Sr. Sales Engineer - Enterprise
Pendo - Dallas, TX
posted 3 months ago
About the position
As an Enterprise Sales Engineer at Pendo, you will serve as a vital technical expert within our sales team, focusing on aligning Pendo's innovative solutions with the unique business challenges faced by our customers. Your role will involve close collaboration with account executives to effectively demonstrate the value of Pendo's platform. This will be achieved through a thorough discovery process to uncover the underlying challenges and pain points of customers, as well as navigating their technical and business requirements. You will be responsible for crafting and leading tailored presentations that resonate with both executive and technical stakeholders, guiding the evaluation process towards a successful technical win, and ultimately setting customers up for long-term success and value with our solutions. To excel in this position, you must possess a proven track record of successfully selling technical solutions to large enterprises and Fortune 500 accounts. Successful Sales Engineers at Pendo exhibit a strong blend of technical expertise and business acumen, enabling them to manage complex deals that involve multiple stakeholders. Key characteristics for success in this role include curiosity, credibility, and integrity. At Pendo, we foster a collaborative “win as a team” sales mentality, where every team member works together towards a common objective. We are metrics-driven, hold ourselves accountable, reward top performers, and celebrate our collective successes!
Responsibilities
- Collaborate with Account Executives to identify pain and challenges in a customers' business related to software adoption and analytics.
- Craft and deliver sales presentations & demonstrations that show how Pendo can uniquely address a customers' needs and deliver value.
- Scope and execute proof of concept evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainings.
- Address prospects' technical questions on Pendo's technology, installation, security, and data privacy.
- Gather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for success.
- Collaborate cross-functionally with product, engineering, customer success, and others to gather customer feedback and escalate deal-blocking issues.
- Respond to RFI/RFP/Security documentation requests.
Requirements
- 5+ years in a customer-facing role selling to large enterprises and Fortune 500 accounts, of which 3+ years specific to pre-sales experience.
- Experience/familiarity working on teams using the MEDDICC (or similar) framework.
- Hands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developer.
- Excellent presentation and product demonstration skills adaptable to both executives and technical buyers.
- Willingness to travel.
- Bachelor's degree in a related field.
Nice-to-haves
- Experience in the analytics, product experience, or digital adoption space, selling to product, digital transformation, and similar roles.
- Experience as our target buyer in product management, digital transformation, or change management.
Benefits
- Competitive salary range of $165,000 - $205,000 OTE (70/30 split).
- Opportunities for professional development and growth within a fast-paced startup environment.
- Access to a diverse and exciting set of technologies and clients.
- A passionate, dynamic, and fun company culture.
