Sales Engineer - Denver

About vArmour

At vArmour, we’re disrupting traditional security and IT players through the understanding of relationships - the complex interdependencies that drive IT. vArmour is the leading venture-backed provider of Application Relationship Management software, enabling complex, global enterprises to discover and protect the relationships between users, digital assets and data. Based in Silicon Valley, the company's investors include NightDragon, AllegisCyber, Highland Capital Partners, Redline Capital, Citi Ventures, and Telstra.

The largest companies in the world use vArmour to visualize, map, monitor, and control the relationships that power their organizations. Only vArmour enables organizations to auto-discover relationships between applications and users across hybrid clouds without adding new agents or infrastructure. As businesses continue to tackle the challenges of digital transformation, vArmour makes it easy to achieve Zero Trust, securely migrate to cloud, visualize and control user access, and discover the blast radius of incidents.

At vArmour, “Relationships Matter” is the cornerstone philosophy that drives the company-in our technology and product design, as well as how the company engages our people, customers, and partners. We live this value every day.

What You'll Do

• As the technical sales lead, represent vArmour as the product subject matter expert to prospects, customers, and partners alike.
• Own all technical value illustration aspects of our interactions with prospects and customers in your territory. This includes:
  • Establish “trusted advisor” rapport with technical champions at your customers
  • Creation and execution of product demonstrations
  • Proof of concept documentation, success criteria definition, technical setup, execution, and executive summary/results documentation
  • RFI/RFP technical question response timeliness/accuracy
  • Support the Sales Director(s) in your territory with maintaining healthy channel relationships through regular technical refreshes, QBRs, tech roadmap updates, technical training workshops, etc.
  • Represent the technical voice-of-the customer in coordination with Customer Success team to vArmour HQ and Product/Engineering teams
  • Maintain customer contact as the technical voice of vArmour back to the customer, keeping them up to date on features, functionality, new capabilities, and general industry trends.
• Build and operationalize accretive revenue plans with Customer Success through the continuous delivery of value to customer, including deployment of new cases.
• Build lasting relationships with your colleagues and customers at one of cybersecurity’s most innovative and fun companies.

What You'll Bring

• Must be comfortable explaining highly technical concepts to both technical and non-technical audiences at all levels of the prospect organization.
• Ability to travel within territory and occasionally outside of territory.
• Strong ability to architect/whiteboard complex solutions.
• Solid presentation skills both for remote and on-site presentations.
• Demonstrated ability in developing relationships to capture new business and cultivate existing business.
• Extensive knowledge of both private and public cloud computing platforms (AWS, Azure, GCP, VMWare vSphere, Kubernetes, OpenShift, etc)
• Working knowledge of networking and associated protocols
• Professional level knowledge of security architecture/policy best practices
• Understanding of enterprise application architecture and security strategies in both traditional and microservices environments.
• Startup experience: minimum 2 years in an employer with less than 250 employees.
• Python Scripting capability is a big plus.

What we offer

The opportunity to be a part of something special - an exciting work environment filled with motivated people on a mission to disrupt markets through excellent software. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive salary and stock options
• Medical, dental, vision coverage for you and your family in many locations
• Ability to craft your schedule with flexible work arrangements and locations for many roles
• Generous holidays and vacation days each year including "Wellness Days" off
• Retirement plans
• Virtual socials and catered brown bag lunches
• Monthly team programs and social events
• Annual innovation summits, hack-a-thons and top-performer recognition events

Don’t check all of the boxes? Don’t sweat it. We’re passionate about building a team of ambitious, diverse humans and as such, if you think you’ve got what it takes to succeed in our chaotic-but-fun, decentralized, remote-friendly, start-up environment—apply anyway. While we have a pretty good idea of what we need, we’re ready for you to challenge our thinking on who needs to be in this role.

vArmour is an equal opportunity employer. We do not discriminate on the basis of race, color, ancestry, religion, national origin, sexual orientation, age, citizenship, marital or family status, disability, gender identity or expression, veteran status, or any other legally protected status.

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.