Sr. Sales Engineer - Enterprise

Team DescriptionAs an Enterprise Sales Engineer, you will play a critical role as a technical expert on our sales team, aligning Pendo’s solutions to customers’ business challenges. Successful SEs also demonstrate Pendo's core values.You will work closely with our account executives to demonstrate the value of Pendo’s platform through discovery of customers’ underlying challenges and pain, navigating their technical and business requirements, crafting and leading tailored presentations, guiding the evaluation process to a successful technical win and setting customers up for long term success and value.You must have a proven track record of selling technical solutions to both executive and technical buyers in large enterprises. Successful SEs at Pendo have both a strong technical and business acumen, and can manage deals involving multiple stakeholders. Curiosity, credibility and integrity are defining characteristics for success in this role.We have a “win as a team” sales mentality where everyone works together towards a common objective. We are metrics driven, we hold ourselves to a high level of accountability, we believe in rewarding top performers, and we celebrate our successes!Role ResponsibilitiesCollaborate with Account Executives to identify pain and challenges in a customers’ business related to software adoption and analyticsCraft and deliver sales presentations & demonstrations that show how Pendo can uniquely address a customers’ needs and deliver valueScope and execute proof of concept evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainingsAddress prospects technical questions on Pendo’s technology, installation, security and data privacyGather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for successCollaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issuesRespond to RFI/RFP/Security documentation requestsMinimum Qualifications5+ years in a customer facing role selling to large enterprises and Fortune 500 accounts, of which 3+ years specific to pre-sales experienceExperience / familiarity working on teams using the MEDDICC (or similar) frameworkHands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developerExcellent presentation and product demonstration skills adaptable to both executives and technical buyersWillingness to travelBachelor’s degree in a related fieldPreferred QualificationsExperience in the analytics, product experience or digital adoption space, selling to product, digital transformation and similar rolesExperience as our target buyer in product management, digital transformation or change management

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