Enterprise Sales Engineer (DACH)

Chainguard; Berlin; Remote; EUR 70,000 - 110,000; Full time

Benefits offered by this job

Equity/stock options

Unlimited PTO

Remote work with flexible coworking

Home office stipend

Health insurance for you and family

Job summary

Chainguard is seeking a Sales Engineer accountable for assessing customers' technical requirements and demonstrating how Chainguard products satisfy unmet needs. You will cultivate relationships with decision-makers at all levels and drive technical wins through demos, POVs, and RFP responses.

In this role you will partner with the Sales Team to evaluate and prove value, focus on acquiring new logos, and own all technical aspects of opportunities.

Qualifications

• Experience as a Sales Engineer / Pre-Sales Engineer.
• Experience with MEDDPICC or Command of the Message sales frameworks.
• 3+ years selling into Enterprise and Mid Market prospects.
• Cloud security or containers security experience.
• German and English speaking.
• Must be located in Germany.

Responsibilities

• Assess prospects' technical requirements and relate Chainguard products to client needs.
• Secure technical wins via demos, POVs, RFP/RFI responses, and feature requests with engineering.
• Partner with Sales Team to help customers evaluate and prove value of Chainguard.
• Acquire new customer logos and grow the existing base.
• Own all technical aspects of sales opportunities and articulate Chainguard value.
• Listen to customers’ challenges and conduct product demos/POCs.
• Participate in webinars, meetups, conferences and other marketing initiatives.

Skills

App security

MEDDPICC

Command of the Message

Enterprise sales

Mid Market sales

Trusted advisor

German & English

Tools

AWS

Azure

Google Cloud

Kubernetes

Docker

Serverless

Job description

• You will assess a prospect’s technical requirements and apply extensive knowledge of Chainguard products to illustrate how a deal will satisfy the client’s unmet needs. You will cultivate relationships with decision-makers at all levels of an organization and negotiate the competing needs of multiple stakeholders within an organization
• You will secure technical wins using methods such as demos, RFP/RFI responses, lead POVs, partner with engineering for requested features, and participate in conferences and industry events (when applicable)
• What you’ll do:
• Partner with our Sales Team to help customers evaluate and prove the value of our solution
• Focus on acquiring new customer “logos” in addition to growing existing customer base
• Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard
• Day to day responsibilities include:
• Listen to our customers and understand their challenges
• Conduct product demonstrations and POVs/POCs
• Actively participate in webinars, meetups, conferences and other marketing initiatives

Benefits

• Equity/stock options
• Unlimited PTO
• Remote work with flexible coworking and team meetup opportunities
• Home office and internet stipend
• 100% health/dental/vision insurance coverage for you and your family

Strong team players committed to help and mentor their peersApp SecurityExperience as a Sales Engineer / Pre-Sales EngineerExperience with MEDDPICC and or Command of the Message sales frameworksExperience selling into Enterprise (3+ years) and Mid Market prospectsCloud security or containers securityPeople acting as trusted advisors, able to build credibility with customersSmart and passionate people that can persevere to successGerman and English speakerExperience in the following areas:Startup experienceCloud technology (AWS, Azure, Google, etc.)Container technologies (Kubernetes, Serverless, Docker)Must be located in Germany