Sales Engineer - Federal (Washington DC Area, Remote)
Fortanix Inc., Washington, District of Columbia, us, 20022
Overview
About Us: In today's world, where data spreads across various clouds and devices, traditional security measuresaren'tenough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security.Fortanixleads the way in data-centric cybersecurity for hybridmulticloudenvironments, using advanced cryptography, encryption, and confidential AI solutions. As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybridmulticloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model orpreparing forthe post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is. Our commitment to solving the world’s toughest data security challenges has earnedFortanixmultiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such asINVIDIA,Microsoft, Intel, ServiceNow, and Snowflake. Our team includes industry leaders and cryptography experts, creating a culture of trust,innovationand collaboration where every voice is valued. Recognized as a Great Place to Work,we'relooking for passionate individuals to help us shape the future of data security and work towards a safer digital future. Job Description
We are looking for an experienced
Sales Engineer - Federal
responsible for sellingintonew prospects as well as farming back into existing customers for high renewals and to keep customersatisfactionslevels at anall timehigh. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer facing account-level activities. Ideal candidatesare alsodriven by success, are highly energetic with strong hands-on skills and embodiesa“can-do” attitude.This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners. As a Sales Engineer you will own, drive, and be rewarded for your business. Responsibilities include: Consultative Selling. As a member of the sales team engage prospects in a consultative sales process aroundFortanixas part of their core security infrastructure and operations. Discovery. Work closely with prospects early in the sales process to gaindeepunderstanding of their technical requirements and propose how best to address them. Technical Evaluations. Work with deep technical resources, salesteamand prospects to manage successful customer evaluations and proof of concept deployments. Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training. Product Knowledge. Work closely with Engineering and Product teams tomaintaina deep understanding ofFortanixproducts and core technology. Market Feedback. Continuously gather product and market feedback to guide new products. Customer Success. Ensure customersare gettingthe most from their investment inFortanix, creating strong references, renewals and opportunities forupsell. Must have 5+ years of experience as a SE for enterprise IT security and/or infrastructure. Must have experience in complex enterprise sales processes, including $1M+ deals. Experience selling to U.S Federal agencies & Federal Systems Integrators (FSIs) Knowledge of programming or scripting languages (e.g., Python, Bash, etc.) Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus. Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus. Familiarity with HSM and KMS in the cloud (AWSCloudHSM, AWS KMS, Google KMS, AzureKeyVault, IBMKeyProtect, etc.) Understanding of use cases of HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing, etc.) Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment. Strong consultative selling and technical collaboration skills. Excellent written and oralcommunicationsskills. Strong collaboration skills to engage both external partners and internal team. BA/BS in a technical field; CISSP, Security+, other security-focused certifications. Bonus pointsfor experience with GenAI and RAG data architecture, with a focus on managing data security in RAG pipelines. Ideallysomehands-onexperience with common GenAI platforms such as AWS Bedrock, Vertex AI, Databricks. Active Security Clearance (Preferred) We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing. Employer paid healthcare, dental and vision plans. Employer paid Life, Long Term and Short Term disability plans Unlimited PTO (it’s between you and your work!) 40 hours of Volunteer Time Off/year Internet stipend Friendly culture that brings the best out of everybody 401k Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may includeadditionalcompensation in the form of bonus,equityor commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more. Thebasecompensation range for this role is $120,000- $170,000/ Year. Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast-growing, exciting working environment – we encourage you to apply!
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About Us: In today's world, where data spreads across various clouds and devices, traditional security measuresaren'tenough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security.Fortanixleads the way in data-centric cybersecurity for hybridmulticloudenvironments, using advanced cryptography, encryption, and confidential AI solutions. As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybridmulticloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model orpreparing forthe post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is. Our commitment to solving the world’s toughest data security challenges has earnedFortanixmultiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such asINVIDIA,Microsoft, Intel, ServiceNow, and Snowflake. Our team includes industry leaders and cryptography experts, creating a culture of trust,innovationand collaboration where every voice is valued. Recognized as a Great Place to Work,we'relooking for passionate individuals to help us shape the future of data security and work towards a safer digital future. Job Description
We are looking for an experienced
Sales Engineer - Federal
responsible for sellingintonew prospects as well as farming back into existing customers for high renewals and to keep customersatisfactionslevels at anall timehigh. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer facing account-level activities. Ideal candidatesare alsodriven by success, are highly energetic with strong hands-on skills and embodiesa“can-do” attitude.This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners. As a Sales Engineer you will own, drive, and be rewarded for your business. Responsibilities include: Consultative Selling. As a member of the sales team engage prospects in a consultative sales process aroundFortanixas part of their core security infrastructure and operations. Discovery. Work closely with prospects early in the sales process to gaindeepunderstanding of their technical requirements and propose how best to address them. Technical Evaluations. Work with deep technical resources, salesteamand prospects to manage successful customer evaluations and proof of concept deployments. Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training. Product Knowledge. Work closely with Engineering and Product teams tomaintaina deep understanding ofFortanixproducts and core technology. Market Feedback. Continuously gather product and market feedback to guide new products. Customer Success. Ensure customersare gettingthe most from their investment inFortanix, creating strong references, renewals and opportunities forupsell. Must have 5+ years of experience as a SE for enterprise IT security and/or infrastructure. Must have experience in complex enterprise sales processes, including $1M+ deals. Experience selling to U.S Federal agencies & Federal Systems Integrators (FSIs) Knowledge of programming or scripting languages (e.g., Python, Bash, etc.) Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus. Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus. Familiarity with HSM and KMS in the cloud (AWSCloudHSM, AWS KMS, Google KMS, AzureKeyVault, IBMKeyProtect, etc.) Understanding of use cases of HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing, etc.) Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment. Strong consultative selling and technical collaboration skills. Excellent written and oralcommunicationsskills. Strong collaboration skills to engage both external partners and internal team. BA/BS in a technical field; CISSP, Security+, other security-focused certifications. Bonus pointsfor experience with GenAI and RAG data architecture, with a focus on managing data security in RAG pipelines. Ideallysomehands-onexperience with common GenAI platforms such as AWS Bedrock, Vertex AI, Databricks. Active Security Clearance (Preferred) We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing. Employer paid healthcare, dental and vision plans. Employer paid Life, Long Term and Short Term disability plans Unlimited PTO (it’s between you and your work!) 40 hours of Volunteer Time Off/year Internet stipend Friendly culture that brings the best out of everybody 401k Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may includeadditionalcompensation in the form of bonus,equityor commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more. Thebasecompensation range for this role is $120,000- $170,000/ Year. Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast-growing, exciting working environment – we encourage you to apply!
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