Senior Sales Engineer (EMEA)

Who we are

Panaseer is a unique business that is changing the face of enterprise security. 

As a scale-up at the intersection of data science and big data technology, our Continuous Controls Monitoring platform (CCM) pioneered a new market category in the rapidly growing security sector. CCM enables global organizations to better protect themselves from cyber-attacks by ensuring their cybersecurity defenses are fully deployed and working effectively at all times.  

Panaseer has grown rapidly over the past decade and won numerous industry awards, most recently being recognized by the World Economic Forum as a 2023 Technology Pioneer helping to solve the world's most pressing issues. We are also included in three 2023 Gartner Hype Cycles Reports for Security Operations, Cyber Risk Management, and Workload and Network Security.  

The company's continued growth is built on our shared values, which shape how we treat one another and the decisions we make. We want everyone at Panaseer to feel empowered to be authentically themselves, engage their curiosity and work together to create something truly unique. 

About the role

Reporting directly to the VP of Technical Sales and Services, the Senior Sales Engineer will partner with the EMEA sales and partner teams in a pre-sales role to develop and position solutions for Panaseer's prospects and customers across the region.  

The Sales Engineering function at Panaseer is the primary technical function within the Sales organization, providing pre-sales support to the Account Executives and directly contributing to Panaseer's revenue objectives. As the "trusted technical advisors" in the sales process, Panaseer Sales Engineers help confirm Panaseer can solve customer pain by leading technical activities (demo's, POC's, workshops, webinars etc.), overcoming technical objections, and mapping Panaseer capabilities to customer pain points which provide the prospect with the proof they need to make a purchasing decision. They will be responsible for securing the technical commitment of the prospect, mitigating environmental and systems risk, and evangelizing the Panaseer platform. 

The Senior Sales Engineer will own objectives related to our ability to deliver compelling, highly technical customer engagements in the field. They will thrive in a culture of accountability, leading cross functional collaboration to deliver on customer commitments, ensuring this results in successful customer outcomes and a positive customer experience. 

Responsibilities

• Provides world class technical support for closing new and expansion business to enterprise customers within our ICP. 

• Owns the technical Customer relationship in pre-sales and regarded as a trusted technical advisor to senior stakeholders (e.g. CISOs). 

• Responsible for managing, implementing and delivering successful technical wins in the Panaseer Proof step. 

• Demonstrates autonomous Sales Engineering leadership in region, contributing to improving Panaseer’s demo and proof capabilities, process and delivery. 

• As a customer facing product SME for Panaseer, collaborates and provides product feedback on features and friction to Panaseer’s product and engineering teams. 

• Focuses on all assigned opportunities and understands how to work with sales account executives to strategize on closing deals. 

• Prepares and delivers relevant use case driven demonstrations of Panaseer solutions aligning to Prospect pain. 

• Problem solving that gets to the root cause of issues, with the added ability of quickly diagnosing and developing practical and strategic solutions 

• Upon deal closure, work with customer success and delivery teams to provide a seamless transition into post-sales. 

• Deliver technical on-boarding for Panaseer’s Partners. 

• Lead RFP/RFI/RFQ (RFX) responses, engaging other company resources to help as needed, and ensuring that the RFX is completed on time. 

• Attend relevant events, where you will engage with prospects and provide demo’s. 

• Occasional travel to internal meetings, clients, partners and events. 

Within your first 3 months

• You will be able to confidently demonstrate the Panaseer solution and discuss it with Prospects, helping to define Proof success criteria 

• You will be involved in Partner discussions and helping to build a Partner onboarding process 

• You will partner with an Account Executive and navigate the complex sales cycle with a Prospect through to close 

• You will learn the Panaseer solution and the different components that make the solution run 

Who you are

• A Sales Engineer with 5+ years’ experience with a cyber software product in a start-up company. 

• A passionate technologist who enjoys solving technical problems in high stress situations with little direction.  

• An active listener who prioritizes understanding customer pain by using thoughtful questions during customer interactions. 

• An articulate storyteller who can translate a complex solution into business value, using clear jargon-free relevant language. 

• A confident communicator who can earn the trust of prospects by leading conversations with authority, clarity, and conviction. 

• An aspiring self-motivated leader who steps out of their remit with little direction to find problems and improve efficiencies, process, and collaboration across the team and organization. 

• A broad security professional with a specific understanding of security and compliance vendors and tooling.  

• Has a bachelor’s degree in Computer Science or experience as a software developer. 

Required skills

• Excellent presentation skills as well as the ability to create and present high-quality product demonstrations to both technical and executive audiences.  

• SQL, AWS, Linux, YAML/JSON, GitHub, IDE, Data Science.  Experience as a developer is an advantage. 

• Solid content creation skills for both internal and customer facing audiences. 

• A good understanding of solution sales methodologies, i.e. MEDDPICC 

At Panaseer, we strive to enable the best environment and atmosphere: 

• Competitive base salary dependent upon experience, plus sales commission and equity options
• An annual leave allowance of 25 days per year  
• Company pension scheme

• Private Health insurance for you and your family 
• Life and income protection insurance

• We are currently offering a productivity allowance to support remote working (£80 per month tax free) 

• Access to benefits market and employee discounts (e.g. Bike to Work Scheme, Workplace Nursery Scheme)
• Wellbeing coaching  

Diversity  

Panaseer is an equal employer, committed to encouraging diversity and eliminating discrimination in both its role as an employer and as a provider of services. Our aim is that our staff are truly representative of all sections of society and work in an environment where everyone is respected and able to perform to the best of their ability. Our policy is to provide equality and fairness for all in our employment and in our provision of services and not to discriminate, or favour, on the grounds of race, colour, religion, gender identity, sex, sexual orientation, pregnancy, nationality or national origin, ancestry, citizenship, age, neurodiversity, marital status, parental status, disability, medical condition, physical appearance or socio-economic status.  

Accessibility - If you require assistance in applying for open positions please contact [email protected].