Sales Engineer

Genetec · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 1h agoon Genetec's careers page

Apply on Genetec →

The job

What you'd do: Pre-sales technical role supporting sales reps with demos, custom solution design, and PoCs for enterprise customers, partners, and consultants. Focus areas include access control, video, video analytics, and cloud.
Who you'd sell to: Still reading the posting. Check back within the hour.
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.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 82 days. Ask why it's been hard to fill.
Company hiring: 7 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 Genetec? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Your team’s dynamic: The Sales Engineering team is a diverse group of team-oriented individuals that serve as the backbone of the technical sales process. We strive to provide customers with valuable, well-architected solutions that not only meet their current needs but can grow along with them. We challenge the status quo and bring technical creativity to a fast-paced sales environment. When you join the Sales Engineering team, you'll be joining a close group that shares in the work day, striving to help each other succeed. You'll never be far from the answers you need, as you will be provided with training, coaching, and the assistance of mentors within the team. Your day at a glance: - Provide product demonstrations for potential customers, consultants and channel partners - Leverage our products to design custom solutions - Assist the sales process by providing technical knowledge and architecture assessments - Champion our products internally within the sales organization - Provide feedback from the field to help improve our processes - Deploy and manage Proofs of Concepts for enterprise customers What makes you a great fit: - Interpersonal communication skills and the ability to communicate with stakeholders at different levels - Technical knowledge or specialty knowledge in Access Control, Video, Video Analytics, or Cloud Architecture - Experience managing technical pre-sales processes with a team of sales professionals - Enthusiastic, self-starter with a charismatic personality - Strong desire to grow professionally An asset if you have: - Previous experience with Genetec Security Center - Previous experience designing enterprise access control and video solutions - Knowledge in Azure and AWS cloud storage - Advanced knowledge in networking technology and architecture - Certifications for Microsoft, Security Engineering, Cyber Security, Networking or Project Management Let’s talk perks! - Attractive compensation package with 401K match - Training Tuition Reimbursement Program - Work-life balance with a flexible working schedule We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply - your profile may surprise us! Thank you for your application, but please note that only selected candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this Web site or directly to managers.

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