Sales Engineer

Panorays is dedicated to eliminating third-party security risks so that companies worldwide can quickly and securely do business together. We automate, accelerate, and scale the vendor security evaluation and management process so customers can quickly and easily manage, mitigate and remediate risk, reduce breaches, ensure supplier compliance, and improve their security across the board.

The Presales Engineer is a trusted advisor who is business-oriented and contributes to the growth and scale of the company in a technical role, expected to professionally and accurately present technical presentations and demonstrations across the full array of potential customers, supporting our Account Executives.

The right candidate will have a consultative approach, is hard-working, smart, and overachieving, with a passion for selling, and be able to work at a fast pace with a rapidly expanding customer base. This position reports to the VP of Sales and works closely with nearly every cross-functional team across the organization as necessary.

*We are open to hiring in any location in the eastern or central United States.

• Serve as a technical subject matter expert on Panorays solutions, establishing and maintaining strong relationships throughout the sales cycle with our prospects. Demonstrating a thorough understanding of our competitor landscape to be able to position our solutions against them successfully.
• Owning and managing various Presales activities – Including technical presentations, and demonstrations, managing technical aspects of RFP/RFI responses, and leading Proof of Concepts.
• Deliver workshops for evaluating the maturity of enterprise accounts’ third-party risk management programs and recommend the best architecture for an optimal implementation of solutions.
• Understand and document customer business and technical requirements, addressing business drivers and pain points – Guiding the technical sales cycle toward a technical close and a business win.
• Exhibit technical thought leadership and act as a go-to resource for other members of the Sales organization.
• Exhibit strategic thought leadership by recognizing, proposing, and acting to improve presales-related areas of the organization (Process, frameworks, methods, etc.).
• Work cross-functionally with Support, Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field, and provide and align product feedback.

• Bachelor’s degree in a related field and 7+ years’ experience in a presales engineering/solutions architect role, ideally in a B2B SaaS / Enterprise Cloud-based Software company, particularly within the TPRM space.
• Excellent technical and problem-solving skills, understanding of cloud computing, web technologies, APIs, and integrations.
• Experience selling into Enterprise accounts.
• Familiarity with the industry’s certifications, regulatory requirements, compliances, and frameworks in Privacy, Third-Party Risk or GRC.
• Vendor Management Experience – Strong experience in vendor management is beneficial. This includes vendor selection, due diligence, contract negotiation, and ongoing monitoring of vendor performance.
• An effective, clear, and concise communicator. Ability to relay technical concepts to a non-technical audience.
• Ability to clearly articulate the business value proposition to prospective prospects and stakeholders.
• Exhibit self-motivation, the ability to multitask, and pay close attention to small details.
• Excellence in task prioritization and evaluation of situational urgency with advanced time management skills and ability to work well under pressure within a fast-paced sales cycle.
• High energy, well-organized, self-driven, positive, “can do” attitude.
• Can work independently and collaborate with teams in a global matrix environment.
•  Some travel is expected.
• Applicants must be currently authorized to work in the United States on a full-time basis.

For positions in New York City, we offer an OTE range of $200,000 – $250,000,, plus equity, variable/incentive compensation, and benefits. Sales positions generally offer a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. Company benefits include health, dental, and vision insurance, 401(k), and paid leave.