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Sales Engineer - North East and Eastern Canada at Venafi
United States of America
At Venafi, our Solution Architects (Sales Engineers) are the primary technical resource for the sales force. Solution Architects are responsible for actively driving and managing the technology evaluation stage of the sales process, and working with sales executives as the key technical advisor related to Venafi solutions. The Solution Architect must articulate how Venafi technology delivers business value to business and technical stakeholders. They must identify all technical decision criteria and walk customers through a methodical process that will allow them to make well-informed decisions. Venafi Solution Architects must establish credibility and trust, and develop relationships with customers that will promote opportunities to help customers solve real business problems
Key Result Areas:
Solution Architects are the primary technical resource for the sales team and are responsible for actively driving and managing the technology evaluation stage of the sales process. The Solution Architect must determine when a demo or POC is required, and be able to align the scope of the demo or POC to specific success criteria.  A Solution Architect will be required to demonstrate Venafi product features and functionality.  They may also be required to perform a proof-of-concept integration, possibly within the customer’s environment in order to persuade a customer the proposed solution will meet their needs.  Every Venafi Solution Architect should be confident performing a demo for every product capability.  More senior Solution Architect will also be capable of demonstrating integration with technology partners and common IT infrastructure.  
In a consultative way, and working with the Account Executive, the Solution Architect will assist customers in understanding the elements of a Venafi solution required to successfully address customer objectives; as well as any issues that could undermine that success. The Solution Architect must articulate how Venafi technology delivers business value to business and technical stakeholders alike, persuading them that it is the best solution. Venafi Solution Architects must establish credibility and trust with both audiences, and develop relationships with customers that will encourage customer to see them as trusted advisors and domain experts. They must maintain current knowledge about relevant industry events and related technologies.
Minimum Skills and Experience required:
  • Must be (or become) SME on Venafi.  Must have ability to architect solutions using Venafi products.
  • Working knowledge of common IT technologies in large enterprise environments such as Windows server, Linux/Unix, AD/LDAP, load balancers, web servers, virtualization, end-user devices,…  Should have strong knowledge of some specific technologies and products, as well as a willingness to learn additional.  Will use hand’s-on skills to perform product demonstrations and proof-of-concept integrations between Venafi and many other technologies.
  • Understand basic uses of cryptography in IT environments and common products or technologies used, in areas such as SSL/TLS, SSH, PKI, and HSMs.
  • Strong communication and organization skills.  Help bring order to chaotic environments.  With an end-state in mind, must be able to identify projects or actions that need to be undertaken to achieve the end-state.  Must have ability to help others sort out priorities, including the ability to see people/process/technology interdependencies among projects or actions.  Recognize when projects have the people, processes, and technologies required to succeed, and help identify when additional resources are needed.
  • Understand and promote IT and security best practices, especially as it relates to protecting machine identities.
  • Must be able to educate and persuade both technical and non-technical audiences regarding how to think about protecting machine identities and the actions they need to take.  Persuading them to take actions and aligning those actions with best practices is a key ability.
What sets you apart:
  • Must be aware of devops practices and toolsets.  Experience with devops tools is desirable, and hand’s-on experience with CM/Orchestration tools (e.g., Terraform, Salt, Chef,…), CI/CD tools (e.g., Jenkins), and container technology (e.g., Docker) are a huge benefit.
  • Must have good note taking and writing skills.  While there will not be a large volume of writing required, it will be essential to document solutions, plans, meeting notes, recommendations,…and otherwise communicate effectively in writing with customers as well as Venafi colleagues.
  • Share learnings regarding customer usage of our products and ideas how Venafi might make it easier for customers to use our products more fully