Sales Engineer - Federal
WalkMe
Sales & Business Development
Washington, DC, USA
Posted on Oct 29, 2024
WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.
As a Sales Engineer at WalkMe you will act as the conduit between sales and delivery to translate customers' business vision and strategy into solutions, and guide the technology evaluation part of the sales process. You will work within our Federal market and exude a passion for understanding their needs and expressing the value of WalkMe's products and solutions in meeting those needs. Lastly, you will report to the Director of Sales Engineering.
What You'll Own
- Support the Account Executive by taking a consultative role in the customers' evaluation processes, including answering all technical questions, troubleshooting development/configuration issues, and managing escalation to Support and Engineering.
- Develop strong technical relationships within the various customer teams, acting as a trusted advisor.
- Communicating the value of WalkMe products through many mediums, including phone, presentation, and live/online product demonstrations.
- Manage technical POC's both onsite and offsite.
- Collaborate on and present custom product demonstrations to support the sales cycle.
- Effectively position and communicate WalkMe’s FedRAMP security posture internally and externally.
- Create and maintain collateral to demonstrate WalkMe’s ability to meet the prospect security and privacy requirements.
- Complete prospect security assessments or questionnaires as needed.
- Develop new demo assets tailored to the needs and priorities of prospective Federal customers.
- Aggregate feedback from customer meetings and be able to convey that to product management and Engineering.
- Speak at field events to both the technical and non-technical.
- Work as an extension of marketing by promoting product knowledge by writing blogs, participating in demo-inspired webinars when needed.
What You'll Need to Succeed
- Minimum of 8 years of experience in SaaS sales working with enterprise customers in one of the following roles: technical pre-sales, sales engineer, functional / technical consultant.
- 5+ years of experience selling to Civilian Agency’s or DoD
- Experience with Federal Acquisition processes (RFC, RFI, RFP, etc.)
- Experience reviewing and drafting responses to Federal requests for comment, requests for information, requests for proposals, etc.
- Examine, interpret, and articulate complex technical information to audiences of varying technical levels.
- Experience work with CRM systems, notably SFDC.
- Experience building and presenting demo environments for customers at all levels - engineers to C level executives.
- A deep understanding of enterprise technologies and business context.
What Sets Us Apart
- At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
- We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation. We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteristic.
- Flexible Work Arrangements: We offer hybrid and flexible hours to help manage work commitments and personal life effectively.
- Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
- Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
- Comprehensive Health Care Coverage for our Employees and Families, 401(k) program with company matching (up to $5,000), and a vacation policy to encourage a healthy work-life balance.
- WalkMe is recognized as a Star Performer in DAP for the 2nd year in a row!
- WalkMe helps international companies such as: IBM, LinkedIn, Walgreens, Microsoft, Adobe, Hershey's, Quest Diagnostics and more!
Our job titles may span more than one career level. The starting base pay for this role is between $100,000 and $150,000. The actual base pay is dependent upon many factors, such as: location, training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus and benefits as part of our competitive total rewards package.
TO ALL RECRUITMENT AGENCIES:
WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.
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