Enterprise Sales Manager

Enterprise Sales Engineer

Company Background

Actian is a global leader in hybrid data management, cloud data warehousing, and data integration technologies. Trusted by world-class organizations such as Bloomberg, Intuit, Lufthansa, and Citibank, we help businesses solve their most complex data challenges and drive transformation through innovative solutions. Actian puts our greatest asset, our people, at the centre and offers employees the opportunity to work in a fast-paced, collaborative environment focused on shared success. At Actian, we believe in culture add and don't subscribe to ideologies limiting people's potential. We don't want people to work here – we want them to belong here.

With a vision of being the most trusted, flexible, and easy-to-use data platform, our product portfolio includes the most performant data management, data integration, and data analytics products on the market. Customers use our cloud-native data platform to unify their data, explore and securely exchange data to run various analytic workloads that provide real-time business insights at a fraction of the cost. Twenty-four (24) Fortune 100 companies use Actian technology in some of the most mission-critical applications that impact your daily life.

Actian helps organizations confidently transform their business by simplifying how people manage and govern data for AI and beyond.

Join our team and be at the forefront of innovation and creativity as we shape this market.

Job Description

We are looking for a Sales Engineer with a proven track record in selling Data Governance, Data Catalog and Observability with a background in either data integration, data analytics or data management solutions. This individual utilizes their knowledge in the data world to partner with the Sales team and function as the key technical point of contact for software deals, providing pre-sales support contributing towards the successful conversion of prospects to customers. A significant portion of the Sales Engineer role includes scoping, defining, and providing demonstrations and executing Proof-of-Concepts. This includes working with the customers and partners to gain an understanding of their business and its needs, mapping our offerings to those needs, and providing competitive analysis that assists with the successful positioning of our offerings.

This person has a broad range of skills and experience in data management ranging from data governance to data architecture, integration and analytics. He/she will have the insight to make the connection between a customer's specific business problems and Actian's solution, the customer-facing skills to communicate that connection and vision to a wide variety of technical and executive audiences, and the technical skills to be able to provide consultative assistance on architecture and trusted technical advisor.

This person also shares our vision about reinventing the data world and thrives in the dynamic environment. That means having the flexibility and willingness to jump in and get done what needs to be done to make Actian and our customers successful. It means keeping up to date on the ever-evolving technologies for data and analytics to be an authoritative resource for Actian and our customers. And it means working collaboratively with a broad variety of people both inside and outside the company.

What You Will Be Doing

· Be a technical guide on all aspects of Actian – with a primary focus on Data Governance, Catalog and Observability.

· Collaborate with the Sales team to find and close new business opportunities

· Provide strategic pre-sales support for sales activities including needs analysis, technology review, requirements definition, and scoping

· Create and deliver world-class product presentations and demonstrations to meet prospect, customer, or internal needs

· Work with customers on proof-of-concept projects in a competitive environment

· Maintain deep understanding of competitive and complementary technologies and vendors and how to position Actian in relation to them

· Provide guidance on how to resolve customer-specific technical challenges

· Collaborate with Product Management, Engineering, and Marketing to continuously improve Actian's products and marketing.

· Researching companies and prospects to identify business issues and needs, and providing results of that research to customers to support our recommendations

· Become an expert in our products features, benefits, presentations, and application to customer needs

· Provide proactive support to customers and prospects with the goal of facilitating sales

· Establish and maintain positive customer relationships, and follow-up on opportunities

· Be the customer advocate and liaison for product management and development

· Other related duties as assigned

What You Bring to Actian

· Minimum 5 years of experience working with customers in a pre-sales or post-sales technical role

· Bachelor's, or higher, in computer science, engineering, mathematics or related fields, or equivalent experience

· Outstanding skills presenting to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos

· Understanding of complete data intelligence world and its workflow, from source systems, ETL to data platform and analytics tools

· Strong skills in Data Catalog, integration, databases, data warehouses, and data processing

· Extensive hands-on expertise with SQL and SQL analytics

· Experience and track record of success selling data and/or analytics software to enterprise customers; includes proven skills identifying key stakeholders, winning value propositions, and compelling events

· Experience with relational and large-scale analytics database technology (e.g. Oracle, Informix, SQL Server, Snowflake, Netezza, Teradata, etc.)

· Familiarity and experience with common BI and data exploration tools (e.g. PowerBI, Looker, Tableau, etc.)

· Experience and understanding of large-scale infrastructure-as-a-service platforms (e.g. Google Cloud Platform, Amazon AWS, Microsoft Azure)

· Experience implementing ETL pipelines using custom and packaged tools

· Experience using GCP, AWS and/or Azure Services

· Experience supporting enterprise SaaS software

Preferred Qualifications:

• Familiarity with or experience selling competitive/adjacent solutions such as Collibra, Alation, Atlan, Informatica, or similar platforms
• Understanding of the data intelligence ecosystem including data lakes, lakehouses, cloud warehouses, and BI/analytics tools