Sales Engineer (remote - Toronto, Canada)

About Us:  

Enter the forefront of cutting-edge data security with Fortanix, a trailblazer in safeguarding your digital assets. In a world where data breaches loom large and traditional defenses falter, our commitment to data exposure management stands unwavering. Say goodbye to vulnerabilities lurking in hybrid multicloud landscapes as our unified data security platform stands as a bastion against malicious threats. 

Join us as we embark on a mission of empowerment, simplifying the daunting task of discovering, assessing, and remedying data exposure risks. Whether pioneering a Zero Trust enterprise or gearing up for the arrival of the post-quantum computing era, we equip enterprises worldwide to safeguard their most sensitive data, no matter where it resides. 

Gone are the days of passive security measures struggling to keep pace with the sprawling digital landscape. In this era of cloud and device proliferation, businesses demand a dynamic approach to fortify against relentless cyber threats and ensure nimble data security. Fortanix spearheads this paradigm shift towards data-centric cyber security for hybrid multicloud environments, leveraging cutting-edge solutions in cryptography, encryption, and confidential AI. 

Our collaborations with industry giants such as Microsoft, Intel, ServiceNow, and Snowflake underscore our commitment to innovation.  Our efforts to consistently push boundaries to stay ahead of threats has garnered multiple Cybersecurity Excellence and Innovation Awards and earned Fortanix recognition as a "Cool Vendor" from Gartner. 

Why work with us? 

Ready to join the revolution? At Fortanix, we're more than a team – we're a force united in our mission to tackle the world's most formidable data challenges head-on. Our roster boasts industry trailblazers and cryptography virtuosos, fostering a culture of trust and performance where innovation thrives. Recognized as a Great Place to Work, we invite passionate individuals to shape the future of data security alongside us. 

Dive into a workplace where collaboration knows no bounds and every voice is valued. Together, let's redefine the possibilities of data security and pave the way for a safer digital tomorrow. 

We are looking for an experienced Sales Engineer responsible for selling into new prospects as well as farming back into existing customers for high renewals and to keep customer satisfactions levels at all time high. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer facing account-level activities. Ideal candidates also are driven by success, are highly energetic with strong hands-on skills and embodies the “can-do” attitude. This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners.

Responsibilities

As a Sales Engineer you will own, drive, and be rewarded for your business. Responsibilities include:

• Consultative Selling. As a member of the sales team engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations.
• Discovery. Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them.
• Technical Evaluations. Work with deep technical resources, sales team and prospects to manage successful customer evaluations and proof of concept deployments.
• Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training.
• Product Knowledge. Work closely with Engineering and Product teams to maintain a deep understanding of Fortanix products and core technology.
• Market Feedback. Continuously gather product and market feedback to guide new products.
• Customer Success. Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals and opportunities for upsell.

Requirements

• Must have 5+ years of experience as an SE for enterprise IT security and infrastructure.
• Must have experience in complex enterprise sales processes, including $1M+ deals.
• Knowledge of programming or scripting languages (e.g., Python, Bash, etc.)
• Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus.
• Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus.
• Familiarity with HSM and KMS in the cloud (AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect, etc.)
• Understanding of use cases of HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing, etc.)
• Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment.
• Experience selling to Global 1000 / Financial Services companies.
• Strong consultative selling and technical collaboration skills.
• Excellent written and oral communications skills.
• Strong collaboration skills to engage both external partners and internal team.
• BA/BS in a technical field; CISSP, Security+, other security-focused certifications.

Benefits

• Generous PTO
• Health Insurance, Dental and Vision.
• Monthly Internet Stipend
• Friendly culture that brings the best out of everybody
• Great working environment, we believe this in its truest form, "Never Doubt that a small group of thoughtful committed technologists can change the world. Indeed, it is the only thing that ever has" - Margaret Mead

Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation, or any other status. If you’re interested in working in a fast-growing, exciting working environment – we encourage you to apply!