Principal Sales Engineer - Delphix (Eastern US)

Position Summary:

Delphix is seeking to hire an experienced Principal Sales Engineer to join our team in the Eastern USA. This role is key to our success in the region. You will be expected to have a positive impact on our customers, partners, and the extended Delphix family. This role will provide a great opportunity to leverage your skills and experience in a highly ambitious and successful company.

While Delphix seeks an autonomous and creative Principal Sales Engineer, this individual must also be a team player who can successfully partner with the existing Go-To-Market team. Customer satisfaction and success is imperative for building a long-term subscription licensing business.

• Lead and develop technical sales efforts for key accounts
• Conduct extensive discovery on business objectives and challenges, use cases, and technical architecture/topology
• Position Delphix within the customer’s digital transformation journey to highlight how Delphix helps discover sensitive data and automate data compliance, accelerate software delivery, accelerate the journey to the cloud as well as the adoption of disruptive AI technologies
• Customize and conduct presentations, demos, workshops, and proof of concept (POC) trials connecting Delphix capabilities to customer business objectives and business value in a way that demonstrates significant ROI and blocks competitors
• Act as the liaison among the customer and Delphix Sales, Engineering, Product Management, Customer Success, Professional Services and Support teams—especially on behalf of the customer
• Educate customers on the value proposition Delphix provides, and assist the customer to quantify that value at the technical, project, and LOB level
• Collaborate with customers to adopt or improve deployment pipelines, implement best practices in continuous learning for development, enable fast and reliable automated testing, adopt automated release management, and realize continuous integration/delivery
• Partner with the Sales and Field Services teams to jointly create a sales strategy to exceed revenue objectives for Delphix and drive additional appetite and grow customer’s use of Delphix
• Develop / enhance reusable technical assets to scale presales
• Reports to the Director of Sales Engineering

• Superior listening, communication, and presentation skills
• Excellent time management and coordination skills within a matrixed organization
• Highly entrepreneurial, with a high level of energy, dedication and an unceasing drive to succeed
• Confident with a sense of pragmatism to deliver results regardless of obstacles
• High commitment to customer service and customer satisfaction
• Strong sense of personal ownership and responsibility in accomplishing the organizational objectives and key results
• Professional experience designing and delivering technology solutions (solutions on a cloud platform a plus)
• 7  years’ experience in the one of the following technology areas: DevOps/CICD/TDM, Cloud, Data Masking & Governance, Data Management or Database Technologies (e.g., Oracle, MS SQL, Postgres, Amazon RDS, change data capture, etc.)
• 5+ years’ experience in software technology sales, technical consulting, technical solution design, or commensurate experience in a similar role
• Extensive experience presenting to executives, IT, business leaders and technology teams
• Willingness to travel up to 50% of the time (travel is primarily regional)
• Familiarity with DevOps Tools, Cloud services, TDM tools, or software frameworks (TOGAF, ITIL, etc.) a plus
• Experience with source control, testing, continuous integration, and group management DevOps tools such as Puppet, Chef, Docker, Kubernetes, Jenkins, Ansible, Jira, Selenium, etc. a plus