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Senior Enterprise Sales Engineer



Sales & Business Development
United States · Remote
Posted on Thursday, June 27, 2024
About the Role
As a Senior Enterprise Sales Engineer at Matillion, you will be instrumental in achieving the technical win with prospective Enterprise customers and setting them up for success with our platform. You will be responsible for qualifying customers and their use cases, demonstrating how our solutions solve their problems, managing software trials toward a successful conclusion, and ensuring customers achieve business value as a result of their credit consumption. Matillion Sales Engineers are adaptive team players who earn commercial conversations through a combination of solution selling, storytelling, customer obsession, and technical expertise.
What you will be doing;

Software Demonstrations

  • Assist in qualifying customer use cases, ensuring their challenges can be addressed by our solutions
  • Follow best practices for software demonstrations and solution selling, illustrating the value our platform provides
  • Handle customer objections and lead prospects toward our solutions

Proof-of-Concept Management

  • Oversee the proof-of-concept process for prospects, ensuring rapid achievement of first value
  • Collaborate with the customer's data engineering team to drive the seamless integration of our platform into their data architecture

Technical Account Management

  • Proactively identify upsell and expansion opportunities, expanding consumption by growing existing workloads or adding workloads from new teams.
  • Develop and execute strategies with sellers to increase credit consumption, driving value realization for our customers.
  • Leading technical discussions with existing enterprise customers to drive expansion of Matillion across the organization
  • Building the book of business with designated sellers
  • Actively participating in QBRs with designated sellers


  • Create technical content about customer use cases and how our solutions address them
  • Be the technical expert in territory, representing the company at user groups and conferences

Feedback and Product Improvement

  • Gather customer feedback and communicate it to the Product and Engineering teams
  • Stay abreast of industry trends and best practices in data integration, educating both customers and internal teams

What we are looking for - Essentials

  • 7-10+ years experience as a Sales Engineer, Solution Architect, Data Engineer, or Technical Consulting experience
  • Strong desire to win new business by overcoming technical objections through software demonstrations, proofs-of-concept, presentations, and the cultivation of technical relationships
  • Deep experience with competitive data integration products and data warehousing use cases with exposure to governance, Business Intelligence, and AI/ML
  • Cloud computing experience with expertise in one or more of the following: AWS, GCP, or Azure
  • Good understanding of the full software development lifecycle, including agile development
  • Experience working with Cloud Data Platforms like Snowflake and Databricks
  • Linux and SQL expertise
  • Travel- 20-30%
At Matillion, we are committed to providing competitive salaries in line with market standards. Our estimated base compensation range for this position is $144,000 - $216,000. This role is eligible for variable pay so your total on-target earnings will be between $180,000 - $270,000 but the final salary will be based on the relevant skills and experience demonstrated in the hiring process.