Lead Sales Engineer
Company: Finite State
Location: New York
Posted on: May 18, 2024
Job Description:
Finite State partners with product security teams, the guardians
of our connected world, to create transparency for their connected
devices and supply chains. Our platform handles connected devices
and embedded systems across all industries, including those found
in enterprises, healthcare, utilities, connected vehicles,
manufacturing facilities, critical infrastructure, and government
entities. -We are a fast-growing series-B company with a fully
distributed workforce. Led by a team of seasoned experts, we are a
mission-driven team passionate about arming our customers with the
actionable insights, critical vulnerability data, and remediation
guidance necessary to mitigate product risk and protect the
connected attack surface. We are committed to a remote first
culture.Role summaryFinite State is looking for a Senior Sales
Engineer. In this role, you will be responsible for the overall
health of high-profile accounts pre-sale. Responsibilities include
supporting new sales efforts, demonstrating product features,
managing customer outcomes, onboarding, adoption, and assisting
with renewals. This role requires technical knowledge in the
cybersecurity domain, customer-facing account management
experience, project management skills, and solution-oriented
problem-solving. As a Sales Engineer, you will advocate for our
customers by collaborating with Sales, Product, and Engineering to
align the resources required to make our customers successful.You
must be based in and authorized to work in the US.Research shows
that women and those in underrepresented groups tend to apply only
if they meet 100% of the requirements in a job description. If you
think you have what it takes, but don't check off every box -
please still get in touch! We'd love to learn more about your
experience and what motivates you to see if you'd be a great fit.As
a Sales Engineer, you will:
- Serve as an expert on Finite State's product, market,
technology, and customers to drive our business forward
- Closely collaborate with Sales and Account Management teams to
plan, prepare, and execute deals, grow accounts, and renew
customers throughout the sales cycle
- Perform tailored platform demonstrations based on strong
discovery questions, addressing the prospect's unique challenges
and business drivers
- Proactively manage Proof of Value projects that optimize value
for both prospects and the company, by developing a deep
understanding of prospect's needs and requirements, and mapping
those to Finite State's feature sets
- Document and manage prospect expectations and respond to
RFPs
- Drive high platform adoption, user satisfaction, awareness of
new features, and customer expansion by building and maintaining
strong working relationships with key customer representatives
- Track and manage customer account health from acquisition,
onboarding, and expansion opportunities, to renewal
- Document, manage, and prioritize customer enhancements, ticket
requests
- Funnel product gaps and insights to Finite State's product
management team
- Act as the voice of the customer, advocating for customer pain
points and security requirements
- Represent Finite State at conferences and trade shows
- Uphold our core values of transparency, results,
accountability, customer dedication, and courage
- Champion our mission to protect our connected worldWhat we're
looking for:
- Experience in a B2B pre-sales account management role in a
product security organization selling to DevOps, Product Security,
or Application Security
- Ability to travel domestically and internationally to meet with
customers (up to 25% travel)
- Knowledge of firmware, embedded software/systems, and/or IoT
device software including familiarity with industry-standard ISAs
(MIPS/ARM/x86) and operating system (VxWorks/ThreadX/Linux)
technologies
- Well-developed project/task management skills for coordination
of client-facing and internal resources and activities
- Ability to thrive in a fast-paced, changing environment at an
early-stage startup where you will enjoy a variety of daily tasks
that will greatly impact the success of the organization
- Team player mentality with a passion for listening and solving
customer problemsIt's a plus if you also have:
- Experience in software risk identification and reduction
methodologies
- Experience with product security regulations and standards such
as EO 14028, IEC 62243, OWASP IoT, NIST IoT security guidance,
IoTSF, etc.
- Familiarity with administration or securely configuring Linux
or real-time operating systems
- Familiarity with firmware, packing, compression, archive,
manifest, file system, ELF, and bootloader formats
- Understanding of unsafe C/C++ coding techniques and
vulnerabilities
- Familiarity with open source repositories, package managers,
and CVEs
- Familiarity with cryptographic material as used in such
systemsSuccess path
- In 30 days, you will: become familiar with our customers'
needs, our team, and the solutions we deliver
- In 60 days, you will: collaborate with team members and
contribute to the success of key accounts
- In 90 days, you will: be responsible for the overall success of
critical accountsAbout UsBuilt on two decades of cybersecurity
experience, our team of experts understands the hidden risks in
today's enterprise networks, where IoT vulnerabilities are quickly
becoming the entry point of choice for cyber attacks.We have a
sense of duty to protect the critical infrastructure we rely on
including medical devices, power grids and telecommunication
networks. We were founded in 2017 in Columbus, Ohio.Finite State
has a transparent, collaborative and supportive culture - we are
looking for people who have a growth mindset, are curious and
innovative, and drive results. Our team is smart, but humble, hard
working with lots of fun sprinkled in. Above all, our team is
driven by our noble mission and we hold ourselves accountable to
delivering to our customers every single day.The Finite State
platform brings visibility and control to the supply chains that
create connected devices and embedded systems-all in a simple to
use platform and at the scale manufacturers need to keep device
production on time and on budget. After unpacking and analyzing
every file, configuration, and setting in a firmware build, the
platform generates a complete bill of materials for software
components, identifies known and 0-day vulnerabilities, shows a
contextual risk score, and provides actionable insights that
product teams can use to secure their softwareWe are proud to be an
Equal Employer Opportunity employer. We do not discriminate based
upon race, religion, color, national origin, gender (including
pregnancy, childbirth, or related medical conditions), sexual
orientation, gender identity, gender expression, age, status as a
protected veteran, status as an individual with a disability, or
other applicable legally protected characteristics. Finite State is
committed to working with and providing reasonable accommodations
to applicants with physical and mental disabilities.
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Keywords: Finite State, West Haven , Lead Sales Engineer, Sales , New York, Connecticut
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