Sales Engineer (Fully Remote)

About Soracom

At Soracom, our mission is Making Things Happen for a world that works together. We believe technologies, including connectivity, cloud and AI, have the power to transform industries, enable innovation, and help businesses solve real-world challenges. From startups launching their first connected product to global enterprises managing millions of devices, we empower our customers to bring their ideas to life and operate efficiently and reliably.

With remote teams across Japan, the US, and Europe, Soracom continues to expand its global team to keep pace with the company's rapid growth. We are an Equal Opportunity Employer and take pride in the diversity of our employees, valuing the unique experiences, perspectives, and expertise that people from different backgrounds bring to our business. We believe in Developing a Dream Team by hiring exceptional people, investing in their growth, and creating an environment where individuals and teams can do their best work.

The ability to develop groundbreaking technologies is one of our key assets, and our people make it happen. Come join Soracom and help create the transformative technology that enables our customers to engineer a better world!

Desired Qualities

With over a decade of experience and the power of cutting-edge technology, we continue to embrace the agility, innovation, and entrepreneurial spirit. We believe our success is driven by a team of curious, action-oriented individuals who thrive in a fast-moving and global environment.

In addition to strong professional expertise, we look for people who

• Take ownership and work autonomously with a hands-on mindset.
• Adapt quickly to change and stay flexible in new situations.
• Approach others with integrity, empathy, and mutual respect.
• Stay curious and informed about new technologies and trends.

About the Role

We are looking for a Sales Engineer with proven experience and a passion for helping customers get greater value from technology solutions. Working collaboratively with Soracom's sales and product teams, you will serve as a trusted technical partner to customers across the full customer lifecycle.

A key focus of this role is to deepen and grow existing customer relationships by identifying new use cases, expanding deployments, introducing additional Soracom services, and helping customers move successfully from proof of concept into production and wider adoption. You will also support new customer acquisition through technical discovery, solution design, demonstrations, and other presales activities.

Measures of success include customer expansion and adoption, upselling and cross-selling, customer satisfaction, successful progression from proof of concept to production, new customer acquisition, and contribution to overall sales team and business success.

Key Responsibilities

• Own the technical relationship with customers across the full customer lifecycle, from pre-sales discovery and proof of concept through onboarding, production deployment, adoption, and expansion.
• Partner with the sales team to identify growth opportunities within existing accounts, including new use cases, additional devices, and adoption of additional Soracom services, and provide the technical expertise needed to progress these opportunities.
• Develop trusted relationships with customers' technical stakeholders and act as a technical advisor, using deep technical knowledge and subject matter expertise to understand their architecture, challenges, and future requirements.
• Lead technical discovery and solution design for both existing customers and prospects, translating business and technical requirements into appropriate Soracom solutions.
• Design and deliver customer-specific demonstrations, presentations, architecture discussions, and proofs of concept that clearly communicate how Soracom's technology can address customer needs.
• Guide customers through technical onboarding, architecture reviews, and production deployment, and coordinate with internal support and engineering teams to help resolve technical challenges.
• Work closely with Product and Engineering teams to communicate customer requirements, recurring technical challenges, and opportunities for future product enhancements.
• Stay current with developments in IoT, telecommunications, cloud, networking, and related technologies, and act as a technical thought partner to the sales team and customers.
• Create technical sales enablement materials, including demonstrations, videos, documentation, and training, to improve the effectiveness and scalability of the sales organisation.
• Gather and document competitive intelligence and provide technical insights that help strengthen Soracom's positioning in customer engagements.

Requirements Key Requirements

• Proven work experience as a Sales Engineer or other customer-facing technical roles (professional services, solutions architect, technical consultant, etc.)
• Proven track record of successfully selling complex SaaS solutions
• Demonstrated experience in at least one of the following areas (experience across multiple areas is highly desirable):
• Architecting and developing products or solutions involving both software and hardware.
• Architecting, building, and operating production systems using public cloud technologies and services such as AWS, Azure, or GCP.
• Strong knowledge and practical experience in network infrastructure, including routing, switching, firewalls, TCP/IP, and related technologies.
• Ability to build strong, long-lasting relationships with colleagues and customers
• Ability to explain and present complex technology concepts clearly and in an easy-to-understand manner
• Solid multi-tasking, troubleshooting and problem-solving skills
• Self-starter and quick learner with a strong desire to continually learn new tools and technologies
• Excellent written and verbal communication skills in English as well as strong presentation skills
• Willingness to travel as required
• Experience working remotely in a multicultural environment
• Experience supporting customers through implementation, adoption, and expansion

Preferred Requirements

• Professional experience in the IoT ecosystem
• Cloud certification in AWS, Azure or GCP
• Experience supporting RFP and RFI responses as part of a sales or technical sales process
• Professional proficiency in French

Location

Fully remote, with base in the UK or Europe.

Benefits

• Flexible work environment - work from where you are most effective, with the ownership to remain reachable, collaborate seamlessly, and deliver the expected results.
• Flexible work hours - maximise productivity and work-life balance while accommodating customer needs and team collaboration
• Technology budget - work with the most up-to-date tools and leading AI platforms to help you innovate, learn, and do your best work
• Skills-based career progression - advance based on impact, contribution, and performance rather than tenure
• A truly rewarding culture - work with individuals from across the world who are at the very top of their game