Enterprise Sales Engineer - India

About the company

Chainguard provides hardened, production-ready open-source software builds that help organizations secure their software supply chains by default.

About this role

<div class="content-intro"><p>Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.&nbsp;<br><br>Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. <br><br>Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.</p></div><div class="p-rich_text_section"><strong>The role, in a nutshell:</strong><br>You will assess a prospect’s technical requirements and apply extensive knowledge of Chainguard products to illustrate how a deal will satisfy the client’s unmet needs. You will cultivate relationships with decision-makers at all levels of an organization and negotiate the competing needs of multiple stakeholders within an organization. You will secure technical wins using methods such as demos, RFP/RFI responses, lead POVs, partner with engineering for requested features, and participate in conferences and industry events (when applicable).</div> <div class="p-rich_text_section">&nbsp;</div> <div class="p-rich_text_section"><strong data-stringify-type="bold">What you'll do:</strong></div> <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">Partner with our Sales Team to help customers evaluate and prove the value of our solution</li> <li data-stringify-indent="0" data-stringify-border="0">Focus on acquiring new customer “logos” in addition to growing existing customer base</li> <li data-stringify-indent="0" data-stringify-border="0">Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard</li> <li data-stringify-indent="0" data-stringify-border="0">Day to day responsibilities include: <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="1" data-stringify-border="0">Listen to our customers and understand their challenges</li> <li data-stringify-indent="1" data-stringify-border="0">Conduct product demonstrations and POVs/POCs</li> <li data-stringify-indent="1" data-stringify-border="0">Actively participate in webinars, meetups, conferences and other marketing initiatives</li> </ul> </li> </ul> <div class="p-rich_text_section"><strong>What we're looking for:&nbsp;</strong></div> <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">Experience as a Sales Engineer / Pre-Sales Engineer</li> <li data-stringify-indent="0" data-stringify-border="0">Experience with MEDDPICC and or Command of the Message sales frameworks</li> <li data-stringify-indent="0" data-stringify-border="0">Experience selling into Enterprise (3+ years) and Mid Market prospects</li> <li data-stringify-indent="0" data-stringify-border="0">Experience in the following areas: <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="1" data-stringify-border="0">Container technologies (Kubernetes, Serverless, Docker)</li> <li data-stringify-indent="1" data-stringify-border="0">Cloud technology (AWS, Azure, Google, etc.)</li> <li data-stringify-indent="1" data-stringify-border="0">Cloud security or containers security</li> <li data-stringify-indent="1" data-stringify-border="0">App Security</li> </ul> </li> <li data-stringify-indent="0" data-stringify-border="0">Startup experience</li> <li data-stringify-indent="0" data-stringify-border="0">Smart and passionate people that can persevere to success.</li> <li data-stringify-indent="0" data-stringify-border="0">People acting as trusted advisors, able to build credibility with customers.</li> <li data-stringify-indent="0" data-stringify-border="0">Strong team players committed to help and mentor their peers.</li> </ul><div class="content-conclusion"><h3>About Us</h3> <p>We live and breathe our company values:</p> <ul> <li>We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.</li> <li>We have a bias for intentional action — We prioritize, plan, try things, and fail fast.</li> <li>We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.</li> <li>We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.</li> </ul> <p>A few of the benefits we offer:</p> <ul> <li><strong>Flexible &amp; Remote-First Culture:</strong> Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.</li> <li><strong>Our Approach to Equity:</strong> Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).</li> <li><strong>100% Covered Health Insurance:</strong> We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.</li> <li><strong>∞ Flexible Time Off:</strong> Take the time you need – to do our best work, we need to recharge and reset.</li> <li><strong>18 Weeks Paid Parental Leave:</strong> We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.</li> <