Sales Engineer, Government (Canberra)

AI can be a powerful tool for good in the world – at Altana we apply AI to the world’s largest organized body of supply chain data to power a more resilient, more secure, and more sustainable model of global commerce. Our customers connect to the Altana network to build resilience for critical industries and infrastructure, automate and safeguard cross-border trade, transform insurance underwriting, protect national security, combat modern slave labor, disrupt fentanyl trafficking, and ensure that their products are sustainable.

Altana is backed by leading investors and used by the world’s most important organizations, including Lloyd’s, Maersk, multiple government agencies across the US, UK, EU, Singapore, and Australia, General Atomics, Boston Scientific, and more. We are building a global platform connecting the public and private sectors into an AI-powered network for building trusted supply chains. We operate in accordance with our values: we focus on value creation, not capture; we foster diversity and embrace difference; we embrace reality; we get things done; we amaze our clients. When you join Altana, you’ll be joining a vibrant, collaborative team working together to solve complex problems with the potential for global societal impact.

The Opportunity at Altana

This role is about partnership, problem solving and creativity.

You’ll be expected to become the power user of our platform. You’ll be creating workflows and case studies of real problems and acting as a driving force behind how our Australian and International Government customers could creatively leverage Altana. In the first instance, this is a pre-sales role, discovery needs to be your core skill and your output will then be leveraged to help our prospects realise the value of the Product Network to their unique circumstances. You will be responsible for supporting seven-figure subscription sales of our AI platform to government buyers.

As the closest to end users, you will work with our product marketing team and wider commercial organisation to tailor our GTM to the Indo-Pacific region, positioning the Altana Network to solve for the most impactful, strategic topics of the day. However, the right candidate will also have an ability to scale their work, not only to help our existing strategic government customers to maximise the value of the product, but to support the operationalisation of a new regional hub in Australia for the wider business. Independence and strategic vision are important. This role needs someone who understands Australian Government and National Security pain points, and is comfortable and credible in their experience of delivering outputs in the senior Government arena.

You Will

• 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.

About You

• You are a self-starter and a business builder. You have hands-on experience creating, designing, and implementing creative solutions to complex customer problems.
• You have 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.
• You are comfortable collaborating with (and challenging) 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.
• You are passionate about intelligence and investigations workflows and developing creative solutions to problems that have blighted Government analysts and users for significant periods.
• You have excellent judgement and are an experienced communicator, in both written and oral formats. Capable of engaging at senior levels and acting independently, but also have proven experience in generating tactical analytical products.
• Ideally, you will 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. This is important both for growing our network but also for ensuring that you have an understanding of working with Public Sector customers.
• 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.
• Either currently hold, or are eligible to hold, a minimum NV1 Australian Government security clearance. 

This role is based in Canberra, Australia. The role will be remote initially, but candidates must be within commuting distance. Time will also be spent on site with customers - predominantly across AusGov sites but regional or global travel may occasionally be required. You are also expected to be available to hand off responsibilities to our UK team during UK hours and receive a handoff from our US team during US hours.

Why it’s great to work at Altana

• We love to collaborate, and we win as a team!
• We are committed to engineering excellence
• We value personal and professional development
• We learn from diverse backgrounds and perspectives
• We impact the world, from enabling developing countries to identifying drug traffickers

At Altana, we believe that a diverse workforce enables greater creativity, performance, and adaptability. We’re proud to be an equal opportunity employer and welcome you to join us as you are. Our employment opportunities and decisions are based on business needs and individual qualifications, without regard to race, color, religious creed, national origin, ancestry, age, physical or mental disability, medical condition, marital status, sexual orientation, gender identity or expression, genetic information, family care or medical leave status, military or veteran status, or any other characteristic protected by the laws or regulations in the areas in which we operate. We prohibit discrimination and harassment of any type, in any situation.

Offers related to employment at Altana will come from an Altana.ai email address. We will never ask for payment as part of the interview or onboarding process.