Senior Solutions Engineer (Remote US)

About Wallarm:

Wallarm is the only solution that unifies best-in-class API Security and WAAP (Next-Gen WAF) capabilities to protect your entire API and web application portfolio in multi-cloud and cloud-native environments. We are on a mission to help companies counter the new style of attacks on the ever-changing landscape of cybersecurity. Wallarm enables developers, Security Ops and DevSecOps teams the ability to secure their APIs via observability, and ensure Protection and Analytics to manage risk, protect the business, and enable speed of development with safety. As a Solutions Engineer (SE), you will be an integral part of defining our success at Wallarm and will play a key role in building the foundation of a world-class sales organization.

About the role:

The Solutions Engineer (SE) is a critical function of the Wallarm Customer Engineering team. In this position, you will report to the VP of Sales, work closely with our sales reps, and play a key role in winning deals and driving the business forward. You'll be a trusted technical advisor to a wide range of customers from startups to Fortune 500 enterprises within a specified region. The role requires excellent technical, communication, and organizational skills, and previous experience with application security and micro-services architectures. You will help prospective customers and partners understand the benefits of Wallarm, explaining technical features and problem-solving any potential roadblocks.

What you will do:

• Work with the team to identify and qualify business opportunities, identify key customer technical objections and develop the strategy to resolve technical blockers

• Own the technical relationship with Wallarm’s customers, including managing product and solution briefings, proof-of-concept work, and the coordination of additional technical resources

• Deliver demos to customers and work hands-on with customers to demonstrate Wallarm’s value in customer/partner environments

• Successfully manage the end-to-end process for customer proof-of-values (POV) and ensure agreed success criteria are consistently met

• Recommend API security best practices, application architectures, platforms and application infrastructure required to successfully implement a complete API security solution based on Wallarm

• Bring constructive feedback from customers to product management to improve the Wallarm solution. Contribute to PRDs

• Train sales team members on technical aspects of the Wallarm product as needed

• Moderate travel required

What you will need:

• BA/BS degree required

• Prior experience serving in the capacity of a technical pre-sales engineer at a SaaS security vendor

• Knowledge of the Application Security industry, products, vendor landscape, history, and emerging trends. Prior experience in API security, API management, SIEM, Software Development, DevOps, DevSecOps, or web application firewalls is preferred

• Experience presenting and delivering technical pitches to CISOs, architects, and technical staff

• Experience in and understanding of cloud deployments & application architectures - especially as it relates to security and compliance requirements

• Ability to quickly learn, understand, and work with new emerging technologies, methodologies, and solutions in the cloud/IT technology space

• Prior experience in a highly dynamic, startup environment

• Highly motivated, driven, and self-directed individual with grit

• Must be able to communicate business and technical value to all levels of management

• Excellent communication, persuasive, and listening skills