[Remote] Enterprise Sales Engineer - New York at Chainguard

United States

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$225,000 – $275,000Compensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Cybersecurity, Cloud ComputingIndustries

Requirements

Experience as a Sales Engineer / Pre-Sales Engineer
Experience with MEDDPICC and/or Command of the Message sales frameworks
Experience selling into Enterprise (3+ years) and Mid Market prospects
Experience in container technologies (Kubernetes, Serverless, Docker)
Experience in cloud technology (AWS, Azure, Google, etc.)
Experience in cloud security or container security
Experience in app security
Startup experience
Smart and passionate, able to persevere to success
Act as trusted advisors, able to build credibility with customers
Strong team players committed to help and mentor peers
Must be located in the New York area

Responsibilities

Assess prospect’s technical requirements and apply knowledge of Chainguard products to illustrate how a deal satisfies client’s unmet needs
Cultivate relationships with decision-makers at all levels and negotiate competing needs of multiple stakeholders
Secure technical wins using demos, RFP/RFI responses, lead POVs, partner with engineering for requested features, and participate in conferences/industry events
Partner with Sales Team to help customers evaluate and prove the value of Chainguard solution
Focus on acquiring new customer “logos” and growing existing customer base
Own all technical aspects of sales opportunities and assist current customers in understanding Chainguard value
Listen to customers and understand their challenges
Conduct product demonstrations and POVs/POCs
Actively participate in webinars, meetups, conferences, and other marketing initiatives

Skills

Key technologies and capabilities for this role

Sales EngineeringMEDDPICCCommand of the MessageKubernetesDockerServerlessAWSAzureGoogle CloudCloud SecurityContainer SecurityApp SecurityProduct DemosPOCsRFI/RFP

Questions & Answers

Common questions about this position

What is the OTE range for this position?

The OTE range is $225,000-275,000 based on experience and location.

Is this role remote or does it require being in a specific location?

Candidates must be located in the New York area, though the company offers a flexible and remote-first culture.

What skills and experience are required for this Sales Engineer role?

Required experience includes being a Sales Engineer or Pre-Sales Engineer, using MEDDPICC or Command of the Message frameworks, selling into Enterprise and Mid Market for 3+ years, container technologies like Kubernetes and Docker, cloud technologies such as AWS and Azure, and cloud or container security.

What is the company culture like at Chainguard?

Chainguard emphasizes being customer obsessed, having a bias for intentional action, not taking themselves too seriously while doing serious work, and trusting each other with transparency. They foster a flexible and remote-first culture.

What makes a strong candidate for this role?

Strong candidates have startup experience, are smart and passionate with perseverance, act as trusted advisors to build credibility, and are strong team players who help and mentor peers.

Chainguard

Supply chain risk management and audits

About Chainguard

Chainguard specializes in managing risks in supply chains, particularly for businesses that rely on software. They conduct audits to identify risks and provide detailed reports with recommendations for improvement. Their unique offering includes a curated base container image distro, which helps businesses transition to secure software environments. Chainguard also provides supply chain observability services, allowing companies to track their software's origins and dependencies.

Kirkland, WashingtonHeadquarters

2021Year Founded

$249MTotal Funding

SERIES_CCompany Stage

Data & Analytics, CybersecurityIndustries

201-500Employees

Benefits

Equity/stock options

Unlimited Paid Time Off

Remote Work Options

Home Office Stipend

Health Insurance

Wellness Program

Risks

Increased competition from other cybersecurity startups in the Seattle area.

Potential overvaluation risk with Chainguard's rapid valuation increase to $1.12 billion.

Rapid product expansion may lead to execution challenges for Chainguard.

Differentiation

Chainguard Images have 97.6% fewer vulnerabilities than industry alternatives.

The company offers a curated base container image distro for secure software supply chains.

Chainguard provides detailed audits and reports for supply chain risk management.

Upsides

Chainguard raised $140 million in Series C funding, boosting its growth potential.

Increased demand for secure container images aligns with Chainguard's core offerings.

Rising adoption of AI frameworks supports Chainguard's new CPU/GPU containers.

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