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Job description 13d ago • Remote

On being a Technical Sales Lead or Sales Engineer at balena

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Jr Python Developer
All team members at balena are laser focused on our mission: enabling AppEvolve • No office location
All team members at balena are laser-focused on our mission: enabling AppEvolve • No office location
developers to succeed in IoT and edge computing by helping them deploy python docker amazon-web-services

and manage large fleets of devices across the globe. Our sales and 2d ago • Easy apply • $40k–50k • Remote
customer success team is no different. As a product-led company, we don’t
follow the traditional sales playbook; we run sales like we run engineering,
and while closing deals is important, we’re more interested in helping our
customers solve their challenges and succeed with balena.

As a Technical Sales Lead / Engineer, you will be empowered to lead all

activities across the customer lifecycle. You will wear multiple hats
including technical pre-sales, solutions architect, and account manager for
existing customers. You will proactively identify opportunities through
Hiring developers? We have Talent
inbound activity as well as strategic outreach, engage with prospects to
Solutions.
understand their business and technical challenges and map them to the
Learn more »
balena platform, and envision new solutions and use cases. You will own
the development and delivery of presentations, proofs of concept, and
proposals and manage all communications, contract negotiations, and
escalations. You will also focus on optimizing the post-sale experience by
guiding onboarding and adoption with the ultimate goal of helping
customers scale their IoT fleets.

Identifying areas of friction in our sales efforts and working to remove them
will be another key part of your role. This could include building tools and
enablement materials and exploring new ways to encourage expansion
using product data.

You will work independently, with a team of other Sales Engineers, and
cross-functionally — facilitating knowledge sharing and aligning the efforts
of the Product, Engineering, FleetOps, Growth, and other internal teams
towards the development of long-term, scalable solutions for customers
from the front lines.

Responsibilities

Identify, qualify, and nurture leads from our user base, inbound
requests, events, etc.
Manage a pipeline of customer opportunities at various evaluation
stages.
E ith t ti l t t d t d th i t df t
 Engage with potential customers to understand their current and future
needs and goals; support them with their evaluation of balena by

providing demonstrations, answering technical questions, and

explaining our value proposition
Maintain relationships with existing customers, help them to continue to
grow with balena, and take ownership of expansion, renewal and
upgrade opportunities
Develop tools and methods for increasing sales process efficiency and
automation
Act as the voice of the customer and help influence the product
roadmap by partnering closely with engineers to incorporate customer
feedback, help prioritize and design features, and expand product
capabilities.
Manage extended customer projects (e.g. enterprise POCs)

Requirements

Customer-facing experience and demonstrable ability to ask questions,

understand, interpret, and address customer needs, and coach users
on how to get value from the product
Practical knowledge of navigating the sales and account management
process within organizations ranging from start-ups to large
enterprises, and interacting effectively with diverse audiences from
engineers up to C-level
Excellent communication skills and fluency in English
Highly organized, able to handle many threads at once, and keep
things moving — you’ll be interacting with many different customers on
any given day
Curiosity and willingness to learn complex technical subjects and
develop a deep understanding of the balena platform
Continuous improvement mindset and desire to make yourself and
others more effective
Comfortable working in an environment that practices radical candor
and transparency

Bonus points
 Technical or engineering background
Technical background, such as in software development
Knowledge of technologies like Docker, Linux, IoT/connected devices
e.g. the Raspberry Pi
Awareness - and healthy skepticism - of SaaS, platform or
infrastructure sales processes, combined with an ability to adapt these
practices to the balena context and build new ones from first principles
Experience working with IoT companies
Familiarity with remote working

Make sure to let us know if any of these items apply to you.

To apply

Send us your CV/Resume and cover letter, with a focus on what you can
bring to the team. Please include a paragraph about how you think Sales
Leads/Engineers can best help customers succeed, with examples if
possible. We're interested in understanding your philosophy or approach to
technical sales.

Apply

Life at Balena
 resin.io
from Balena Team

02:07

About Balena
Balena's mission to unlock the potential of physical computing by removing friction
for IoT fleet owners. We believe that edge computing is the next major computing
paradigm, and every new computing paradigm needs a scalable development
platform to match. We're building that platform with a complete, end-to-end
solution that makes it easy for any developer to build applications for IoT and the
Edge.

Our software platform helps developers build, deploy and manage code on
connected devices. We brought Docker to embedded GNU/Linux devices in 2013
and have been building our toolkit ever since. Our core product is
the balenaCloud platform, but we also maintain a variety of successful open
source projects including Etcher, openBalena, balenaOS and balenaEngine and
made contributions to high-exposure projects such as Docker, Electron,
and AppImage. We've also recently released our first hardware product,
the balenaFin.

Our technology is open, standards-based, and proven in production across a wide

range of scenarios from robotics, drones, smart buildings, 3D printing, agriculture,
medicine, and more. Our investors include OpenView, Threshold Ventures, Aspect
Ventures, GE, and Ericsson.

Balena is a highly distributed, remote-friendly company We rely on clear

communication and the rule of "assume positive intent" to help us work together
across time zones, cultures, and first languages. As an organization, we have little
hierarchy and organize as needed to build complex features and solve big
problems.

Benefits
Work with extremely talented, distributed team

Work remotely

Flexible working hours

Equipment of your choice

Annual company gathering in an international location

We send you hardware for side projects!

Learn more about Balena

Want to get notified about new jobs at Balena?

Create a company alert

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