Work @ Keboola

Mission

Sales engineers essential mission is translating and explaining highly complex technical information to customers and clients, focusing on revealing how Keboola can solve specific problems.

Functional Accountabilities

Trusted Advisor

Be the trusted advisor to the customer by understanding their existing and future Data needs

True partner to Sales team and Customer Success

Actively Supporting the sales team for responding to RFPs, and preparing = quotes, statements of work or pricing when needed.

Prospects Qualification
Identify and qualify opportunities for Keboola’s DataOps platform to solve customer Data problems.

Value Proposition for Tech and Business audience
Define, confirm and communicate the differentiated value of Keboola to the customer at both the technical and business level

Solution Design (PoC / MVP / Production projects)

Solution Design and execution of Technical presentations (tailored product demos), Proof of Concepts and Production projects. In unusual or new use cases, acts as the technical project manager for coordinating internal Technical Team, Account Executive and Prospect, and working with internal technical resources to ensure feasibility and fit from a technical perspective.

Enterprise Buying Process

Understand the formal and informal buying process in the customer's environment

Stakeholder Management

Identify the customer approvers, decision makers, and influencers, and develop strategies for each to mitigate risk and increase deal confidence

Direct Accountability for KPIs

Direct accountability to meet or exceed your quarterly and annual sales quota on a consistent basis

Competencies

Cross Team coordination
Importance: medium
Coordinate Sales and Marketing activities with VP Marketing (events, campaigns)

Technical Leadership
Importance: medium
Be a natural Technical leader for Sales team as well as for the whole company. Organizing together with CSU internal workshops and hackathons, bringing in new technologies to test out and have first hand knowledge about other players in Data landscape.

Sales Team education
Importance: medium
Trains sales team on demo techniques, providing guidelines, scripts, checklists and other resources to assist in the advancement of demo skills of the entire team. Demonstrates and trains sales team members on new product features and how to successfully position those features for maximum impact.

Great listener
Can listen! Mainly to customers, but also colleagues on the team.

Understanding the market
Good understanding of market, problems, Keboola position as well as established networks.

Relationship Management
Can create online relationships with key stakeholders within targeted companies as well as opinion-makers, industry associations, etc.

Always be prepared
Can research customers problems beforehand and strategize the best course of actions to close the client and help them to solve their challenges

Deep knowledge of the Keboola
Knowing capabilities of KBC platform and components to deliver solutions tailored to customers' need

General Technical expertise
Understand the technologies both used by us and competitive to find and design solutions for the customers

Specific Technical Skills
- SQL
- Solution Architecture (Multi-project set up etc.) best practices
- Generic Extractor configuration

- Visualization tools, especially partners

- Python or R working knowledge

Technical Showman & Passionate communicator
Passionate presenter both in 1:1 and group scenarios, in person and video. Honest and responsive communications both with clients and with team.

Task organization and time management
Be predictable and reliable.

Scale up thinking
Building and perfecting Sales Engineering processes and best practices that scales! Be Consistent - Efficient - Result oriented

Creating “white glove” wow moments that are very personalized
and help individuals to grow, understand what they want and help them on their journey.

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