Solutions Architect OR Sales Engineer

VISO Trust

VISO Trust

IT, Sales & Business Development
San Francisco, CA, USA · Remote
Posted on Tuesday, July 18, 2023
VISO TRUST is the only SaaS third party cyber risk management platform that delivers the security intelligence needed for modern companies to make critical risk decisions at the speed of business. Assessing the risk of data breach third party relationships pose to their customers is a traditionally complex and labor intensive process that slows business, frustrates stakeholders and leaves security teams branded: the department of “no.” With VISO’s AI-based system, practitioners can instantly and continually assess any number of third parties while achieving on average a 90% boost in operational efficiency. At VISO, we are excited to be enabling customers to reduce risk and accelerate business at the same time.
VISO TRUST is a venture-backed startup with a fully remote workforce based in North America. When hiring, we look for signs that a candidate will thrive in our culture, where we put people first and value ownership, curiosity, honesty and humility in the pursuit of excellence. We also value our differences, employing a team rich in diverse perspectives and experiences. We are dedicated to equal employment opportunities regardless of status or membership in a protected class or lack thereof.
As a Solution Architect or Sales Engineer (Title flexible) at VISO TRUST, you will own all technical and functional aspects of our customer acquisition lifecycle. You will be a mission-critical part of the go-to-market team focused on delivering rapid sales growth through amazing customer interactions, primarily demonstrations and Proof of Concepts.
You will articulate technical differentiators and product capabilities and mapping them to customer challenges in a way that makes our offering highly relevant to their requirements. Your engagement with our prospects is the formative beginning of a long-term partnership with our customers.
You will drive in-depth discovery discussions with prospective customers alongside your Sales (AE counterparts) to understand their business and operational challenges, map our product capabilities to those challenges, and articulate a vision and a path to success with our offering. As the “first SE”, you’ll shape the culture and future of our company’s sales engineering organization and be a cornerstone towards growing and scaling this function.

Key Responsibilities

  • On a day to day basis, you’ll be the resident product and solution domain expert in 3rd party Cyber Risk to the sales team and act as technical and functional lead on strategic customer relationships. In this capacity you’ll help the sales team qualify, engage and win over new customers.
  • You’ll lead technical and business discovery, articulating and demonstrating product capabilities, mapping integration points, assisting customers with envisioning how the product is integrated into their environment, and helping the decision teams to envision and understand the future-state our product offers
  • You’ll establish and maintain a deep understanding of the overall VISO TRUST product portfolio and the competitive landscape
  • You will help prospects understand the technical and business trade-offs of using our offering vs. other alternatives (ie, competitive products, internal build options)
  • You’ll develop and nurture both technical and executive relationships across our target customers to influence preference for VISO TRUST’s solutions.
  • Collaborate with sales, product marketing and the product teams to construct impactful scripted product demonstrations targeting our key buyer personas, mapped to our competitive differentiators and underscoring customer proof points, spanning all stages of the sales cycle
  • You’ll productionize the demo process and create a reliable, globally-available demo capability to support our sales growth
  • You’ll leverage marketing to position yourself as thought leader through blogs, white papers and other content that furthers our company’s position in the 3rd party Cyber risk industry sector
  • You will collaborate with Product management to act as the field advocate for our company’s product vision, and selectively articulate our vision and roadmap to certain late-stage prospects

Experience & Skills

  • You possess a strong knowledge of modern cloud native technologies
  • You excel at articulating complex capabilities in an easy manner that makes customers take notice
  • You are a passionate evangelist for enterprise SaaS products, and on a mission to help customers gain real, measurable value from using your company’s offerings
  • You love building success from the ground up, will dive in to help win the deal, satisfy the customer, and incrementally improve the process for the next wave of deals
  • You’re comfortable working with a founding team possessing deep domain skills, and you’re eager to help them to scale their early customer success into broader customer adoption by being their “field domain leader”
  • You’ve been part of a field team selling enterprise SaaS software applications before, preferably to a line-of-business function, where your product solved a real problem for the target customer
  • You excel at presenting, communicating, demoing, designing end-state architectures, and you love conveying complex technical or business propositions to senior and mid-level audiences
  • You’ve been on an early team that successfully introduced Enterprise products to the market
  • You have a sense of urgency to fix issues right away, address problems, finish what you started
  • You’re proven at building relationships, partnering with clients to build confidence and trust
  • You’re creative and think on your feet
  • You’re a trusted resource by your colleagues in engineering, product, marketing, product and the executive team as a “voice of the customer”
  • You have at least 4 years of experience successfully selling software to cybersecurity professionals in mid-market and enterprise organizations
At VISO, our people are our greatest asset. We are committed to the health and prosperity of our team and to rewarding great work.
We offer competitive compensation including salary, equity and a comprehensive benefits package. Standard benefits include medical, dental, vision, disability, life and AD&D insurance for employees and dependents without employee contributions. We offer zero deductible medical plans with minimal out-of-pocket expenses. We also offer HSA/FSA options, 401k, gym membership, unlimited PTO, 18 paid holidays per calendar year, a communications stipend, on-hours social events and opportunities for training and growth. #LI-Remote