Sales Engineer - Federal; Washington DC Area, Remote

Sales Engineer - Federal (Washington DC Area, Remote)

• Washington, DC
• Remote
• Full-time
• Posted 23 hours ago

Fortanix

• Washington, DC
• Remote
• Full-time
• Medical, Dental, Vision, Life, Retirement, PTO
• Posted 23 hours ago

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, and confidential AI solutions.

As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybrid multicloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model or preparing for the post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is.

Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as INVIDIA, Microsoft, Intel, Service Now, and Snowflake.

Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future.

We are looking for an experienced Sales Engineer - Federal responsible for selling into new prospects as well as farming back into existing customers for high renewals and to keep customer satisfactions levels at an all time high. Successful candidates will have at least 7 years of experience as an enterprise sales engineer with infrastructure, cloud, or security vendors, and would be accountable for revenue goals driven by innovative technical programs and day-to-day customer facing account-level activities.

Ideal candidates are also driven by success, are highly energetic with strong hands‑on skills and embody a “can‑do” attitude. This critical role will have close interactions primarily with Sales, and will extend to Product Management, Customer Success, Engineering, as well as external stakeholders such as customers and partners.

As a Sales Engineer you will own, drive, and be rewarded for your business.

Responsibilities include:

• Consultative Selling. As a member of the sales team engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations.
• Discovery. Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them.
• Technical Evaluations. Work with deep technical resources, sales team and prospects to manage successful customer evaluations and proof of concept deployments.
• Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training.
• Product Knowledge. Work closely with Engineering and Product teams to maintain a deep understanding of Fortanix products and core technology.
• Market Feedback. Continuously gather product and market feedback to guide new products.
• Customer Success. Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals and opportunities for upsell.

• Must have 5+ years of experience as a SE for enterprise IT security and/or infrastructure.
• Must have experience in complex enterprise sales processes, including $1M+ deals.
• Experience selling to U.S Federal agencies & Federal Systems Integrators (FSIs).
• Knowledge of programming or scripting languages (e.g., Python, Bash, etc.).
• Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus.
• Understanding of KMS interfaces (KMIP, REST API, etc.). Experience…