Fortanix is hiring a Sales Engineer - Federal to drive revenue by selling into new prospects and expanding relationships with existing customers in the federal sector. You will be accountable for revenue goals achieved through technical programs and customer-facing activities.
What You'll Do
- Engage prospects in a consultative sales process to position Fortanix as part of their core security infrastructure.
- Gain a deep understanding of technical requirements early in the sales process and propose tailored solutions.
- Manage successful customer evaluations and proof of concept deployments with technical resources and the sales team.
- Prepare customer demonstrations and conduct formal and informal training sessions.
- Maintain a deep understanding of Fortanix products and core technology by working with Engineering and Product teams.
- Continuously gather product and market feedback to guide new product development.
- Ensure customers maximize their investment, fostering strong references, renewals, and upsell opportunities.
What We're Looking For
- 5+ years of experience as a Sales Engineer for enterprise IT security and/or infrastructure.
- Experience in complex enterprise sales processes, including deals valued at $1M+.
- Proven success selling to U.S Federal agencies and Federal Systems Integrators (FSIs).
- Knowledge of programming or scripting languages such as Python or Bash.
- Understanding of HSM and crypto interfaces (PKCS#11, CAPI, CNG, JCE).
- Understanding of KMS interfaces (KMIP, REST API).
- Familiarity with HSM and KMS in the cloud (AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect).
- Understanding of use cases for HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing).
- Comfort working in a hands-on start-up environment.
- Strong consultative selling, technical collaboration, and excellent written and oral communication skills.
- BA/BS in a technical field; CISSP, Security+, or other security-focused certifications.
Nice to Have
- Experience with HSM from another company.
- Experience with a KMIP appliance.
- Experience with GenAI and RAG data architecture, focusing on data security in RAG pipelines.
- Hands-on experience with common GenAI platforms (AWS Bedrock, Vertex AI, Databricks).
- Active Security Clearance.
Technical Stack
- Languages: Python, Bash
- Interfaces: PKCS#11, CAPI, CNG, JCE, KMIP, REST API
- Cloud Services: AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect
- GenAI Platforms: AWS Bedrock, Vertex AI, Databricks
Team & Environment
You will have close interactions primarily with the Sales team, extending to Product Management, Customer Success, Engineering, as well as external customers and partners.
Benefits & Compensation
- Compensation range: $120,000 - $170,000/year + amazing equity.
- Employer-paid healthcare, dental, vision, life, long-term and short-term disability plans.
- Unlimited PTO and 40 hours of Volunteer Time Off per year.
- 401k, internet stipend, wellness program, and holiday pay.
- Friendly, collaborative culture that brings out the best in everybody.
Work Mode
This is a remote position open to candidates in the Washington DC area.
Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace.
