Sales Engineer - North America

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!