Chainguard

Strategic Sales Engineer - NorCal

Job Description

Chainguard is the secure foundation for software development and deployment. By providing guarded open source software, built from source and updated continuously, Chainguard helps organizations eliminate threats in their software supply chains.

Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default.

Chainguard’s mission is to be the safe source for open source.

The role, in a nutshell:
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 Strategic Sales Reps and Sales Engineering leadership to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for Strategic clients in the Financial, Life Sciences, Entertainment and other major verticals
Act as the primary technical point of contact for strategic account customers during pre-sales engagements.
Collaborate with the sales team to identify Strategic customer requirements and provide technical expertise during the sales process.
Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
Design customized solutions that meet Strategic customer needs and requirements.
Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
Build and maintain strong relationships with key Strategic customers, acting as a trusted advisor.
Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
Stay current with industry trends, competitive products, and emerging technologies relevant to the Strategic sector.
Provide feedback to product management on Strategic customer requirements and market demands
Work closely with product management, engineering, and marketing teams to ensure alignment of Strategic strategies with product capabilities.
Create and maintain technical sales collateral, including presentations, datasheets, and whitepapers pertinent to the Strategic practice
Provide CRM related updates for key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR

What we're looking for

Minimum of 8+ years experience in Sales Engineering supporting clients in the Enterprise, Strategic, Named, or Majors accounts space
Experience with MEDDPICC and or Command of the Message sales frameworks
Experience in the following areas:

Container technologies (Kubernetes, Serverless, Docker)
Cloud technology (AWS, Azure, Google, etc.)
Cloud security or containers security

Startup experience
Smart and passionate people that can persevere to success.
People acting as trusted advisors, able to build credibility with customers.
Strong team players committed to help and mentor their peers.

*Must be located in Northern California*

OTE RANGE (based on experience/location): $250,000-275,000

About Us

We live and breathe our company values:

We are customer obsessed - We focus on delivering solutions to our customers that create value and make their lives better.

We have a bias for intentional action - We prioritize, plan, try things, and fail fast.

We don’t take ourselves too seriously (but we do serious work) - We are solving an important problem which takes focus, but we also like to enjoy the journey.

We trust each other and assume good intentions - We’re transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a $400 monthly stipend for coworking spaces, phone and internet costs.
Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
For a full list of our benefits and rewards, click here.

If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians'' with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Privacy Policy.