GTM Solutions Engineer

As a GTM Solutions Engineer at Finite State, you will be responsible for pre-sales and post-sales technical engagements. This includes delivering impactful product demonstrations, executing Proof of Value (PoV) programs, providing technical support, and serving as the voice of the customer to help shape product roadmap priorities. You’ll also assist customers with solution development and deployment, drive expansion opportunities, and collaborate with cross-functional teams to maximize product adoption and satisfaction.

The GTM Solutions Engineer role at Finite State requires a minimum of 5 years in a technical customer-facing role, preferably within cybersecurity focusing on product security and software supply chain security. Candidates should possess excellent communication skills, a strong customer-focused mindset, as well as hands-on experience with security tools and software development practices. Familiarity with coding or scripting languages, such as Python or Java, would be a tremendous advantage.

Finite State is dedicated to the professional growth of our GTM Solutions Engineers by fostering a collaborative and supportive culture. We encourage a growth mindset, provide regular enablement opportunities and training sessions, and offer platforms for technical leadership. Our team thrives on innovation and accountability, allowing individuals to mentor others and contribute meaningfully to product developments, thus ensuring career advancement within the company.

A GTM Solutions Engineer at Finite State should have a solid foundation in cybersecurity principles, particularly around product security and software supply chain risks. Hands-on experience with security tools, a deep understanding of the software development lifecycle (SDLC), and familiarity with software composition analysis (SCA) are essential. Proficiency in coding or scripting languages, coupled with strong troubleshooting and critical-thinking skills, will enhance your effectiveness in this role.

At Finite State, we have established a remote-first culture, which means that all team members, including GTM Solutions Engineers, can work from anywhere. We prioritize flexibility and collaboration through various digital tools and platforms, ensuring that our remote workforce remains connected, engaged, and productive. Our team enjoys a work environment that balances autonomy with the support needed to succeed.

When answering this question, showcase your ability to manage expectations and deliver successful results. Focus on the specific steps you took to engage the customer, the challenges faced, and how you leveraged Finite State’s solutions to demonstrate value effectively. Use metrics or feedback from the customer to illustrate the outcome.

Explain that you prioritize customer needs by actively listening and asking clarifying questions to fully understand their requirements. Talk about how you collaborate with product management and engineering teams to guarantee that the solutions you develop align with their goals and pain points, enhancing the customer experience.

An effective response includes mentioning your preparation techniques, such as understanding your audience’s background, tailoring your message, and creating engaging visuals. Highlight your ability to make complex technical concepts digestible for both technical and non-technical stakeholders.

When answering this question, provide a specific scenario illustrating the challenge, your analysis, and the actions you took to resolve it. Emphasize teamwork and how you communicated solutions to the customer, demonstrating your problem-solving skills and commitment to their success.

Share your strategies for professional development, such as participating in webinars, attending conferences, engaging with industry blogs, or joining professional organizations. Discuss your passion for staying informed about the latest cybersecurity trends and tools relevant to your role.

Discuss your belief that teamwork is essential for achieving customer satisfaction. Provide examples of how you've collaborated with sales, customer success, product management, or engineering teams to address customer needs and streamline technical solutions.

Be upfront about your skills with specific languages, such as Python or Java. Discuss how you've utilized these skills in previous roles, particularly in customizing solutions to meet client needs, demonstrating your technical aptitude and commitment to delivering tailored services.

Describe a situation where you actively sought feedback from a customer following a demo or PoV program. Explain how you compiled this information to relay it back to the product team, emphasizing the importance of customer input in product development.

Explain your approach to upselling, focusing on understanding the customer’s current needs and identifying areas where additional solutions can drive more value. Illustrate your strategy by discussing how you'd present options that align with their goals in a consultative manner.

Emphasize your understanding of Finite State’s mission and unique approach to securing connected devices and supply chains. Discuss how their commitment to transparency and innovation positions them as leaders in the cybersecurity field, making it an exciting place to work.