Sales Engineer
Stryker Corporation, Peabody, MA, United States
Dedrone, by Axon is the world’s most trusted smart airspace security company. Hundreds of commercial, government and military customers rely on Dedrone’s comprehensive, command- and control solution to protect against the persistent and escalating threat from drones while enabling 'good' drones to fly. By leveraging AI/ML, Dedrone provides continuous, autonomous interrogation and verification of drones, enabling multi-sensor and multi-mitigation options onto a single fused view. Whether on-premise, air-gapped or in the cloud, Dedrone customers can easily detect, track, identify, analyze, and mitigate drone threats.
What You’ll Do
Location: Remote – travel up to 50% of time
Reports to: VP, Sales Engineering – Dedrone
Achieve mastery of all Dedrone technology
Use exceptional written and oral communication skills to lead business and technical presentations effectively
Have technical conversations with IT departments, including CIOs, as well as channel partner leadership and technical stakeholders
Set and manage expectations with customers and team members
Provide first-level technical support throughout the pre-sales cycle for opportunities
Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changing circumstances
Develop relationships with key partners for growth within their customer base
Provide professional responses to customer RFPs and RFIs
Effectively position the technology against competitive offerings
Represent the products, company values, and brand to customers and at field events such as industry and user conferences, tech summits, etc.
Take ownership of the POC/Pilot process: coordinate logistics across all stakeholders, assess customer requirements and objectives, tailor POC tests and findings, and assist prospects with initial configuration and orientation
Improve or develop technical documentation to ease understanding and customer or channel usage of our products and services, where possible
Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams
Develop Statements of Work (SOW) for Professional Services necessary for binding quote
Perform other duties and projects as assigned
What You Bring
Willingness to travel up to 50% of time
Good understanding of networking (IP/ARP/DNS/DHCP/SNMP/PoE/Ethernet/IEEE802.11) and Linux
Basic understanding of Physical Security and IP-Camera Placement
Basic understanding of Drone technology, desirable experience in flying
Associates degree in Engineering or Computer Science (or equivalent field) or 5+ years relevant experience
3-5 years customer-facing pre-sales or consulting background
Experience selling SaaS based solutions
Must have intellectual curiosity, humility, accountability and positive approach
Basic knowledge or curiosity of security, IPsec, InfoSec, hacking and exploitation tools and methodologies
Basic knowledge of computer hardware, operating systems, and storage devices
Ability to work independently with substantial latitude for action and decision making while maintaining focus on achieving optimal outcomes as part of a collaborative development effort
Strong presentation skills and presence, technical acumen, ability to simplify the complex, ability to work cross-functionally
Experience developing Statements of Work (SOW) or similar documents
Some roles may also require legal eligibility to work in a firearms environment.
The above job description is not intended as, nor should it be construed as, exhaustive of all duties, responsibilities, skills, efforts, or working conditions associated with this job. The job description may change or be supplemented at any time in accordance with business needs and conditions.
We are an equal opportunity employer that promotes justice, advances equity, values diversity and fosters inclusion. We're committed to hiring the best talent – regardless of race, creed, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations and ordinances – and empowering all of our employees so they can do their best work.
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What You’ll Do
Location: Remote – travel up to 50% of time
Reports to: VP, Sales Engineering – Dedrone
Achieve mastery of all Dedrone technology
Use exceptional written and oral communication skills to lead business and technical presentations effectively
Have technical conversations with IT departments, including CIOs, as well as channel partner leadership and technical stakeholders
Set and manage expectations with customers and team members
Provide first-level technical support throughout the pre-sales cycle for opportunities
Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changing circumstances
Develop relationships with key partners for growth within their customer base
Provide professional responses to customer RFPs and RFIs
Effectively position the technology against competitive offerings
Represent the products, company values, and brand to customers and at field events such as industry and user conferences, tech summits, etc.
Take ownership of the POC/Pilot process: coordinate logistics across all stakeholders, assess customer requirements and objectives, tailor POC tests and findings, and assist prospects with initial configuration and orientation
Improve or develop technical documentation to ease understanding and customer or channel usage of our products and services, where possible
Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams
Develop Statements of Work (SOW) for Professional Services necessary for binding quote
Perform other duties and projects as assigned
What You Bring
Willingness to travel up to 50% of time
Good understanding of networking (IP/ARP/DNS/DHCP/SNMP/PoE/Ethernet/IEEE802.11) and Linux
Basic understanding of Physical Security and IP-Camera Placement
Basic understanding of Drone technology, desirable experience in flying
Associates degree in Engineering or Computer Science (or equivalent field) or 5+ years relevant experience
3-5 years customer-facing pre-sales or consulting background
Experience selling SaaS based solutions
Must have intellectual curiosity, humility, accountability and positive approach
Basic knowledge or curiosity of security, IPsec, InfoSec, hacking and exploitation tools and methodologies
Basic knowledge of computer hardware, operating systems, and storage devices
Ability to work independently with substantial latitude for action and decision making while maintaining focus on achieving optimal outcomes as part of a collaborative development effort
Strong presentation skills and presence, technical acumen, ability to simplify the complex, ability to work cross-functionally
Experience developing Statements of Work (SOW) or similar documents
Some roles may also require legal eligibility to work in a firearms environment.
The above job description is not intended as, nor should it be construed as, exhaustive of all duties, responsibilities, skills, efforts, or working conditions associated with this job. The job description may change or be supplemented at any time in accordance with business needs and conditions.
We are an equal opportunity employer that promotes justice, advances equity, values diversity and fosters inclusion. We're committed to hiring the best talent – regardless of race, creed, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations and ordinances – and empowering all of our employees so they can do their best work.
#J-18808-Ljbffr