Sales Engineer - West

As a Sales Engineer at Red Canary, your primary responsibilities include serving as a technical expert throughout the sales cycle, crafting and delivering customized presentations, and facilitating tailored proof-of-concepts. You’ll also engage in various project work, which may include product research, maturing functional processes, and even scripting. The essential focus will be advocating for prospects' needs, ensuring they understand how Red Canary’s solutions align with their security objectives.

To qualify for the Sales Engineer position at Red Canary, you should have at least 3 years of customer-facing experience in sales engineering, strong knowledge of the security industry, and a solid grasp of networking and endpoint security concepts. Familiarity with cloud infrastructure and scripting languages such as Python or PowerShell is also necessary. Ultimately, a passion for cybersecurity and excellent communication skills will set you apart.

At Red Canary, we believe in the continuous professional development of our team members. As a Sales Engineer, you'll have access to ongoing training programs and opportunities to engage in industry conferences. Our collaborative culture encourages innovative thinking, and your contributions will be recognized and valued, fostering an environment where you can grow your skills and advance your career.

What sets Red Canary apart is our commitment to authentic partnerships and a relentless drive for delivering quality. We focus on supporting organizations in achieving better security outcomes through our unique technology and expertise. The Sales Engineer’s role is crucial in conveying our dedication to quality solutions and customer-centric approaches, making it an empowering and rewarding position.

A typical day for a Sales Engineer at Red Canary involves a mix of sales support and project management. You’ll collaborate with Account Executives to deliver compelling presentations and proof-of-concept sessions, while also managing various technical projects that can range from product development to improving existing processes. Your ability to switch between these responsibilities will provide a dynamic and fulfilling workday.

In approaching a new sales engineering project, I start by understanding the customer's specific needs and security maturity level. I focus on establishing clear communication with all stakeholders involved, ensuring I have a complete picture of the goals and challenges. This allows me to propose tailored solutions that align with their business objectives and security requirements.

I've had extensive experience working with stakeholders ranging from technical staff to executive leadership. I tailor my communication style to match their level of technical understanding, ensuring that both sides feel confident in the proposed solutions. It’s important to build rapport and trust at every level to effectively advocate for the best interests of the customer.

I often utilize presentation tools like PowerPoint or Google Slides for structured presentations and leverage platforms like Zoom or Microsoft Teams for remote demos. I also prefer to integrate live demonstrations of our products to provide a real-world context, which reinforces the value we offer and engages the audience effectively.

I stay updated with cybersecurity trends by regularly reading industry publications, attending webinars and conferences, and following influential thought leaders on social media. Being actively involved in forums and communities where cybersecurity professionals share insights is equally important for keeping my knowledge fresh and relevant.

A challenging experience I encountered involved a prospect whose needs were not fully compatible with our solutions. I handled it by conducting an in-depth needs analysis and determined alternative solutions that aligned more closely with their requirements, facilitating a successful dialogue and ultimately strengthening our relationship. This experience strengthened my advocacy skills and taught me the importance of pushing back when necessary to uphold customer best interests.

My strategy for handling objections is to actively listen to the prospect’s concerns and validate their perspective before addressing the issue. I maintain a positive attitude and provide clear, factual examples to mitigate their concerns. This approach fosters trust and demonstrates my commitment to finding the best solution for their needs.

I prioritize projects by assessing their urgency and importance relative to customer deadlines and business objectives. I utilize project management tools to track progress, set clear milestones, and ensure consistent communication with stakeholders to keep everyone informed and aligned.

Key performance indicators for a Sales Engineer should include the number of successful presentations conducted, the conversion rate from prospects to clients, customer satisfaction metrics post-engagement, and feedback on how effectively solutions were implemented. These KPIs provide insights into both personal performance and the effectiveness of our solutions.

Fostering collaboration within the team involves creating a culture of open communication where everyone feels valued and heard. I organize regular check-ins, encourage sharing of ideas, and leverage collaborative platforms to facilitate knowledge exchange and feedback. Building strong relationships in the team enhances our collective strengths and ultimately benefits our customers.

What excites me most about working as a Sales Engineer at Red Canary is the opportunity to contribute to a mission that genuinely impacts people’s lives by enhancing their security posture. The chance to work with innovative technology alongside a passionate team makes the role both fulfilling and inspiring. I appreciate the company's emphasis on authenticity and its commitment to delivering high-quality security solutions.