Be Part of Something Bigger

Location: Must be based in Austin, TX

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As a Sales Engineer, you will be our customer’s technical contact, and craft strategic business cases to win customers over & help them conquer their security challenges. In conjunction with sales, you will be responsible for conducting in-person and remote product demos, articulating the technical value of products, and driving successful outcomes for programs.

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A little more about Axonius:

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Axonius gives customers the confidence to control complexity by mitigating threats, navigating risk, automating response actions, and informing business-level strategy. With solutions for both cyber asset attack surface management (CAASM) and SaaS management, Axonius is deployed in minutes and integrates with hundreds of data sources to provide a comprehensive asset inventory, uncover gaps, and automatically validate and enforce policies. Cited as one of the fastest-growing cybersecurity startups, with accolades from CNBC, Forbes, and Fortune, Axonius covers millions of assets, including devices and cloud assets, user accounts, and SaaS applications, for customers around the world.

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Headquartered in New York, New York, Axonius employs over 600 people worldwide. Axonius is named to the 2024 Forbes Cloud 100 and was named to Dun’s Best Start Up Companies to Work for Over 100 Employees. Axonius is recognized with the Great Place to Work Certification™ and for two years in a row, Axonius was ranked Deloitte Technology Fast 500 list. Axonius has been cited as the fastest growing cybersecurity company in history by revenue.

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At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.

• Serve as the technical sales lead throughout the pre-sales cycle, including owning proofs-of-value (POV) results and driving their success, co-leading customer relationships with sales executives, and giving technical demos
• Become the regional technical subject matter expert in the Axonius platform and its integrations, and continuously maintain the expertise
• Provide technical pre-sales support for assigned sales team through discovery meetings to deal close
• Assist sales in development and implementation of sales objectives and account-based penetration strategies
• Conduct technical and competitive landscape research to effectively address customer questions
• Educate sales executives and partners on Axonius products, platform, and security
• Obsessively drive customer satisfaction!
• This is an in office job 4 days a week and 1 day remote

Requirements:

• 2+ years industry experience in sales engineering
• Technical background in Internet security principles
• Strong understanding of how Internet protocols work (HTTP, SMTP, etc.)
• Knowledge of networking topology, TCP/IP protocols, network configuration and components (firewalls, routers, etc.), endpoint security technologies (AV, EDR, Next-gen AV etc), cloud security principles, vulnerability management.
• Prior experience in selling software to SMB/Mid Market customers
• Experience presenting at multiple levels, from C-Suite to Solution Users
• Strong technical presentation and communication skills, both verbal and written
• Ability to see and present “the Big Picture”, uncover business challenges, and architect a solution to solve customer business issues
• Ability to work independently in a fast paced environment
• Positive attitude, customer focus, and strong sense of ownership over customer results

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Advantages:

• Demonstrated critical thinking skills
• Naturally team-oriented with a mission-first attitude
• Conceptual knowledge of API’s and as much real world experience with scripting languages such as Python.

Axonius is committed to fair and equitable compensation packages. A candidate’s salary will be based on qualifications and relevant experience. In addition to a competitive salary, our packages include stock options and attractive benefits.

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Annual On Target Earnings

$120,000—$140,000 USD

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#LI-CH1

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By submitting your application to us, you acknowledge that your personal data will be processed in accordance with our Global Job Candidate Privacy Notice.

Company Description

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Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

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At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

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Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

• Exceed measurable sales objectives and extend the Arista brand within a targeted list of State, Local Government and Education accounts in NVA/MD area.
• You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including; Software-Driven Cloud Networking platforms, EOS (Open Source Network OS), Cognitive Campus Networking, WI-FI Campus networking, Cloud Vision (Network Automation & Telemetry), Network Monitoring Fabric solutions in addition to NDR, Endpoint and AI driven Network Identity Access security solutions.
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
• Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions.
• Establish and manage key channel relationships in your territory.
• Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
• Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Minimum Job Requirements:

• BS/BA degree or equivalent in addition to 7+ years of technology sales experience.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• You possess relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a requirement.
• Strong rolodex and relationships within the territory
• Excellent people skills and ability to build relationships at all levels
• You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper converged infrastructure or Cloud computing.

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.

Company Description

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Our Mission

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At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.<br/> Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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Who We Are

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We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• Exciting opportunity to be a leader on the fastest growing team where experience meets cutting-edge solutions
• Lead, coach, and develop a team of high-performing sales specialists to achieve and exceed revenue targets
• Cultivate a culture of accountability, innovation, continuous learning and a customer-centric approach within the sales team
• Drive strategic sales initiatives, ensuring alignment with business objectives and market opportunities
• Engage in executive-level discussions with CIOs and CISOs, translating complex cybersecurity solutions into clear business value propositions
• Collaborate with internal stakeholders, including sales engineers, marketing, and alliances, to support deal execution and customer success
• Develop and implement data-driven sales strategies, leveraging forecasting and pipeline management tools to optimize team performance

Required Qualifications

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• 10+ years of field sales experience in cybersecurity, with at least 3 years in a leadership role
• Proven ability to lead and develop high-performance sales teams in a high-growth environment with large quota/deals
• Strong understanding of complex solution sales methodologies, value selling and enterprise buying processes with operational discipline
• Established relationships with key security decision-makers (CIOs, CISOs) and the ability to drive strategic conversations
• Expertise in channel and partner sales strategies, with a deep understanding of go-to-market models
• Ability to thrive in a fast-paced, matrixed sales organization with a focus on continuous expansion and customer success
• “Whatever it takes” attitude and motivation to deliver above quota performance
• Travel domestically as needed to support team members, engage customers and business needs

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Preferred Qualifications

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• Experience selling SIEM, EDR, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred

Additional Information

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The Team

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Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

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As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $322000/YR - $443500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

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Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

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Motor-Vehicle Requirement:

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This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.