Strategic Solutions Engineer

1 week ago

Toronto, Ontario, Canada Postman Full time

We are Postman, the world's leading collaboration platform for API development. Our mission is to simplify each step of the API lifecycle so that individuals and enterprises can create better APIs—faster.

With over 25 million developers and 500,000 organizations worldwide using our platform, we are growing rapidly. We are now looking for exceptional Solutions Engineers to join our team and help us efficiently support and grow our enterprise business.

You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, you are someone who lives and breathes APIs, is comfortable with JavaScript, has experience in enterprise sales, and is an expert Postman user already.

About This Role
  • Drive enterprise sales by nurturing prospects and supporting Strategic and Enterprise customers
  • Conduct discovery, qualification, technical demos, and proof of value workshops with prospective customers looking to shift to an API-first development culture
  • Handle Postman technical questions or objections and provide solutions or workarounds to address customer needs
  • Understand deeply our customers' workflows today and how they can adopt API-first development best practices
  • Share customer feedback with appropriate teams and provide general customer advocacy
  • Remain up-to-date with the competitive landscape, current trends, and challenges in the API market
  • Create proof of concept integrations, tooling, and workflows as needed to support prospective customers
  • Maintain and develop customer sandbox environments and best practices of working with the product
  • Act as a technical intermediary between sales and other teams to best fit our customers' needs
What You'll Need
  • 6+ years of enterprise sales/solutions engineering experience
  • 2+ years of software development experience
  • Bachelor's degree in Computer Science, a related field, or relevant work experience
  • Customer-facing experience and comfortable engaging all levels of technologists including individual developers, QA, product, and engineering leaders
  • Experience engaging senior management and executive audiences to convey Postman's value proposition
  • Capable of forging deep, long-lasting relationships with Enterprise/Strategic customers
  • Strong understanding of APIs and experience with producing and consuming APIs across different domains
  • Strong understanding of modern development methodologies and DevOps with an appreciation of the software development life cycle
  • Comfortable with the enterprise SaaS sales process and common security concerns of cloud services
  • Experience executing enterprise sales strategies and sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
  • Excellent listener that seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
  • Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
  • Fast learner, excited, and willing to learn new technology on an ongoing basis
  • Great communication skills (presentation, verbal, and written)
What We Offer

This is a remote role based in Toronto, and the reasonably estimated OTE range for this role is $204,000 - $276,000 CAD. We offer a competitive equity package, comprehensive medical, dental, and vision insurance, and cool perks. Our employees enjoy unlimited PTO because we believe everyone should take the time off needed to refresh, relax, and reflect. Our wellness program offers fitness-related reimbursements, a meal stipend, home office set-up reimbursement, internet reimbursement, book reimbursements for professional development, and a training platform for continued learning and education for personal growth. Also, our donation-matching program can support causes you care about.

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