Principal Sales Engineer | Canada

Position Summary

As a Principal Sales Engineer, you will have a significant impact on the success of each sales presentation in which you participate and will share in its financial rewards. In this key position, you will contribute directly to the bottom-line health of the company.

As a Principal Sales Engineer, you will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. You’ll mentor other sales engineers, collaborate closely with product and engineering teams to align customer feedback with roadmap priorities, and support executive-level discussions. Your deep understanding of our technology, market landscape, and customer challenges will allow you to design and advocate for customer-tailored solutions that drive measurable business outcomes. Additionally, you will proactively resolve pre-sales technical challenges and act as a trusted advisor to both internal teams and customer stakeholders throughout the buying journey.

Key Responsibilities

• Complete mastery of all ExtraHop demo narratives
• Sufficiently versatile with the ExtraHop platform to conduct any ad-hoc demo upon request
• Key stakeholder in our demo creation/update process
• Maintain documents that are key to the SE workflow; deployment guidelines, POC best-practices, compelling use-cases, etc.
• Guide and mentor new ExtraHop SEs
• Recognized throughout the company as an expert in specific technologies/domains
• Recognized by peer SEs for their significant contributions that have benefited the broader SE community
• Ability to create and deliver public speaking sessions, blog posts, social media activity and analyst interactions.
• Interface with Product Management to relay market demands from prospects/customers and play a role in shaping the product roadmap
• Play an active role in the continuous refinement of our POC process; scoping questions/materials, output documents and best practices for aligning POC results to compelling business value
• Become an acknowledged expert in one or more competitive products and lend assistance to other SEs that encounter that vendor
• Identify new areas of opportunity/revenue growth based on your customer/industry relationships and knowledge of the verticals we support
• Expert SFDC user very familiar with our use of the tool and capable of suggesting improvements to our SFDC workflows that would benefit the SE organization
• Considers the business at-large when advocating for product/process changes and is able to assess the situation from the perspective of other organizations within the company
• Actively drives changes to SE/company processes; comes up with an idea, vets it with peers/leadership, fleshes it out and leads the execution in concert with other internal stakeholders
• Expert-level understanding of the sales process; incorporates business requirements into the demo narrative, ensures POC outcomes are aligned with business impact, able to quickly/accurate qualify an opportunity
• Mastery of solution design; capable of translating customer input into a solution architecture that seamlessly aligns with the business proposal being developed by the RSM

Required Qualifications & Experience

• 10-14 years selling Cloud and Cyber Security technology into large Enterprises with direct AWS, Azure or GCP experience.
• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge
• Minimum of 5 years of experience working directly with cloud concepts
• Complex and strategic selling experience required

Skills & Competencies

• Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).

• Expert level understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP).
• In-depth knowledge of Site Reliability Engineering Concepts
• Familiarity with automation and infrastructure as code technologies such as Ansible, Terraform, Cloud Formation
• Conducts highly complex work critical to the organisation
• Excellent organizational, interpersonal, and leadership skills, acts as a role model and a mentor for other sales engineers.
• Excellent communication (verbal and written) and presentation skills with the ability to interact and address Senior executive and technical audiences
• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
• Works without supervision with extensive latitude for independent judgement.
• Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues
• Works cooperatively with others within the organization and other cross-functional stakeholders
• Works well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

The base salary range for this role is $180,000 to $190,000 CAD. This is a commission-eligible position with a 70/30 pay mix, for total target compensation of approximately $234,000 to $247,000 CAD at plan. Actual commission earnings are based on individual performance against quota.