Senior Sales Engineer

As a Senior Sales Engineer at Axon, your main responsibilities include mastering Axon technologies, leading business and technical presentations, engaging in conversations with IT departments and end-users, providing technical support, managing customer expectations, and developing key relationships to drive sales growth. You will be crucial in removing obstacles throughout the pre-sales cycle while supporting strategic initiatives and product demonstrations.

To be considered for the Senior Sales Engineer role at Axon, candidates typically need an associate’s degree in Engineering or Computer Science, or equivalent experience. A minimum of 2-3 years in a customer-facing pre-sales or consulting position is required, along with experience selling SaaS solutions. Additional knowledge in cloud computing, networking, and security methodologies will be beneficial.

The work environment for Senior Sales Engineers at Axon is dynamic and collaborative. You will work remotely while being part of a broader team that values diverse perspectives. The role includes opportunities for significant travel and interaction with key partners. The culture is intense yet rewarding, fostering growth and continuous learning as part of our mission to enhance public safety.

For the Senior Sales Engineer role at Axon, candidates should expect to travel up to 50% of their time. This travel will be primarily to meet with clients, partners, and at industry events, allowing you to represent the Axon brand effectively while building meaningful relationships in the law enforcement and public safety sectors.

Axon provides a competitive benefits package for Senior Sales Engineers, including a salary plus bonus structure, 401k with employer match, various health plans, discretionary paid time off, paid parental leave, and professional development programs. Additional perks include fitness programs and mental wellness support, underscoring the company's commitment to employee well-being.

Start by ensuring you fully understand the client's needs and tailor your presentation accordingly. Use clear visuals and relatable examples to showcase how Axon's technology addresses their specific challenges. Highlight not only the technological benefits but also the impact on public safety and efficiency, making your pitch both compelling and relevant.

Describe a specific situation where a customer faced a challenge that you helped resolve. Explain the problem, your approach in collaborating with your team, and how you could align Axon's solutions to not only meet but exceed their expectations. Highlight your active listening skills and technical acumen throughout the process.

Discuss your past roles involving SaaS, focusing on the solutions you sold and how you collaborated with clients throughout the sales process. Provide metrics to show your success rates in deploying these solutions, and your understanding of the overall SaaS market, and how you can leverage that experience at Axon.

Prioritize by assessing urgency and impact. Use tools or systems to keep your tasks organized while ensuring open communication with teammates. Discuss how you adapt and remain flexible to shifting priorities, maintaining focus on achieving the best outcomes for both customers and the company.

Building relationships starts with genuine engagement. Practice active listening, understand their needs, and consistently follow up on previous conversations. Share insights and updates, offer value through informative content, and ensure reliability in your interactions to create trust and long-term partnerships.

Staying educated in public safety technology involves reading industry publications, attending relevant conferences and workshops, and participating in webinars. Networking with industry professionals can also provide valuable insights. Share examples of how you’ve applied this knowledge to inform your sales strategy or client discussions.

Explain that teamwork is essential in sales engineering. Highlight how collaborating with product management, support, and sales teams enriches your understanding of products and customer needs. Mention how you leverage team expertise to provide seamless solutions and how that ultimately benefits the client.

Detail a specific negotiation scenario where challenges arose, such as pricing concerns or feature discrepancies. Describe your approach to understanding the client's perspective, offering alternative solutions, or finding common ground, all while maintaining a professional demeanor and protecting company interests.

Tailor your sales strategy based on the customer's specific needs and characteristics. Discuss how you segment your approach according to the unique challenges faced by different areas within law enforcement or public safety. Highlight the importance of personalizing your pitch and showcasing relevant use cases.

Emphasize the importance of clarity and accessibility in technical documentation. Discuss tools you have used, such as Confluence or Microsoft OneNote, and the techniques of using visuals, concise language, and structured formats to ensure the documentation is user-friendly and beneficial to both clients and internal teams.