Sales Engineer

As a Sales Engineer at Rewind, you'll serve as the technical expert who collaborates closely with the Commercial Sales Team. Your responsibilities will include conducting technical discovery sessions to understand customer needs, delivering tailored product demonstrations that showcase Rewind’s backup and recovery solutions, managing proof of concept evaluations, and ensuring that our sales teams are well-equipped with technical knowledge. Addressing any technical concerns from potential customers is also part of your role, instilling confidence in our platform.

To qualify for the Sales Engineer position with Rewind, you should possess a minimum of 3 years of experience in pre-sales engineering or a similar role. A strong understanding of SaaS applications and APIs, preferably with experience in Atlassian, GitHub, or Shopify, is essential. Familiarity with cloud platforms like AWS or Azure and data backup solutions is also expected. Additionally, excellent communication skills to articulate technical concepts into business benefits are crucial.

Collaboration is key for a Sales Engineer at Rewind. You’ll work closely with the Product, Customer Success, and Engineering teams to share insights gathered during customer interactions. This teamwork is vital in refining our offerings and ensuring that we meet customer needs effectively. Regular communication and partnership with Sales Account Executives will also help drive revenue by building strong customer relationships.

A typical day for a Sales Engineer at Rewind may involve participating in customer meetings to understand technical requirements, conducting product demonstrations, managing proof of concepts, and addressing technical inquiries. Your schedule will be dynamic, mixing technical consultation with collaborative meetings, all while maintaining a customer-centric approach that emphasizes problem-solving and building relationships.

The work environment at Rewind is vibrant and dynamic, especially for Sales Engineers. With a hybrid work model, you’ll spend three days a week in the office in Ottawa, fostering team collaboration while enjoying flexibility. Rewind thrives on a team-first mentality; we value creativity, initiative, and a customer-focused attitude, all while ensuring that we have fun during the process.

When approaching a technical discovery session, I focus on actively listening to the client’s challenges and objectives. I start with open-ended questions to gather detailed information about their current processes and pain points, ensuring I fully understand their needs. This allows me to tailor the conversation around how Rewind’s solutions can directly address their specific requirements.

Proof of concepts (PoCs) are critical in the sales process as they provide clients with a tangible experience of our product's value. During a PoC, I guide the customer through testing our solutions in their environment, help establish success criteria, and ensure our solution aligns with their workflow. Successfully managing PoCs often leads to increased confidence in our products and can significantly influence their purchasing decision.

To overcome technical objections, I employ a strategy of active listening and empathy. First, I ensure I fully understand the customer's concerns by asking clarifying questions. Then, I address their objections with relevant data, case studies, or examples from similar clients, seamlessly navigating the conversation toward how our solutions mitigate their concerns and add value.

I have substantial experience with cloud platforms like AWS and Azure, which has helped me understand the technical landscape our customers operate in and the importance of security and scalability. This experience positions me well to explain how Rewind’s solutions can integrate effectively into these environments, ensuring customers recognize the significant advantages our product offers.

I believe in using clear, straightforward language when communicating technical concepts to non-technical teams. I focus on outlining the core benefits of our solutions without jargon, using real-life scenarios or analogies that relate to their experience. This approach fosters understanding and bridges the gap between technical and non-technical team members.

Teamwork is crucial for my success as a Sales Engineer. Collaborating with the sales team helps strengthen our approach by sharing insights and aligning our strategies. I also rely on product and engineering teams to stay informed about any updates or new features, allowing me to provide accurate and timely information to potential clients.

I keep up with industry trends and technology developments through continuous learning. I regularly attend webinars, conferences, and workshops related to cloud computing and data protection. Additionally, I follow industry-leading publications and participate in online communities, ensuring that I stay informed and can bring the latest insights to my clients.

One notable success was a recent engagement where a potential client was hesitant due to concerns about data security. Through a detailed technical discovery session, I identified their main objections and then organized a tailored proof of concept to address their specific needs. After successfully demonstrating Rewind's robust security features and proven reliability, the client chose our solution, leading to a significant deal closure.

Balancing technical and sales responsibilities requires a proactive approach. I prioritize understanding our products deeply while also honing my sales skills. I allocate time for technical research, follow industry news, and practice delivering presentations to potential customers. This balance allows me to provide technical insights while aligning them with our sales objectives, resulting in successful engagements.

I am excited about the opportunity to work as a Sales Engineer at Rewind because I admire your commitment to providing top-notch data protection solutions that empower businesses. I appreciate your culture of teamwork and innovation, and I believe my technical expertise aligns well with your company’s goals. I am eager to contribute to Rewind’s growth and help clients successfully secure their critical data.