Sales Engineer

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. Our fully automated, comprehensive third-party cybersecurity solution makes security an integral driver of business growth, not just a cost of doing business. With Panorays, customers can adapt to their evolving risk landscape and scale with confidence, backed by a solution that grows with their business.

About the Role

We are looking for a talented, highly motivated Sales Engineer to join our team in the UK. As a trusted technical advisor, you will work closely with our Account Executives to support complex enterprise sales cycles, deliver compelling technical presentations and demonstrations, and contribute to the company's growth and scale.

The ideal candidate combines strong technical expertise with business acumen, a consultative approach, and a passion for selling. We are looking for a smart, hardworking, results-driven professional who thrives in a fast-paced environment with a rapidly expanding customer base. This position reports directly to the VP of Sales and works closely with teams across the organization.

• Serve as a technical subject matter expert on Panorays solutions, establishing and maintaining strong relationships throughout the sales cycle with our prospects. Demonstrating a thorough understanding of our competitor landscape to be able to position our solutions against them successfully.
• Owning and managing various pre-sales activities – including technical presentations and demonstrations, managing technical aspects of RFP/RFI responses, and leading Proof of Concepts.
• Deliver workshops for evaluating the maturity of enterprise accounts’ third-party risk management programs and recommend the best architecture for an optimal implementation of solutions.
• Understand and document customer business and technical requirements, addressing business drivers and pain points – Guiding the technical sales cycle toward a technical close and a business win.
• Exhibit technical thought leadership and act as a go-to resource for other members of the Sales organization.
• Exhibit strategic thought leadership by recognizing, proposing, and acting to improve presales-related areas of the organization (Process, frameworks, methods, etc.).
• Work cross-functionally with Support, Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field, and provide and align product feedback.

Experience & Skills

• 7+ years of experience in Presales Engineering, Sales Engineering, or Solutions Architecture roles within B2B enterprise SaaS or cloud-based software companies, preferably in the TPRM space.
• Excellent technical and problem-solving skills, understanding of cloud computing, web technologies, APIs, and integrations.
• Experience selling into Enterprise accounts.
• Familiarity with the industry’s certifications, regulatory requirements, compliance, and frameworks in Privacy, Third-Party Risk, or GRC.
• Vendor Management Experience - Strong experience in vendor management is beneficial. This includes vendor selection, due diligence, contract negotiation, and ongoing monitoring of vendor performance.
• An effective, clear, and concise communicator. Ability to relay technical concepts to a non-technical audience.
• Ability to clearly articulate the business value proposition to prospective prospects and stakeholders.
• Exhibit self-motivation, the ability to multitask, and pay close attention to small details.
• Excellence in task prioritization and evaluation of situational urgency with advanced time management skills and ability to work well under pressure within a fast-paced sales cycle.
• High energy, well-organized, self-driven, positive, “can-do” attitude.
• Can work independently and collaborate with teams in a global matrix environment.
• Willingness to travel as needed to meet prospects, customers, and partners.
• Bachelor's degree in a related field.

About You

• Technical Expert & Trusted Advisor – You bring strong technical expertise and a consultative approach, building credibility with enterprise customers and guiding them through complex technical evaluations.
• Business-Savvy & Value-Driven – You understand customer challenges and business drivers, connecting technical capabilities to business outcomes and clearly communicating the value of Panorays' solution.
• Engaging Presenter & Communicator – You confidently deliver technical presentations, product demonstrations, and workshops, translating complex concepts into clear, compelling messages for both technical and non-technical audiences.
• Strategic Thinker & Problem Solver – You take initiative, solve complex technical challenges, and proactively identify opportunities to improve presales processes, frameworks, and methodologies.
• Collaborative & Startup-Ready – You thrive in a fast-paced environment, bringing energy, ownership, and a strong can-do attitude. You're highly organized, manage competing priorities effectively, and work seamlessly with Account Executives and cross-functional teams.

Requirements

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About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. Our fully automated, comprehensive third-party cybersecurity solution makes security an integral driver of business growth, not just a cost of doing business. With Panorays, customers can adapt to their evolving risk landscape and scale with confidence, backed by a solution that grows with their business.

About You

• Technical Expert & Trusted Advisor – You bring strong technical expertise and a consultative approach, building credibility with enterprise customers and guiding them through complex technical evaluations.
• Business-Savvy & Value-Driven – You understand customer challenges and business drivers, connecting technical capabilities to business outcomes and clearly communicating the value of Panorays' solution.
• Engaging Presenter & Communicator – You confidently deliver technical presentations, product demonstrations, and workshops, translating complex concepts into clear, compelling messages for both technical and non-technical audiences.
• Strategic Thinker & Problem Solver – You take initiative, solve complex technical challenges, and proactively identify opportunities to improve presales processes, frameworks, and methodologies.
• Collaborative & Startup-Ready – You thrive in a fast-paced environment, bringing energy, ownership, and a strong can-do attitude. You're highly organized, manage competing priorities effectively, and work seamlessly with Account Executives and cross-functional teams.

About the Role

We are looking for a talented, highly motivated Sales Engineer to join our team in the UK. As a trusted technical advisor, you will work closely with our Account Executives to support complex enterprise sales cycles, deliver compelling technical presentations and demonstrations, and contribute to the company's growth and scale.

The ideal candidate combines strong technical expertise with business acumen, a consultative approach, and a passion for selling. We are looking for a smart, hardworking, results-driven professional who thrives in a fast-paced environment with a rapidly expanding customer base. This position reports directly to the VP of Sales and works closely with teams across the organization.

• Serve as a technical subject matter expert on Panorays solutions, establishing and maintaining strong relationships throughout the sales cycle with our prospects. Demonstrating a thorough understanding of our competitor landscape to be able to position our solutions against them successfully.
• Owning and managing various pre-sales activities – including technical presentations and demonstrations, managing technical aspects of RFP/RFI responses, and leading Proof of Concepts.
• Deliver workshops for evaluating the maturity of enterprise accounts’ third-party risk management programs and recommend the best architecture for an optimal implementation of solutions.
• Understand and document customer business and technical requirements, addressing business drivers and pain points – Guiding the technical sales cycle toward a technical close and a business win.
• Exhibit technical thought leadership and act as a go-to resource for other members of the Sales organization.
• Exhibit strategic thought leadership by recognizing, proposing, and acting to improve presales-related areas of the organization (Process, frameworks, methods, etc.).
• Work cross-functionally with Support, Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field, and provide and align product feedback.

Experience & Skills

• 7+ years of experience in Presales Engineering, Sales Engineering, or Solutions Architecture roles within B2B enterprise SaaS or cloud-based software companies, preferably in the TPRM space.
• Excellent technical and problem-solving skills, understanding of cloud computing, web technologies, APIs, and integrations.
• Experience selling into Enterprise accounts.
• Familiarity with the industry’s certifications, regulatory requirements, compliance, and frameworks in Privacy, Third-Party Risk, or GRC.
• Vendor Management Experience - Strong experience in vendor management is beneficial. This includes vendor selection, due diligence, contract negotiation, and ongoing monitoring of vendor performance.
• An effective, clear, and concise communicator. Ability to relay technical concepts to a non-technical audience.
• Ability to clearly articulate the business value proposition to prospective prospects and stakeholders.
• Exhibit self-motivation, the ability to multitask, and pay close attention to small details.
• Excellence in task prioritization and evaluation of situational urgency with advanced time management skills and ability to work well under pressure within a fast-paced sales cycle.
• High energy, well-organized, self-driven, positive, “can-do” attitude.
• Can work independently and collaborate with teams in a global matrix environment.
• Willingness to travel as needed to meet prospects, customers, and partners.
• Bachelor's degree in a related field.

Excerpt

We are looking for a talented, highly motivated Sales Engineer to join our team in the UK. As a trusted technical advisor, you will work closely with our Account Executives to support complex enterprise sales cycles, deliver compelling technical presentations and demonstrations, and contribute to the company's growth and scale.