Principal Sales Engineer
Egnyte · United States
- Hybrid
- Full-time
- $195,000 / year
- United States
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Job highlights
- Lead technical solutions for strategic customers.
- Align technology with business objectives.
- Design secure and scalable architectures.
- Collaborate with sales and product teams.
- Influence key customer decisions with data.
About the role
Principal Sales Engineer
Location: Remote/Hybrid
EGNYTE YOUR CAREER. SPARK YOUR PASSION.
Role
Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:
- Invested Relationships
- Fiscal Prudence
- Candid Conversations
About Egnyte
Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com.
As a Principal Sales Engineer, you will take on a strategic, senior-level role in aligning technology solutions with both customer and prospect business objectives. In this highly visible position, you will lead the scoping, design, and validation of solutions while clearly articulating Egnyte’s impact on improved business outcomes. By translating technical capabilities into compelling business impacts, you will influence key customer decisions. You will be aligned to sales regions, focusing on our largest and most strategic deals, as well as working with our largest customers to ensure they gain value from the Egnyte platform.
What You’ll Do
- Ensure Egnyte’s largest and most strategic customers renew and grow their business with us.
- Conduct architectural discovery sessions and business impact analysis workshops to understand the requirements and value related to the business outcomes of solution recommendations.
- Collaborate with account teams to conduct technical discovery, align use cases with platform capabilities, and guide deal strategy.
- Define scalable, secure architectures, including leveraging Egnyte’s APIs and third-party integrations to meet complex customer requirements.
- Prepare and deliver presentations and briefings for executives and technical leads, utilizing both storytelling and technical approaches to convey information appropriately for each audience type.
- Deliver documentation and high-level design overviews for proposals, Proof-of-Concepts (POCs), and implementation handoffs.
- Collaborate with other Principal Solutions Architects to develop and enhance discovery and sales facilitation frameworks and tools.
- Actively engage in the developing and enhancing of best practice knowledge bases and information sharing.
- Serve as a liaison between early adopter customers and prospects and our Product Beta Programs.
Your Qualifications
- 8+ years of experience in a solutions architect, sales engineer, or enterprise IT consultant role, preferably in SaaS or cloud-native environments.
- Deep experience working with CIO’s and executive buyers.
- Business acumen - more specifically, the ability to translate proposed solutions into economic value by using language that reflects the customer's voice and the metrics they value.
- Training and experience with executive presence and customer EQ.
- In-depth knowledge of the Egnyte platform and common use case applications.
- A strong understanding of content platforms, unstructured data architecture, hybrid access models, and compliance workflows.
- Architectural awareness of Microsoft 365, identity management (SSO/SAML), and cloud platforms (AWS, Azure).
- Exceptional communication skills for technical and executive audiences.
- Skilled in value-based selling and influencing strategic IT and security decisions.
- Comfortable travel to prospect/customer sites and Egnyte offices.
- Experience with AI-based research techniques.
Compensation
Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $175k - $195k annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.
Benefits
- Competitive salaries and comprehensive benefits
- Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
- Paid holidays and sick time
- 401(k) with company match
- Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options
- Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family
- Modern and collaborative offices located in Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
- Gym, cell phone, and internet reimbursement
- Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP)
- Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
- Your own Egnyte account with lifetime access
- HealthJoy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place
- One Medical virtual care, providing you with healthcare access across the country
Key skills/competency
- Sales Engineering
- Solutions Architecture
- SaaS
- Cloud Platforms (AWS, Azure)
- Value-Based Selling
- Executive Presentations
- Technical Discovery
- API Integrations
- Content Security
- Customer EQ
Skills & topics
- Sales Engineer
- Principal Sales Engineer
- Solutions Architect
- SaaS Sales
- Cloud Sales
- Enterprise IT
- Value Selling
- Technical Sales
- Customer Engagement
- Ransomware Prevention
How to get hired
- Tailor your resume: Highlight your 8+ years in solutions architecture or sales engineering, emphasizing SaaS/cloud experience and executive engagement.
- Showcase business acumen: Demonstrate your ability to translate technical solutions into economic value using customer-centric language and metrics.
- Prepare for technical depth: Be ready to discuss content platforms, data architecture, hybrid models, compliance, and cloud platforms like AWS/Azure.
- Practice executive communication: Hone your presentation skills for both technical and executive audiences, focusing on value-based selling.
- Research Egnyte's values: Align your application and interview responses with Egnyte's core values: Invested Relationships, Fiscal Prudence, and Candid Conversations.
Technical preparation
Master Egnyte's platform and use cases.,Deepen knowledge of content, data, and compliance.,Review cloud architecture (AWS, Azure) and M365.,Practice API integration and AI research concepts.
Behavioral questions
Describe a complex customer problem you solved.,How do you influence executive-level decisions?,Share an experience translating tech to business value.,How do you handle collaboration with sales teams?
Frequently asked questions
- What are the key responsibilities of a Principal Sales Engineer at Egnyte?
- As a Principal Sales Engineer at Egnyte, you will be responsible for aligning Egnyte's technology solutions with customer and prospect business objectives. This involves leading solution scoping, design, and validation, translating technical capabilities into business impacts, and influencing key customer decisions. You'll work with large, strategic deals and ensure existing customers derive maximum value from the Egnyte platform.
- What qualifications are essential for the Principal Sales Engineer role at Egnyte?
- Egnyte seeks candidates with 8+ years in solutions architecture, sales engineering, or enterprise IT consulting, ideally in SaaS or cloud environments. Essential qualifications include deep experience with CIOs and executive buyers, strong business acumen to translate solutions into economic value, executive presence, customer EQ, and in-depth knowledge of content platforms, unstructured data architecture, and cloud platforms like AWS and Azure. Exceptional communication skills for technical and executive audiences are also critical.
- How does Egnyte approach compensation for a Principal Sales Engineer?
- Egnyte's compensation for this role is competitive and reflects the cost of labor across multiple U.S. geographic locations. The standard base pay range is $175k - $195k annually, with variations based on work location, job-related skills, knowledge, and experience. Specific details about the compensation package will be shared during the interview process by your recruiter.
- What kind of benefits does Egnyte offer to its employees?
- Egnyte offers a comprehensive benefits package, including competitive salaries, flexible hours, generous time off (RTO), paid holidays and sick time, 401(k) with company match, HSA and FSA options, parental and adoption leave, and reimbursement for gym, cell phone, and internet. Employees also have access to well-being apps, an Employee Assistance Program, and various perks like discounted pet insurance and electronics.
- Is travel required for the Principal Sales Engineer position at Egnyte?
- Yes, comfort with travel to prospect/customer sites and Egnyte offices is a requirement for the Principal Sales Engineer position. This travel is necessary to effectively engage with clients and support strategic deals.
- What is Egnyte's stance on Equal Employment Opportunity?
- Egnyte, Inc. is an Equal Opportunity Employer committed to non-discrimination based on race, color, creed, religion, national origin, ancestry, citizenship, age, sex, gender, sexual orientation, marital status, military service, disability, genetic information, or any other protected characteristic. They embrace diversity and foster an inclusive environment where employees can bring their whole selves to work.
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