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Sales Engineer - Federal at Carbon Black
Washington, DC, US

Our Sales Engineers are essential to the Carbon Black sales process and play a key role in obtaining the technical win.  By providing continual support to Field Sales, our Sales Engineers are vital to building and maintaining relationships with prospects and partners. Throughout all stages of the sales process, you will be called upon to share your technical acumen around security industry best practices and the mechanics of our product security platform.


What You’ll Do

As a Senior Federal Sales Engineer, you will contribute to our proven sales methodology and develop impactful best practices for all Sales Engineering activities. Applying your strong technical, project management, and business skills, you'll manage all aspects of the prospect evaluation process, and ensure a smooth and successful transition (externally and internally) from sales process to service delivery.


  • Partner with Field Sales to pursue new business opportunities and support all aspects and phases of the Carbon Black sales process.
  • Properly scope and define evaluation goals and “Win Drivers” and propose solutions that meet the prospect’s needs.
  • Evangelize and demonstrate Carbon Black’s products via presentations and product demos. 
  • Respond to technical objections and create competitive differentiation
  • Lead prospects through successful evaluation of Carbon Black products and services.
  • Educate on operational and organizational aspects of solution.
  • Respond to RFI’s and RFP’s
  • Document evaluation progress and results in SFDC
  • Liaison between the field sales engineering team and the Carbon Black support, product management, and engineering teams, ensuring prompt and smooth escalation of issues, feature requests, and coordinating headquarters requests of the SE team
  • Apprise Sales Engineering management of overall health of prospects (technical, organizational, operational and sponsorship)


What You’ll Bring

  • 5+ yrs enterprise Sales Engineering experience selling into Federal market
  • Hands-on software demonstration experience with Endpoint Security solutions / prior Security Sales Engineering experience
  • An understanding of the rapid evolution occurring in the endpoint security marketplace.
  • Expert in Windows, Linux and Mac operating systems (and relevant  supporting technologies)
  • Experience with incident response process, cyber threat hunting, IT security technologies and best practices, end point detection and response solutions. SIEM solutions and anti-virus solutions
  • Malware analysis is a plus
  • Strong security VAR and MSSP partner relationships a plus.
  • Industry certifications such as GIAC, CISSP, CISM, CISA, CEH, or MCSE a plus
  • BS/BA is desired