Job description
Azul continues experiencing positive growth and actively interviewing candidates for a Sales Engineer (SE) for our North America region!
An Azul SE is responsible for delivering the technical win across opportunities within their assigned territory. Our SE does this by conducting pre-sales activities including (but not limited to) discovery of a prospect’s business challenges, aligning portfolio capabilities as a solution to these challenges, and demonstrating such capabilities to validate the solution.
You will use your experience and expertise to mentor other SEs to become successful in their role.
This is a remote role with up to 20% travel within the US.
What you will do (aka the Responsibilities):
- Meet with prospects and clients both onsite and remotely to actively sell the Azul product portfolio solutions (both new and upsell)
- Conduct presentations and demos at all technical levels (from CxOs to developers) to “make the complex simple” and properly communicate Azul’s value to the target audience
- Oversee the execution of product pilots and proof-of-concepts (POCs) to demonstrate product capabilities within a client’s existing environment
- Provide expert assistance to other SEs on pilot planning and execution
- Understand and respond to both solicited and unsolicited proposals by aligning Azul capabilities against proposal requirements
- Orchestrate the engagement of additional Azul team members (PM, Engineering, CTO, etc.) as required to assist in achieving the technical win
- Work alongside your Account Executive(s) to conduct Territory Planning (develop strategies for creating pipeline, grow existing accounts, engage and enable partners, etc.)
- Build and nurture existing clients to promote customer success, as well as create new upsell and cross-sell opportunities
- Attend / present at conferences, workshops, roadshows, etc. to evangelize the Azul product portfolio to increase awareness and build funnel
- Demonstrate SME-level technical depth and breadth across the entire Azul product suite
- Demonstrate a solid understanding of third-party products that run on or alongside Azul products, with SME-level expertise in at least one key third-party technology (e.g., Kubernetes, Cassandra, Kafka, Solr, AWS, etc.)
- Continuously strive to increase your product / technology technical acumen by attending all provided enablement sessions, reading technical articles, downloading and running third-party technologies, etc.
- Conduct training sessions and day-to-day mentorship to other team members to uplevel their product and sales expertise; be a primary mentor to onboarding SEs
- Be a trusted advisor to your direct supervisor in product, territory and team related concerns
What you bring (aka Experience, Education):
- Bachelor’s degree (or equivalent) in Software Engineering, Computer Science, or other IT-related disciplines
- (Preferred) A master’s or higher degree in an IT or business-related discipline
- Minimum five (5) years of Sales Engineering experience
- Quota-carrying experience
- Current or prior Java development experience
- Extensive Linux experience, including shell scripting
- Demonstrable interest tinkering with technology
- Authored blogs or other published materials
- Understanding of JVM internals
- Solid understanding of Java-based applications and frameworks, including Cassandra, Kafka, Solr, Spring Boot, etc. (with SME-level understanding in at least one related technology)
- Solid understanding of cloud-based technologies, including cloud providers (e.g., AWS) and container-based solutions (e.g., Docker, Kubernetes)
- Willing and capable to travel up to 20%
- Experience working with sales processes (MEDDICC preferred) and CRMs (Salesforce preferred)
Skills/Aptitude
- Strong oral and written communication skills
- Skilled in interfacing/communicating with small groups or individuals, as well as larger groups
- Proven critical thinking and problem-solving skills, with the ability to solve complex challenges with minimal supervision
- Highly organized with attention to detail
- Excellent time management skills
- Conduct yourself in a highly professional and ethical manner
- Ability to thrive within a fast-paced working environment
- Ability to multitask across a variety of client challenges, meeting requests, team requirements, etc., sometimes outside of normal business hours
- Ability to work in a collaborative environment across multiple disciplines, with the EQ to understand multiple perspectives to help achieve a common goal
- Proactive prospect and customer engagement
- A proven winning record!
What we Offer
·Comprehensive compensation and healthcare packages
·Equity Program – be part of our success
·Referral Program
·Work-life balance, remote-first, paid time off, company shutdown, holidays
·Work with top experts worldwide whom contribute to the Java ecosystem
Our Culture & Values
·Maniacal Customer Focus
·Innovation & Excellence
·Initiative & Courage
·Impact & Influence
·Integrity & Transparency
·Diversity, Inclusion & Teamwork
