Senior Sales Engineer – Mid Market, Enterprise

Role Overview

• Work closely with sales team counterparts to create a strategy for success in your assigned accounts.
• Assume technical ownership of all opportunities for assigned prospective and existing customer accounts in your assigned region(s).
• Conduct pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of value to demonstrate business value derived from Sophos solutions.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
• Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
• Expand Sophos solutions and services within the existing customer base by educating key contacts and assessing a customer’s security needs.
• Evangelize Sophos by conducting external training, engaging with social media, and speaking at events or industry groups.
• Effectively utilize Salesforce and Vivun to track SE Activity and opportunities through presales stages.
• Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
• Utilize AI for efficiency, research, and wherever appropriate to enhance your deliverables to customers, prospects, and partners.
• Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
• Enable Channel partners through onsite meetings, trainings, and events.

Requirements

• 8+ years experience in pre-sales engineering, working with decision-makers in medium to large organizations, and a proven track record of achieving and exceeding sales quotas.
• Experience in channel development, or sales training, within the Cybersecurity technology sector.
• Knowledge and experience supporting Managed Detection and Response (MDR) services as well as Incident Response and Advisory Services.
• Deep technical cybersecurity understanding including protection methods for Networks, Cloud Workloads, Windows, Linux, UNIX and Mac OS devices.
• Deep understanding of how AI is applied to modern cybersecurity challenges, including practical implementation and use cases.
• Desirable experience with security products firewalls, IPSec, IDS/IPS, Anti-Spam, virus scanning, XDR, wireless and switching.
• Solid Understanding of SecOps Processes and security operations, workflows including alert triage, threat detection, investigation, response, threat hunting and SOC operational best practices to support XDR/MDR positioning and adoption.
• Well versed in mid-market and enterprise sales cycles, buyer personas, and decision-making processes, and how to successfully navigate them.
• Excellent verbal communication skills for delivering high-quality, engaging product demos.
• Ability to be seen as a trusted advisor to senior executives in large organizations and to clearly articulate competitive advantages, both technical and business level.
• Strong troubleshooting and proven track record of problem-solving skills
• Adaptable and flexible, operating in a fast-paced, dynamic environment and work well under pressure.
• Proven ability to deliver outstanding customer experience with exceptional opportunity discovery and deal qualification skills including solution mapping, proof-of-value activities, objection handling and alignment of cybersecurity outcomes with business priorities.
• Strong understanding of the competitive landscape is an advantage.
• Experience in creating and articulating an enablement strategy aligned with overall business goals and the partner ecosystem, with the ability to simplify complex technical concepts for different audiences.
• Proactive, highly organized and multi-tasking skills required.
• Experience in selling with channel partners, and ability to thrive in a team selling environment
• Strong Spanish, and English communication skills, both written and verbal.
• 50% Travel as needed for training and events.

Tech Stack

• Cloud
• Cyber Security
• Firewalls
• Linux
• Switching
• Unix

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing