Sales Engineer - Federal (Washington DC Area, Remote)

Fortanix is a leader in data-centric cybersecurity for hybrid multicloud environments, focusing on advanced cryptography and encryption solutions. The Sales Engineer - Federal will be responsible for consultative selling, managing customer evaluations, and ensuring customer success in the federal sector.

Responsibilities:

• 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 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)