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Solutions Engineer



San Francisco, CA, USA
Posted on Friday, June 21, 2024

Solutions Engineer

Location: San Francisco (West Territory)

Company Overview: Dedrone is the world’s most trusted smart airspace security company. Hundreds of commercial, government and military customers around the world rely on Dedrone’s comprehensive, command and control (C2) solution to protect against the persistent and escalating threat from drones while enabling “good” drones to fly. By leveraging AI/ML, Dedrone is the only solution that provides continuous, autonomous interrogation and verification of drones that enables both multi-sensor and multi-mitigation options onto a single fused "pane-of-glass". Whether on-premise / air-gapped or in the cloud, Dedrone customers can easily detect, track, identify, analyze, and mitigate drone threats.

Dedrone is seeking highly motivated individuals for Solutions Engineering positions. Solutions Engineers are the primary technical resource for supporting our field sales in the US region, with a focus on incubating, developing and driving sales. Our Solutions Engineers are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for our products. The Solutions Engineer must be able to articulate technology and product positioning to both business and technical users. Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships throughout the sales cycle.

You Will:

· Drive Business Relevant / Customer Value Selling

· Drive Sales Achievement - Focusing on account to drive sales attainment numbers.

· Accurately forecasting your monthly, quarterly and annual revenue streams; driving profitable growth.

· Analyze your customer's financials to understand their pain points.

· Drive business planning and goal attainment.

· Effectively facilitating joint initiatives with cross-functional teams and strategically engaging cross functional resources to achieve their goals and hit their numbers.

· Build Winning Capabilities within Dedrone - Focusing on collaboratively contributing to the long term success of Dedrone through the sharing of best practices

· Consistently striving to improve and reinvent yourself.

· Actively promote Dedrone’s suite of solutions, products and services to prospects, customers and partners

· Engage proactively in cross-selling and upselling sales activities to drive the adoption of Dedrone technology

· Successfully manage and overcome prospect objections

· Update forecast and opportunity details within to ensure accurate weekly forecasts

You have:

· Comfort in the dynamic atmosphere of a technical organization with a rapidly expanding customer base.

· Strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports.

· Organizational and analytical mindset, able to eliminate sales obstacles through creative and adaptive approaches.

· A desire to work with others for broader success

· Positive and energetic communication skills, excellent listening skills, and strong writing skills

· Ability to manage multiple tasks at once, and operate successfully in a rapidly changing environment

· A good understanding of the security and networking market and experience in discussing technology with customers

· Good understanding of Networking (IP/ Arp/ DNS/ Dhcp/SNMP/ PoE/ Ethernet/ IEEE802.11), Linux

· Basic understanding of Physical Security, IP-Camera Placement and technology.

· Basic understanding of Drone technology, desirable experience in flying

· 3-5+ years relevant experience in vendor sales

· B.S. in Computer Science or a related field is strongly preferred

We Offer

At Dedrone, you can expect to work in a startup-like atmosphere, expect excitement as well as tasks that are diverse in nature. We’re a highly qualified, international team that’s passionate about what we do and where we want to go. Our corporate structure is flat, and we offer plenty of room for individual ideas to develop. We are quick in our decision-making and like to keep our processes lean. We also offer permanent positions from day one, flexible working hours, team events, free coffee, treats and much more.

Join our team of talented professionals and contribute to the advancement of cutting-edge and globally implemented airspace security solutions. If you are passionate about customer success and thrive in a collaborative environment, we would love to hear from you.

Dedrone is an equal opportunity employer. All applicants for this position will be considered for employment without regard to race, color, religion, national origin, veteran status, disability status, sex, sexual orientation, or gender identity (including m/f/x)