Summary
The Sales Engineer is responsible for all technical aspects of the sales cycle, including customer satisfaction and understanding all technical aspects of the product. Typical responsibilities will include : architectural presentations, in depth technical demonstrations, on site and remote software installations, POCs (proof of concepts), and troubleshooting client’s technical issues.
The sales cycle is approximately 120+ days from start to finish. The majority of sales and sales support will be done via phone and web meetings. This role includes approximately 30% travel to prospects / customers, marketing events and attending various functions.
Role Description
Collaborate with sales team to provide sales support
- Understand customer requirements and explain how Jethro addresses them
- Prepare and deliver technical presentations describing Jethro’s solutions and positioning against alternatives
- Help secure sales
Manage customer POCs
Work with customers to plan POC requirements, resources, timeline and success criteriaManage POC progress, ensuring successful completionProvide technical assistance
Solve technical problems customers encounter during POC and after purchaseTroubleshoot, provide workarounds, pinpoint issues for R&DBecome an expert on the market and Jethro’s products
Help improve the product by collecting customer requirementsProduce technical marketing materials through blog posts, tutorials, white papers, etc.Other
Record activity, POC progress, maintain data quality in our customer relationship management system (SFDC) and our marketing automation system (Hubspot) as applicableRequirements
Experience
At least 4 years as a software SE selling enterprise data warehouse (EDW) / Hadoop / database solutionsExperience giving presentations and hands on demonstrationsSales commission based comp planTechnical knowledge
Deep knowledge of SQL and query optimization Experience with analytical DBMS such as Teradata, Netezza, Vertica, Greenplum, Exadata, etc. Experience with Hadoop SQL engines such as Hive, Impala, PrestoWorking knowledge of Hadoop ecosystemWorking knowledge of BI tools such as TableauHands on experience with Linux admin, scripting, etc.BA / BS Education – business / computer science related degree preferredSkills
Ability to present to high level executives, as well as highly technical contentStrong sales skills –identify opportunities and potential threats to the sales cycleJuggle multiple accounts and tasks in parallelResponsive and organizedStrong presentation skillsStrong phone skillsEnthusiastic, outgoing, challenge driven, able to put in long hours as required and to produce results and new business; passionate about being successful in the roleLocation
Pleasanton, CA (walking distance from the BART train) potentially moving to San Francisco later in the yearCompensation
Compensation is a combination of base salary plus commissions related to components such as : closed revenue, number of new customers, and number of POCsCompetitive compensation and equity relative to industry and previous earnings history; candidate will provide last 3 years of earnings history