Forensic Product SME

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Full Time Sales US

8 days ago Requisition

Forensic Product Subject Matter Expert (Commercial Sales Overlay)

Exterro is seeking a dynamic, strategic, and technically savvy domain leader to serve as our Forensic Product Subject Matter Expert (Commercial Overlay). This is a unique, high-impact role designed for someone who thrives at the intersection of technical credibility, deep product advocacy, and revenue acceleration.

In this position, you will serve as the premier product authority dedicated to driving win rates and maximizing customer value across Exterro’s highest-stakes enterprise opportunities (Tier A & Tier B deals). Specializing in the market-leading FTK Digital Forensics & Incident Response (DFIR) product family, you aren't just supporting sales; you are bringing technical proof-of-value to life, positioning our solutions against key market competitors, and articulating how Exterro solves complex investigative challenges for corporate enterprises and law enforcement.

1. Product Advocacy & Value Selling

• Strategic Value Articulation:
  Partner with Account Executives during the Presentation and Proposal stages to translate complex FTK capability into clear, compelling business value for multi-stakeholder buyer groups.
• Customer-Centric Framing:
  Deeply understand key user personas (DFIR professionals, law enforcement agents, corporate investigators, and Legal/IT executives) to tailor solution framing to their specific operational challenges.
• Executive & Technical Engagement:
  Deliver executive-level product presentations and high-level solution architecture guidance, establishing immediate technical trust and domain authority.
• Competitive Counter-Positioning:
  Actively analyze competitor landscapes to deliver sharp, deal-specific positioning that highlights FTK's unique differentiators.
• Deal-Level Win Strategies:
  Build strategic counter-narratives against rival DFIR offerings to help sales teams navigate fierce competitive landmines in high-value accounts.
• Market-Informed Messaging:
  Convert competitive insights and emerging industry trends (such as cloud forensics, mobile artifacts, and AI-driven analysis) into actionable field messaging.

3. Commercial Alignment & Scalable Field Plays

• Scalable Playbook Engineering:
  Systematize custom winning proposals, competitive battle cards, and product positioning narratives into repeatable templates and playbooks across the sales organization.
• Strategic RFP & Proposal Support:
  Support mission-critical RFPs and bespoke customer proposals where technical product depth and unique solution design represent the main drivers for victory.
• Cross-Functional Voice of Customer:
  Partner closely with Product Management, Product Marketing, and Customer Success to channel field-level customer insights back into future GTM strategies and solution roadmaps.

Rules of Engagement

• Account Ownership:
  The primary Account Executive retains overall account, relationship, and negotiation ownership; the SME Overlay owns the strategic product value, competitive positioning, and deal-shaping layer.
• Operational Division:
  While Sales Engineers (SEs) own hands-on technical validation and proof-of-concept (POC) mechanics, the SME Overlay leads strategic value alignment, competitive counter-positioning, and executive product framing.
• Prioritization & SLAs:
  Engagement is triggered by high-ACV, Tier A/B opportunities where solution complexity or competitive friction requires expert domain intervention.

• The Product & Domain Champion:
  You possess deep foundational knowledge of forensic collection, processing, and analysis techniques, and can enthusiastically pitch complex tools to technical and non-technical audiences alike.
• The Value Storyteller:
  You easily translate deep technical concepts - like cloud architecture, API integrations, and artifact processing - into clear, business-focused value propositions.
• The Competitive Strategist:
  You know how to pinpoint rival product weaknesses, counter competitor claims with precision, and position FTK as the definitive solution.
• The Scale Builder:
  You don't just win individual deals; you document your competitive plays and value frameworks so the entire sales organization can repeat your success.

• 7-10 Years
  
  Experience:
  
  Proven track record in Solutions Engineering, Technical Product Marketing, Sales Engineering, or Domain SME roles within Digital Forensics (DFIR), Cybersecurity, eDiscovery, or Legal Tech.
• FTK / DFIR Domain Depth:
  Strong foundational knowledge of DFIR workflows and hands-on or commercial familiarity with FTK, Cellebrite, EnCase, Axiom, or similar forensic toolsets.
• Executive Credibility:
  Exceptional verbal and written communication skills, with proven capability to establish trust across C-suite executives, Legal/Security leaders, and hands-on…