Sales Engineer, Eastern Canada (Strategic)

Location: Toronto or Ottawa

As a Solutions Engineer, you'll help customers solve hard data problems in complex environments, with real depth in how security teams work.
You will help customers understand their environment, define the right success criteria, and build confidence in an approach that works in practice rather than on a slide. That takes both sides of the job: leading discovery and connecting technical capability to business value, and bringing genuine depth in data architecture, integrations, and environment design.  

• Lead technical discovery to understand a customer's environment, requirements, constraints, and success criteria.
• Design customer-specific solutions that combine parts of the platform to fit real architectures and business outcomes.
• Own POV and POC execution end to end, keeping the evaluation tied to agreed success criteria.
• Build credibility directly with security practitioners, including analysts, detection engineers, and security operations leaders, in conversations about their workflow and not just their data pipeline.
• Handle most technical questions and objections yourself, pulling in specialists for edge cases and the hardest evaluations.
• Partner with your Regional Sales Manager on account strategy, opportunity planning, and technical win strategy.
• Build technical champions inside accounts, and expand relationships beyond the first champion when the decision requires it.
• Run the technical sales process with discipline, including CRM hygiene, MEDDPICC alignment, milestones, and follow-through.
• Contribute your expertise to other teammates on your regional SE team.Up to 30% Travel
• We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Security depth - For this opening, we are prioritizing security analyst workflow depth. (If you feel like you are a strong candidate with Observability or Telemetry Engineering depth, we'd still like to speak with you.)
  • Hands-on experience in or experience working with a security analytics workflow, such as a SOC, detection engineering, threat hunting, or incident response, or experience supporting those teams as a technical resource.
  • Working knowledge of SIEM and security analytics platforms and how security teams use them day to day, including where those workflows break down.
  • Credibility you can point to: specific practitioner examples and an industry point of view.
• Consultative and solution skills
  • Experience leading technical discovery and translating requirements into solution designs.
  • Ability to design a well-architected system without being the expert in every part of it.
  • Ability to learn the basics of unfamiliar technology quickly.
  • Clear explanation of technical tradeoffs to practitioners and decision-makers alike, including handling objections.
  • Good judgment under ambiguity.
  • Leverages AI to maximize effectiveness in role
  • Is Customer First Always-- thats our #1 value here and we live by it
• Foundational technical fluency:
• • Senior-level experience in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role.
  • A working foundation in data movement, telemetry pipelines, logging, networking, or data architecture. Depth is welcome, but it is not what we optimize for and it can be built here.
  • Experience running hands-on evaluations, POVs, or POCs in cloud, hybrid, and enterprise environments.

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