledge aided in sales processes, and provide examples of successful engagements or solutions you pitched, illustrating your ability to articulate complex technologies to both technical and non-technical audiences.

Building relationships during the pre-sales phase requires a strong foundation of trust and open communication. In your response, emphasize your proactive approach in understanding client needs, and how you use regular check-ins, follow-ups, and personalized presentations to establish rapport. Mention any frameworks or methodologies you rely on to ensure genuine connections.

You should demonstrate a commitment to ongoing learning by discussing how you utilize resources such as webinars, tech blogs, and industry events. Mention any certifications or courses you're pursuing to enhance your technical acumen, illustrating your proactive approach to professional development in the fast-evolving tech landscape.

In responding to this question, share a specific example that showcases your problem-solving abilities. Detail the situation, the obstacles faced, the solutions you proposed, and the results achieved. This story should reflect your capability in handling pressure, your creativity in finding solutions, and your commitment to customer satisfaction.

To effectively position Axon’s products, discuss your approach to understanding competitors' strengths and weaknesses. Highlight strategies such as conducting market analysis and tailoring your value proposition to resonate with specific customer pain points, thus demonstrating the unique benefits of Axon’s solutions.

In your answer, emphasize your experience in creating or improving technical documentation and discuss the importance of clear documentation in enhancing the customer experience. Highlight any specific tools or methodologies you've employed to ensure that information is accessible and user-friendly.

Addressing customer objections effectively requires active listening and empathy. Discuss techniques you employ to ensure you fully understand their concerns before responding, citing examples in which your responses not only mitigated the objection but turned it into a selling point or strengthened the relationship.

Your response should underscore the significance of technical expertise and clear communication when engaging with IT departments. Discuss how you prepare by understanding their system architecture and willingness to collaborate closely to identify solutions that meet their needs, thus ensuring a positive pre-sales experience.

Here, detail your experience and knowledge of network technologies such as TCP/IP, VLANs, and firewalls. You should provide concrete examples of how this expertise has positively impacted previous projects or sales efforts, showcasing your technical credibility and ability to engage in meaningful dialogue with clients.

In response, articulate your alignment with Axon’s mission to Protect Life and how this resonates with your personal values. Discuss your passion for technology and justice, expressing excitement about the opportunity to contribute to innovative solutions that make a significant societal impact, highlighting what specifically draws you to Axon as an employer.