Mechanical Orchard

Worldwide

Posted on: 09 March 2024

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Senior Sales Engineer

Mechanical Orchard is a fast-growing startup that takes a fresh view on old problems. We replace legacy computing systems for the Global 2000, with a focus on mitigating risk and creating a genuinely solid foundation for innovating and adapting.

Our background in software development and the impact on the industry is well known, and we've literally helped write the book on XP and other impactful agile practices. We’re applying the same thoughtfulness and rigor in weaving AI into everything we do. We believe in the durable principles behind agile, and embrace the power of cross-functional teams, collective ownership, test driven development, short feedback loops, and continuous improvement.

We are Generous, Ethical, Effective, and Kind.

About the role

Mechanical Orchard is looking for an experienced technical sales enthusiast to join our talented and collaborative Sales team. Your main responsibility will be to partner with our Sales Directors on owning the technical sales strategy and execution for Fortune 500 opportunities across new customer wins, extensions, expansions, and renewals.

You will play a critical role in driving the success of our sales efforts by combining your technical expertise, pre-sales experience, and passion to support our customers in achieving their legacy modernization and related business goals.

You will

Help qualify and bring to closure a growing number of opportunities originating across hyper-scaler channel partners, our executive and VC network, and outbound efforts.
Act as a trusted advisor to customers by understanding their challenges and articulating how Mechanical Orchard’s unique approach is best suited to help them meet their technical needs as well as their desired business outcomes.
Work with Sales and Delivery to facilitate or participate in technical workshops and other technical validation activities, involving cross-functional Mechanical Orchard and customer resources.
Partner with our internal R&D and Product teams to translate customer requirements to tooling that our internal software craftspeople are constantly building to increase the speed with which we ship quality working software.

You have

10+ years of experience as a sales engineer or equivalent pre-sales technical role with a proven track record of winning large deals (mid 7-figure to 8-figure annually) with Fortune 500 customers.
Experience following a repeatable sales process and qualification framework (MEDDPICC, etc).
Experience in reframing customers away from status quo solutions and towards newer, better ways of solving their problems.
Exceptional presentation and communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
Engineering skills to quickly develop proofs of concept and/or technical demonstrations for customer prospects.
Ability to successfully manage multiple priorities, while maintaining a high sense of urgency.
Broad industry knowledge pertaining to cloud infrastructure, software development and open source software.
Strong personal motivation to meet and exceed measurable performance goals.
Skillset to establish trust with clients, and ability to influence key decision makers in the sales cycle.
A growth mentality with the instinct to be creative and collaboratively problem-solve.
Willingness to travel occasionally for qualified customer meetings, conferences, and industry events as needed.

Nice to have

3+ years of pre-sales or delivery experience at a hyper-scaler, GSI, or modernization tool company.
Experience with legacy systems and programming languages (mainframes, COBOL, etc) as well as new cloud native technologies.
Experience or strong interest in AI, and its practical application in software development.

Mechanical Orchard, Inc. is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. Mechanical Orchard, Inc. is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Mechanical Orchard, Inc. are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Mechanical Orchard, Inc. will not tolerate discrimination or harassment based on any of these characteristics. Mechanical Orchard, Inc. encourages applicants of all ages. Mechanical Orchard, Inc. will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

We look forward to reviewing your application. Thanks!