Pindrop is hiring a

Sales Engineer - Central Europe

München, Germany
Remote

 

Sales Engineer - Central Europe

 

Pindrop

Pindrop, the market leader in call center fraud and authentication solutions, has entered an unprecedented growth stage as the global demand for the company’s solutions continues to grow at record pace. Backed by some of the leading venture capital firms in the country the company continues to expand its customer footprint in global financial, brokerage, retail, consumer, telecom, and government market sectors. Pindrop’s patented, and unrivaled technology is protecting call centers around the world and enabling its customers to achieve not only a strong return on investment but also the peace of mind that the firm’s brand and customer assets are kept safe from fraudulent activity.

In order to meet both market and customer demand, Pindrop is looking for an experienced and exceptional Sales Engineers to join the EMEA sales team. This individual will play a crucial role in driving sales and customer growth, furthering the company vision and adding to the overall success of the business.

 

The Role

Reporting to the Director of Sales Engineering and working closely with EMEA Sales team, the Sales Engineer will partner with the primary customer relationship owner, having responsibility for providing sales support and advising customers on product integration and operationalization. As a vital member of the EMEA Sales Team, this person is responsible for supporting the sales process among tier 1 and 2 banking, financial services, consumer, and retail markets to identify revenue opportunities.

The Sales Engineer is the primary point of contact between the customer and the Pindrop Sales and Threat Intelligence organizations in the sales process, including overseeing proof of concept and pilot deployments within customer organizations. Strong experience successfully delivering sales support and proof of concepts into the tier 1 and 2 banking, financial services, consumer, and retail markets is a must. 

A proven track-record in supporting sales of contact center solutions, including voice network design, call recording, and enterprise speech processing solutions is also highly desirable. Candidates should also understand the operational challenges of running a contact centre and be able to articulate how to build a compelling business case for sales opportunities within this market.

 

Role and Responsibilities

 

The Sales Engineer will work closely with Sales Executives and Audio Research organization on account strategy, developing business cases, and working with the Audio Research Analyst (audio engineer) to draft and deliver presentations throughout the proof of concept or pilot.

The ultimate measure of success is driving new bookings and revenue. This will be accomplished by supporting Pindrop’s Sales organization in addition to driving the proof of concept and pilot processes. Some key responsibilities:

  • Supporting selling enterprise fraud risk and authentication solutions by acting as a subject matter expert to customers for industry best practices, integration methods, and the operationalization of Pindrop solutions.
  • Assisting Sales Executives in developing and maintaining sales plans and strategy on a per-account basis.
  • Developing and presenting high-level solution designs to customers including solution sizing, potential integrations, and high-level pricing in conjunction with the Customer Success organization (professional services and solutions architecture).
  • Gathering functional requirements and environment details in order to provide a smooth transition to Customer Success for the support of pilots and post-sales implementation.
  • Working with Pindrop sales and analytical teams to oversee proof of concepts and construct results presentations.
  • Engaging with Pre-Sales POC engineers to ensure that the proof of concept or pilot is successfully staged, including working with customers to identify and acquire specific data (call recordings and metadata) to be analyzed by the Threat Intelligence staff in the course of the proof of concept or pilot.
  • Ability to present full solution and conduct product demonstration to customers.
  • Responding to customer RFP/RFI/RFQ documents and collaborating with product management, operations, engineering, and sales as needed to accomplish this.
  • Disciplined and accurate forecasting and reporting of proof of concept and pilot activities within Salesforce.com.
  • Acquiring and integrating industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to successfully support sales.

 

Sales Engineer Profile 

The ideal sales engineer will have a minimum of 5 years of proven sales engineering experience with a successful track record of delivering complex enterprise solutions to Fortune 500 firms. Sales engineering experience must be within Banking, Brokerage, Capital Markets, Insurance, Retail, Telco, and Consumer market sectors. This individual will be able to demonstrate a consistent and successful track record of meeting or exceeding aggressive goals and working within high-growth, dynamic and fast-paced organizations. Further, this sales engineer will be able to articulate and support selling new technologies into the marketplace by building and maintaining relationships with senior business, contact center, technology, and security executives.

 

In terms of the performance and personal competencies required to succeed in this role, the following skills and/or experience are highlighted:

  • Proven record of successful sales support, delivery of proof of concept or pilot deployments, and exceptional communication and presence.
  • Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
  • Desire and passion to work at an early-stage, high-growth company.
  • Strong ability to articulate solution value proposition.
  • Self motivated, driven for success, and delivers results.
  • Exceptional communication and personal skills.
  • Excellent preparation and presentation skills for executive meetings.
  • Demonstrated proficiency with software productivity tools (Word, Excel, PowerPoint)
  • Ability to work closely with Sales, Customer Success, Product Management, and Engineering.
  • Must be a hands-on sales engineer; willing to partner with sales executives to drive proof of concepts and pilots forward.
  • Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
  • A Winner and A Fighter: does not take no for an answer - doesn't accept things as they are - asks not why but why not.

Pindrop Environment

This individual must be able to thrive in a fast-paced, entrepreneurial environment. In order to be successful and effective, the candidate must be mature and well-rounded sales engineer who will personally and professionally help grow the organization to the next level. The sales engineer will have direct involvement with and function as a liaison between Sales, Marketing, Product Management, Engineering, and Customer Success organizations.

Role Location

Southern Europe (home based).

 

The Pindrop Solution

Pindrop provides solutions to protect enterprise contact centers and employees against fraud and phone spam as well as providing authentication and reputation checking. Pindrop’s phone fingerprinting technology detects fraudulent calls and authenticates legitimate callers, helping customers eliminate financial losses and reduce operational costs. Pindrop’s breakthrough technology is the first of its kind to fingerprint individual phone calls, providing verification of caller provenance.  Named SC Magazine 2013 Rookie Security Company of the Year, a Gartner “Cool Vendor” in Enterprise Unified Communications and Network Services for 2012 and one of the 10 Most Innovative Companies at the 2012 RSA conference, Pindrop’s solutions restore enterprises’ confidence in the security of phone-based transactions.

 

 

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