Position Summary:
Delphix is seeking to hire a Sales Engineering Advisor to join the Principal Engineering team.
The principal engineer team is the elite technical commercial sales engineers for Delphix by Perforce. They serve as the primary voice for one or more emerging technology domains while directly influencing revenue growth, pipeline generation, and customer retention. Each Sales Engineering Advisor blends deep technical authority with executive level business impact. As a Sales Engineering Advisor, you will drive revenue alongside our sales organization by delivering technical solutions that help meet a specific customer need, providing evidence that demonstrates compelling business value, accelerating the proof portion of our sales cycle, or opening new markets and use cases through field innovations/prototypes conducted jointly with engineering. In addition, a Sales Engineering Advisor is often charged with looking after Marquis accounts, developing new deal pipeline, acting as a thought leader, and being ahead of both their peers in Sales Engineering and industry.
Perforce Delphix eliminates data bottlenecks so enterprises can speed up innovation, reduce risk, and cut costs. It enables faster releases, AI transformation, and seamless compliance with privacy regulations.
What makes Delphix unique? It unifies automated data delivery, masking, synthetic data generation, and centralized control into one intelligent data automation platform.
Responsibilities:
Lead and develop technical sales efforts for key accounts.
Conduct extensive discovery on business objectives and challenges, use cases, and technical architecture/topology.
Position Delphix within the customer’s digital transformation journey to highlight how Delphix helps discover sensitive data and automate data compliance, accelerate software delivery, accelerate the journey to the cloud as well as the adoption of disruptive AI technologies.
Customize and conduct presentations, demos, workshops, and proof of concept (POC) trials connecting Delphix capabilities to customer business objectives and business value in a way that demonstrates significant ROI and blocks competitors.
Act as the liaison among the customer and Delphix Sales, Engineering, Product Management, Customer Success, Professional Services and Support teams—especially on behalf of the customer.
Educate customers on the value proposition Delphix provides, and assist the customer to quantify that value at the technical, project, and LOB level.
Collaborate with customers to adopt or improve deployment pipelines, implement best practices in continuous learning for development, enable fast and reliable automated testing, adopt automated release management, and realize continuous integration/delivery.
Partner with the Sales and Field Services teams to jointly create a sales strategy to exceed revenue objectives for Delphix and drive additional appetite and grow customer’s use of Delphix.
Develop / enhance reusable technical assets to scale presales.
Bring insight and business value to conversations with Senior technical and business leaders across a broad landscape through both thought leadership and excellent skills as a technical brand ambassador for Delphix by Perforce, as well as a thought leadership and evangelist inside Perforce.
Bring a level of expertise to one or more specific areas of industry and product so as to be capable of handling advanced technical questions in a role respected both by industry and peer Sales Engineers.
Effectively collaborate with other teams, including Sales, Product, Engineering, Professional Services, Marketing, Finance and Customer Support, as well as partners, bridging field innovation, Product, and Engineering in aim to drive near term Revenue through adoption and scale of products or offerings.
Mentor, Train and Motivate presales in specific topics, elevating presales’ readiness in emerging capabilities.
Bring passion, poise, presence, calm, creativity, and a command of the business and technical spheres within which Delphix operates.
Qualifications:
7 years’ experience in the one of the following technology areas: DevOps/CICD/TDM, Cloud, Data Masking & Governance, Data Management or Database Technologies (e.g., Oracle, MS SQL, Postgres, Amazon RDS, change data capture, etc.)
5+ years’ experience in software technology sales, technical consulting, technical solution design, or commensurate experience in a similar role
Professional experience designing and delivering technology solutions (solutions on a cloud platform a plus)
Superior listening, communication, and presentation skills
Excellent time management and coordination skills within a matrixed organization
Highly entrepreneurial, with a high level of energy, dedication and an unceasing drive to succeed
Confident with a sense of pragmatism to deliver results regardless of obstacles
High commitment to customer service and customer satisfaction
Strong sense of personal ownership and responsibility in accomplishing the organizational objectives and key results
Extensive experience presenting to executives, IT, business leaders and technology teams
Willingness to travel up to 50% of the time (travel is primarily regional)
Familiarity with DevOps Tools, Cloud services, TDM tools, or software frameworks (TOGAF, ITIL, etc.) a plus
Experience with source control, testing, continuous integration, and group management DevOps tools such as Puppet, Chef, Docker, Kubernetes, Jenkins, Ansible, Jira, Selenium, etc. a plus
