Senior Solutions Engineer - Public Sector

1Kosmos · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 6d ago

Still open · checked 2h agoon 1Kosmos's careers page

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The job

What you'd do: Technical pre-sales role supporting federal, state, local, and education (SLED) deals. You run demos, lead RFP technical responses, and build proof-of-value environments for identity and passwordless authentication.
Who you'd sell to: Public sector technical buyers, security, procurement and executivesIn their words: “Experience working with technical buyers, security teams, procurement and RFP stakeholders, and executive leadership in public sector accounts”
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 6 days.
Company hiring: 6 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from 1Kosmos? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Are you ready to shape the future of authentication? Join 1Kosmos and help lead the next wave in identity assurance and passwordless innovation. We are looking for a Sr Solutions Engineer for the Public Sector. We are growing rapidly, looking for exceptional new team members to add to our exceptional talent pool and who will help take us to the next level of success. Our vision is to eliminate credentials in any login as well as provide a single digital identity for users. We are looking for curious, excited, boundary-pushing team members. So, if you’re a big thinker who is nimble and adaptable, 1Kosmos may be an ideal place for you to shine. The 1Kosmos Sr Solutions Engineer - Public Sector provides technical expertise to our prospects and clients by demonstrating and explaining the value proposition of 1Kosmos' suite of products. Along with this you will also be required to assist with RFP's and other pursuit activities. In addition, you would also assist with POCs of 1Kosmos' suite of products and architect solutions that would solve our clients needs. Your Title: Senior Solutions Engineer - Public Sector Your Location: Remote/Anywhere within the US You Report to: Vice President of Solutions Compensation: $160,000 - $200,000 depending upon experience + Commission Package The Senior Solutions Engineer will own the technical side of our federal and state, local, and education (SLED) opportunities. You will show prospects and clients how our platform solves their problem, lead the technical response to RFPs, and architect solutions that fit the customer's environment. What you will own: - Provide technical assistance throughout the sales cycle to drive opportunities - Delivers and customizes technical presentations on 1Kosmos solutions - Explain the value to customers, with associated use cases, required capabilities, and differentiation - Actively participate in sales calls to help manage technical requirements and simplify the needs and actions - Identify and develop innovative solutions to meet customer requirements - Develop integrations with applications where necessary - Lead and respond to RFP’s as required by the organization - Interface with analysts if required and provide responses to questionnaires as well as present demos - Develop demos for various verticals to showcase 1Kosmos solutions - Focus on large or complex as well as short sales opportunities with complex customer needs - Writes Proof of Value success criteria for a client's solution validation. Stands up and configures the appropriate environment and manages the process to ensure success, communicating progress both to the customer and to the sales account management team - Provides demonstrations and presentations for webinars and Tradeshows/Marketing Events - Review RFP requirements from customers with sales and clients to establish the right solution and be consultative on whether to bid - Provide implementation leadership where required - Provide feedback to the product team on functionality in the market and influence product roadmap - Interface with company leadership and report on sales and solution engineering when required - Mentor other solution engineers and grow team What you bring: - Ability to communicate technical and business information to a varied audience (technical and non-technical customers) - 5+ years of solutions engineering or pre-sales experience - Prior experience dealing with Identity Proofing/Identity verification technologies and knowledge of the space - Prior experience in assisting with Public Sector opportunities and Federal opportunities - Ability to travel 25% to 35%, including day trips and occasional overnight travel for client presentations - Knowledge of terminologies within the Public Sector and ability to support a Public Sector focused team with technical expertise - Awareness and experience in Access Management and the IAM domain - Understanding of leading cloud provider technologies such as AWS or Azure - Knowledge of scripting along with experience using AI tools to make processes efficient - You have a value based consultative approach, in which you can adopt and articulate the value of our solution to address the customer’s challenges - Ability to develop a broad awareness of the client’s technical architecture and emerging technologies with enough knowledge to determine what is and is not possible - Analyze customer needs through research and troubleshooting followed with recommending a solution - Experience with proof-of-concept planning - Experience with implementation handoff methods - Experience integrating with enterprise applications and APIs - Experience working with technical buyers, security teams, procurement and RFP stakeholders, and executive leadership in public sector accounts What we offer: - Flexible remote work model - Competitive salary and equity package - Health, dental, and vision insurance - Unlimited PTO Policy - Collaborative, fast-paced culture where your impact is immediate and visible

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