Senior Sales Engineer – Mid Market, Enterprise

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• 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.

🏖️ 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