Job description
Role Overview
Senior Sales Engineer at Axon, Dedrone division. Remote position with up to 50% travel. Reports to Director, Sales Engineering.
Company Overview
Axon is on a mission to Protect Life, pursuing society's most critical safety and justice issues through an ecosystem of devices and cloud software. Dedrone, by Axon, is the world's most trusted smart airspace security company. Hundreds of commercial, government and military customers worldwide rely on Dedrone's comprehensive command and control (C2) solution to protect against drone threats while enabling authorized flight operations. Dedrone leverages AI/ML to provide continuous, autonomous interrogation and verification of drones with multi-sensor and multi-mitigation options on a single fused interface. Solutions operate both on-premise/air-gapped and in the cloud, enabling detection, tracking, identification, analysis and mitigation of drone threats.
Role Purpose
Lead technical pre-sales activities for Dedrone's airspace security platform. Demonstrate technology mastery, conduct complex technical conversations with enterprise stakeholders, remove sales obstacles through technical problem-solving, and guide prospects through proof-of-concept processes to close opportunities.
Key Responsibilities
Technical Leadership & Mastery
- Achieve mastery of all Dedrone technology.
- Simplify and explain complex technical concepts to diverse audiences.
Sales Support & Positioning
- Provide first-level technical support throughout the pre-sales cycle for opportunities.
- Effectively position technology against competitive offerings.
- Develop Statements of Work (SOW) for Professional Services necessary for binding quotes.
- Provide professional responses to customer RFPs and RFIs.
Customer & Stakeholder Engagement
- Conduct technical conversations with IT departments, including CIOs, channel partner leadership and technical stakeholders.
- Set and manage expectations with customers and team members.
- Represent products, company values and brand to customers at field events such as industry and user conferences and tech summits.
- Develop relationships with key partners for growth within their customer base.
Proof-of-Concept Management
- Take ownership of the POC/Pilot process: coordinate logistics across all stakeholders, assess customer requirements and objectives, tailor POC tests and findings accordingly, and assist prospects with initial configuration and orientation.
Communications & Presentations
- Use exceptional written and oral communication skills to lead business and technical presentations effectively.
Process Optimization & Documentation
- Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changing circumstances.
- Improve or develop technical documentation to ease understanding and customer or channel usage of products and services.
Feedback & Cross-Functional Collaboration
- Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams.
General
- Perform other duties and projects as assigned.
Qualifications & Experience
- Associates degree in Engineering or Computer Science (or equivalent field), or 5+ years relevant experience.
- 3-5 years customer-facing pre-sales or consulting background required.
- Experience selling SaaS-based solutions.
- Experience developing Statements of Work (SOW) or similar documents.
Skills & Competencies
- Understanding of Networking: IP, ARP, DNS, DHCP, SNMP, PoE, Ethernet, IEEE 802.11.
- Linux proficiency.
- Basic understanding of Physical Security and IP-camera placement and technology.
- Basic understanding of Drone technology; desirable experience in flying.
- Basic knowledge or curiosity of security, IPsec, InfoSec, hacking and exploitation tools and methodologies.
- Basic knowledge of computer hardware, operating systems and storage devices.
- Intellectual curiosity, humility, accountability and positive approach.
- 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 and ability to work cross-functionally.
Additional Information
- Position is remote with up to 50% travel required.
- Some roles may require legal eligibility to work in a firearms environment.
- Axon is an equal opportunity employer committed to building diverse teams that reflect the communities it serves. Candidates are encouraged to apply even if their experience does not align perfectly with every qualification listed.