Sales Engineer (remote US - OH, IN, IL or MI)

About Us:

Fortanix is a global leader in data security. We prioritize data exposure management, as traditional perimeter-defense measures leave your data vulnerable to malicious threats in hybrid multicloud environments. Our unified data security platform makes it simple to discover, assess, and remediate data exposure risks, whether it’s to enable a Zero Trust enterprise or to prepare for the post-quantum computing era. We empower enterprises worldwide to maintain the privacy and compliance of their most sensitive and regulated data, wherever it may be. 

In an era where data sprawls across clouds and devices, traditional security systems fall short to adequately protect data. Businesses today need a new approach to defend against continuing cyber threats, ensure agile data security, and accelerate compliance with established regulations and industry standards. Fortanix is leading the shift towards data-centric cyber security for hybrid multicloud environments. We’re enabling Security, Data, and Development teams to look beyond today’s siloed security measures, know the vulnerabilities, risks, and paths to cyber resilience and compliance, and further the control of end-to-end data protection. 

With key strategic partners like Microsoft, Intel, ServiceNow, and Snowflake, Fortanix customers like PayPal, Google & Adidas are reaping the benefits. Recognized by Gartner as a “Cool Vendor”, Fortanix is revolutionizing cyber security. 

Join the revolution! 

At Fortanix, we bring together the very best people in service of our mission to solve the world’s most demanding data challenges for our customers. Our team includes recognized industry pioneers and experts in cryptography and Confidential Computing. We have a high-trust, high-performance culture where our employees are empowered to be innovative and make a significant impact on our business results. We are proud to have been awarded the competitive Great Place to Work certification.  

Why work with us? 

We're seeking passionate people to work with us to change the very idea of how people use cloud computing. We take pride in making Fortanix a great place to work. Coworkers recognize that great ideas can come from anyone, and everyone is encouraged to jump in, contribute, and ask questions.  

In tackling the hardest problems, we believe that working together will produce better solutions. 

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

• What we offer: 
• We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing.  
• Unlimited PTO (it’s between you and your work!) 
• Quarterly recharge days 
• 40 hours of Volunteer Time Off/year 
• Internet stipend 
• Friendly culture that brings the best out of everybody 
• 401k

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!