Sales Engineer (Remote)

See. Know. Secure. Every connected asset everywhere.

Our mission is to make the connected world a safer place. Digital transformation has led to the explosive increase of connected assets. Each unknown, unmanaged, and unsecure device increases an organization’s attack surface. ORDR makes it easy to see, know and secure every connected device in your network—in real-time. Using a “whole enterprise” philosophy and the ORDR Data Lake, populated with a rich and growing library of millions of detailed device profiles, ORDR identifies every IT, IoT, IoMT, and OT asset, maps its attack surface, and protects each device with automated policies.

We’re looking for innovators, creative thinkers and doers to join a driven team, where you’ll work hard but have fun along the way. More importantly, we’re looking for the best people who will thrive in a unique ORDR culture where we’re customer-obsessed, push the boundaries of innovation, value collaboration and focus on results! Everything you’ll do as part of our mission to secure assets in our customer’s network – in healthcare, manufacturing to financial services and smart cities – makes a difference in protecting lives, business operations, and our way of life.

We are headquartered in Santa Clara, California, but this position is for the Central/West U.S. region (remote).

Job Description:

This Sales Engineer (SE) role at Ordr is responsible for providing high-level technical expertise and sales support on ORDR’s products. These products are used to identify, classify, and determine the Cybersecurity risk of IoT, IoMT, OT, and ICS devices. This work will require knowledge in deep packet inspection, micro-segmentation networking, and integrations with other IT tools, along with the high level of sales skills required to develop customer and product specific success criteria to drive PoV success.

• Execute technical sales strategies and collaborate with sales or partner teams throughout the sales cycle
• Elicit business problems from prospects and partners to articulate how these can be solved by Ordr product capabilities
• Drive demos, PoVs, presentations, workshops, RFPs, technical assessments & evaluations, and solution designs
• Onboard and enable partners to perform all presales activities
• Maintain a deep understanding of competitive and complementary technologies and vendors
• Run, plan, and execute all technical pre-sales activities in the region
• Be the trusted advisor to Ordr customers and partners, help them develop compelling business cases
• Provide leadership and support for marketing events, partner events, CxO roundtables, and other demand-generating activities
• Represent the business at industry events and share thought leadership
• Collaborate with the Sales Director to develop account plans and strategies for targeted partners

• Strong understanding of business outcomes versus product features
• 5+ years of experience as a technical sales engineer for a cybersecurity or networking product company
• Ideally, 4 years minimum Cybersecurity experience in Security Architecture and Engineering or Communication and Network Security
• 3+ years minimum experience with Networking (LAN Switching) technologies, preferably with NAC security solutions
• 3+ years of experience with IoT / MIoT environments, work methods, and culture
• Experience executing and managing pre-sales technical activities
• Strong communication and presentation skills
• Experience with responding to RFP/RFI responses
• Strong relationship management and project management skills
• Experience working with a partner on multiple projects and programs
• Strong ability to multitask with a proven track record of sales target success
• Willing to travel across the region and spend time with team and partners
• High ability to communicate, present and influence all levels of the organization
• Proven ability to drive the technical sales process from plan to close
• Strong business acumen and understanding of the procurement cycles of customers
• Be self-driven, proactive, and highly motivated