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.

Must have 5+ years of experience as a SE for enterprise IT security and/or infrastructure.
Must have experience in complex enterprise sales processes, including $1M+ deals.
Experience selling to U.S Federal agencies & Federal Systems Integrators (FSIs)
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.
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.
Bonus points for experience with GenAI and RAG data architecture, with a focus on managing data security in RAG pipelines.
Ideally some hands-on experience with common GenAI platforms such as AWS Bedrock, Vertex AI, Databricks.
Active Security Clearance (Preferred)

Employer paid healthcare, dental and vision plans.
Employer paid Life, Long Term and Short Term disability plans
Unlimited PTO (it’s between you and your work!)
40 hours of Volunteer Time Off/year
Internet stipend
Friendly culture that brings the best out of everybody
401k
Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more.

Sales Engineer - Federal

Key skills