Senior Sales Engineer

Dedrone , by Axon is the world’s most trusted smart airspace security company. Hundreds of commercial, government and military customers around the world rely on Dedrone’s comprehensive, command and control (C2) solution to protect against the persistent and escalating threat from drones while enabling “good” drones to fly. By leveraging AI/ML, Dedrone is the only solution that provides continuous, autonomous interrogation and verification of drones that enables both multi-sensor and multi-mitigation options onto a single fused "pane-of-glass". Whether on-premise / air-gapped or in the cloud, Dedrone customers can easily detect, track, identify, analyze, and mitigate drone threats.

What You’ll Do

Location: Remote- travel up to 50% of time

Reports to: Director, Sales Engineering

• Achieve mastery of all Dedrone technology
• Use exceptional written and oral communication skills to lead business and technical presentations effectively
• Have technical conversations with IT departments, including CIOs, as well as channel partner leadership and technical stakeholders
• Set and manage expectations with customers and team members
• Provide 1st-level technical support throughout the pre-sales cycle for opportunities
• Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changes circumstances
• Develop relationships with key partners for growth within their customer base
• Provide professional responses to customer RFPs / RFIs
• Effectively position the technology against competitive offerings
• Be responsible for representing the products, company values, and brand to customers and at field events such as industry and user conferences, tech summits, etc.
• Take ownership of the POC/Pilot process: Coordinate logistics across all stakeholders, assess customer requirements/objectives, and tailor POC tests and findings, accordingly, assist prospects with initial configuration and orientation
• Where possible, improve or develop technical documentation to ease understanding and customer or channel usage of our products and services
• Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams
• Develop Statements of Work (SOW) for Professional Services necessary for binding quote
• Perform other duties and projects as assigned

What You Bring

• Willingness to travel up to 50%
• Good understanding of Networking (IP/ Arp/ DNS/ Dhcp/SNMP/ PoE/ Ethernet/ IEEE802.11), Linux
• Basic understanding of Physical Security, IP-Camera Placement and technology.
• · Basic understanding of Drone technology, desirable experience in flying
• Educational background:
  • Associates degree in Engineering or Computer Science (or equivalent field), or 5+ years relevant experience.
• Professional background:
  • 3-5 years customer facing pre-sales or consulting background required
  • Experience selling SaaS based solutions
• Must have intellectual curiosity, humility, accountability and positive approach
• Basic knowledge or curiosity of security, IPsec, InfoSec, hacking and exploitation tools and methodologies.
• Basic knowledge of computer hardware, operating systems, and storage devices.
• Ability to work independently with substantial latitude for action and decision making while maintaining focus on achieving optimal outcomes as part of a collaborative development effort.
• Requires the ability to work independently with substantial latitude for action and decision making while maintaining focus on achieving optimal outcomes as part of a collaborative development effort.
• Strong presentation skills and presence, technical acumen, ability to simplify the complex, ability to work cross-functionally.
• Experience developing Statements of Work (SOW) or similar documents