Solutions Engineer West

Remote - USA
Sales /
Remote /
About Normalyze
At Normalyze, we’re changing the way security and DevSecOps teams view their cloud deployments. Our mission is to help enterprises protect all the data they run in the cloud.

Through its agent-less assessments, data discovery, AI-driven risk prioritization, and comprehensive and actionable remediation insights, Normalyze helps enterprises understand the full range of risks present against their cloud data.

Normalyze is a cybersecurity startup focused on a data-first approach to cloud security. Founded by security veterans from Netskope (pre-IPO, $7.5B), Palo Alto Networks (PANW: $60B) and Qualys (QLYS: $5B), and backed by Tier-1 VC’s, including Lightspeed and Battery Ventures. The company headquarters are in the US (Silicon Valley) but operates fully remote with a global team. 

About this role
Solutions Engineers specialize in facilitating the sales process for Normalyze’s advanced technology solutions. The SE’s role is all about bridging the gaps between product development and sales functions - they are the backbone of our engagement with very sophisticated security teams, representing Normalyze to prospective clients while representing each client’s technical and business challenges back to Normalyze’s sales, product management, and development teams.

A Normalyze SE will need to be self-motivated and passionate about delivering innovative security solutions to client’s complex cloud data security challenges.  We are looking for those with extensive experience successfully working in a pre-sales role with customers and partners of all sizes.  To succeed, technical proficiency with cloud platforms and a background in security are essential.

A Solutions Engineer at Normalyze will work closely with Sales Directors to build compelling business justifications for clients through product demonstrations, responding to RFPs, executing Proof of Value exercises, and providing timely first-class support.

You will join a team of champions; our customers deserve no less. You will collaborate with sales, engineering, product, and support  teams that define excellence and a customer base that is solving security’s toughest challenges in interesting and exciting ways.

Daily Responsibilities
•Work closely supporting pre-sales engagements with Account Executives
•Listening to the prospective customers and helping to determine solutions requirements
•Asking probing questions that help prospective customers elaborate on the challenges the face
•Providing high quality answers to technical questions that help prospective customers understand how Normalyze can solve their  most important data security challenges
•Delivering excellent targeted demonstrations of the Normalyze solution
Identify opportunities
•Managing the timeline and all of the resources Normalyze has to offer in support of the PoV
•Providing a compelling wrap-up presentation of the PoV accomplishments
•Working with the Product, Support, and Solutions Engineering teams to provide the technical responses
•Requests for Information/Proposals (RFIs or RFPs)
•Collaborate with the Product team as well as the Development organization to develop features and solutions for customer challenges you identify
•Support a variety of Sales and Marketing efforts, such as trade shows, webinars, video recordings, etc.
•Actively continue your education about the market (technologies, competition, risk, challenges, and opportunities)

•5+ years of professional sales/solutions engineering experience (including Customer Success, Technical Account Management, Professional Services, and Solutions Architecture)
•Strong understanding of cloud technologies along with hands-on experience (AWS, Azure, GCP, along with container and microservices technologies)
•Deep background in cyber security and networking technologies (identity security, security operations, incident response, security automation are all advantages)
•Knowledgeable about data security, data storage technologies, and data compliance standards
•History of quickly learning new technologies and solutions
•Excellence in communication, both internally in collaboration with coworkers - and externally, sharing knowledge effectively with partners and prospective customers
•Successful experience in solution selling, providing exceptional customer service, and skilled at developing and maintaining lasting technical relationships with customers
•Ability to adapt to different team selling environments while also being a highly motivated self-starter who can succeed independently
•Outstanding presentation skills are essential and an attitude that embraces continual education and improvement