Sales Engineer, Government (Canberra)

Altana is seeking a Sales Engineer to join their team in Canberra, Australia. This role involves partnership, problem-solving, and creativity, focusing on supporting seven-figure subscription sales of Altana's AI platform to government buyers. The Sales Engineer will deeply understand government use cases, collaborate with account executives, design and execute Proof of Concepts, provide pre-sales technical support, and contribute to sales engineering initiatives.

Altana is dedicated to applying AI to supply chain data, fostering a resilient, secure, and sustainable global commerce model. The company values collaboration, diversity, and making a global societal impact.

Responsibilities:

• Be a power user of Altana, creating regular collateral, compelling demonstrations and use cases to drive customer creativity and product adoption for sales prospects.
• Deeply understand Government use cases and collaborate with Account Executives to run discovery and qualification for complex enterprise sales opportunities; map existing workflows, technical architecture, and identify pain points.
• Design, then execute Proof of Concepts (POCs), Proof of Values (POVs), and pilot projects to articulate Altana differentiators, craft success criteria, and own all aspects of the technical evaluation process.
• Provide pre-sales technical support and guidance, effectively addressing customer inquiries and resolving any technical issues that arise during the sales process. Familiarity with query-based analysis will be beneficial.
• Scale efforts from pre-sales focus to support existing customers in achieving value and creative solutions within the product by supporting them in implementing novel workflows in their BaU process.
• Be a customer champion internally to guide future product design, data acquisition strategies and investment.
• Contribute to Public Sector sales engineering initiatives and cross-sell opportunities with our Private Sector business by identifying new opportunities and use cases (including new regulations), recommending courses of action, and implementing directives.

Requirements:

• Hands-on experience creating, designing, and implementing creative solutions to complex customer problems.
• Excellent story-telling ability, and an inclusive approach that can bring customers on a journey through a complex product, conducting incisive discovery to support value based selling.
• Comfortable collaborating with a broad spectrum of stakeholders ranging from executive sponsors, end users, consultants, and engineering teams; you have strong project management skills allowing you to maintain these touchpoints throughout the sales cycle.
• Passionate about intelligence and investigations workflows and developing creative solutions to problems that have blighted Government analysts and users for significant periods.
• Excellent judgement and are an experienced communicator, in both written and oral formats.
• Experienced communicator, in both written and oral formats.
• Ideally, have experience in economic or intelligence analysis, having worked within the intelligence, economics or analytical elements of the Australian Government or national security community previously.
• Ideally, you have experience working in a pre-sales environment working directly alongside account executives - ideally on government accounts; SaaS products preferred.
• Experience working with analytical tools and frameworks is essential, and technical skills in Python or SQL would be highly advantageous.
• Hold, or are eligible to hold, a minimum NV1 Australian Government security clearance.

The role offers:

• The opportunity to work with cutting-edge AI technology.
• A vibrant, collaborative team environment.
• The chance to make a global societal impact.
• Personal and professional development opportunities.