Senior Sales Engineer

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🔥 13 minutes ago

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SANS Institute

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1989

🔒 Cybersecurity

📚 Education

☁️ SaaS

Cybersecurity • Education • SaaS

SANS Institute is a leading organization specializing in cybersecurity training and education, providing a wide range of hands-on courses, certifications, and degree programs aimed at enhancing the skills and expertise of cybersecurity professionals. Founded in 1989, it offers expert-led training sessions globally, alongside resources like webinars and podcasts to support ongoing learning and development in the cybersecurity field. SANS Institute is dedicated to helping individuals and organizations mitigate cyber risks through rigorous training that aligns with industry standards and best practices.

📋 Description

• Support attainment of North America revenue goals through strategic and technical interactions with sales, prospects, and customers • Operate autonomously to best meet unique sales needs for your territory. • Partner with regional account reps to build account level sales strategy. • Document success criteria from pre-sales activities to prepare the customer success team for transitions. • Support the Sales process with RFI/RFQ completions and trials as necessary. • Deliver a small number of technical services engagements with strategic customer accounts identified by leadership team as having the most growth potential. • Create and deliver compelling demonstrations, presentations, and materials to drive revenue, utilization, value positioning, and cross-sell/upsell wins. • Develop deep expertise of SANS product portfolio and be the technical product expert for the sales team for pre-and post-sales lifecycle. • Support the sales team in overcoming common sales objections such as price, value, vendor comparisons, and other common business challenges with prospects and customers. • Research, analyze, and communicate customers’ current training priorities, spend, and industry risk profile to provide tailored recommendations, multi-year developmental roadmaps, industry best practices, and expertise to drive customer growth, ROI value, and utilization. • Partner with Sales to help them establish and strengthen strategic relationships within their customer set that are decision makers, influencers, and/or key stakeholders with focus on expanding contact reach to growth account revenue. • Understand different roles, responsibilities, and disciplines within cybersecurity to apply recommendations, resources, and insights to sales, customers, and prospects. • Provide relevant updates and product/technical training sessions to sales team that are focused on enhancing their product knowledge, technical acumen, and technical sales skills to support revenue-generating activities. • Participate in marketing collaboration efforts and events. • Perform other related duties as assigned.

🎯 Requirements

• Bachelor’s degree in information technology, computer science, cybersecurity, software engineering, and/or other related field or comparable work and/or technical experience • 5+ years working in a sales/solutions engineering, consulting, and/or similar role • Experience leading customer calls, delivering customer presentations, product demos, and creating materials to drive revenue, utilization, and value. • Ability to articulate the importance of cybersecurity training in a simple way to B2B customers. • Exceptional oral and written communication and interpersonal skills • Well-organized and strong project management abilities • Expert level experience creating data-focused, visually rich customer-facing PowerPoint presentations • Communicate effectively with both business/functional and highly technical individuals. • Ability to work well in a fast-paced, team-oriented environment and thrive on challenges. • Highly self-motivated and has quality standards with attention to detail • Demonstrated ability to understand customer needs, provide quality service, persuasively present ideas, and drive customer satisfaction • Demonstrated ability to communicate effectively across cultural boundaries and work harmoniously with a diverse group of people • Aptitude for continuous learning and skill development • Proficient with web-based collaborative tools such as Dropbox, Smartsheet, Salesforce, and Microsoft Office Suite • Strong communication skills and the ability to adjust approach and communication style based on personalities and goals of prospects, customers, and key stakeholders • Ability to travel for team meetings, training events, customer meetings, and/or other business needs, approximately 50% of the time. • Unrestricted authorization to work in the USA; visa sponsorship is not available.

🏖️ Benefits

• Competitive base salary, bonus opportunities, and a 401(k) plan with company match. • Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP). • Generous paid time off, including volunteer time. • Access to professional development and SANS training opportunities.