Sales Engineer - North America

Azul continues experiencing positive growth and actively interviewing candidates for a Sales Engineer (SE) for our North America region!An Azul SE is responsible for delivering the technical win across opportunities within their assigned territory. Our SE does this by conducting pre-sales activities including (but not limited to) discovery of a prospect’s business challenges, aligning portfolio capabilities as a solution to these challenges, and demonstrating such capabilities to validate the solution.You will use your experience and expertise to mentor other SEs to become successful in their role.This is a remote role with up to 20% travel within the US. What you will do (aka the Responsibilities): Meet with prospects and clients both onsite and remotely to actively sell the Azul product portfolio solutions (both new and upsell)Conduct presentations and demos at all technical levels (from CxOs to developers) to “make the complex simple” and properly communicate Azul’s value to the target audienceOversee the execution of product pilots and proof-of-concepts (POCs) to demonstrate product capabilities within a client’s existing environmentProvide expert assistance to other SEs on pilot planning and executionUnderstand and respond to both solicited and unsolicited proposals by aligning Azul capabilities against proposal requirementsOrchestrate the engagement of additional Azul team members (PM, Engineering, CTO, etc.) as required to assist in achieving the technical winWork alongside your Account Executive(s) to conduct Territory Planning (develop strategies for creating pipeline, grow existing accounts, engage and enable partners, etc.)Build and nurture existing clients to promote customer success, as well as create new upsell and cross-sell opportunitiesAttend / present at conferences, workshops, roadshows, etc. to evangelize the Azul product portfolio to increase awareness and build funnelDemonstrate SME-level technical depth and breadth across the entire Azul product suiteDemonstrate a solid understanding of third-party products that run on or alongside Azul products, with SME-level expertise in at least one key third-party technology (e.g., Kubernetes, Cassandra, Kafka, Solr, AWS, etc.)Continuously strive to increase your product / technology technical acumen by attending all provided enablement sessions, reading technical articles, downloading and running third-party technologies, etc.Conduct training sessions and day-to-day mentorship to other team members to uplevel their product and sales expertise; be a primary mentor to onboarding SEsBe a trusted advisor to your direct supervisor in product, territory and team related concerns What you bring (aka Experience, Education): Bachelor's degree (or equivalent) in Software Engineering, Computer Science, or other IT-related disciplines(Preferred) A master’s or higher degree in an IT or business-related disciplineMinimum five (5) years of Sales Engineering experienceQuota-carrying experienceCurrent or prior Java development experienceExtensive Linux experience, including shell scriptingDemonstrable interest tinkering with technologyAuthored blogs or other published materialsUnderstanding of JVM internalsSolid understanding of Java-based applications and frameworks, including Cassandra, Kafka, Solr, Spring Boot, etc. (with SME-level understanding in at least one related technology)Solid understanding of cloud-based technologies, including cloud providers (e.g., AWS) and container-based solutions (e.g., Docker, Kubernetes)Willing and capable to travel up to 20%Experience working with sales processes (MEDDICC preferred) and CRMs (Salesforce preferred) Skills/Aptitude Strong oral and written communication skillsSkilled in interfacing/communicating with small groups or individuals, as well as larger groupsProven critical thinking and problem-solving skills, with the ability to solve complex challenges with minimal supervisionHighly organized with attention to detailExcellent time management skillsConduct yourself in a highly professional and ethical mannerAbility to thrive within a fast-paced working environmentAbility to multitask across a variety of client challenges, meeting requests, team requirements, etc., sometimes outside of normal business hoursAbility to work in a collaborative environment across multiple disciplines, with the EQ to understand multiple perspectives to help achieve a common goalProactive prospect and customer engagementA proven winning record! Additional Information What we Offer· Comprehensive compensation and healthcare packages· Equity Program – be part of our success· Referral Program· Work-life balance, remote-first, paid time off, company shutdown, holidays· Work with top experts worldwide whom contribute to the Java ecosystemOur Culture & Values· Maniacal Customer Focus· Innovation & Excellence· Initiative & Courage· Impact & Influence· Integrity & Transparency· Diversity, Inclusion & Teamwork

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