Role SummaryThe Enterprise Sales Engineer is a pre-sales engineering role that provides technical expertise in sales engagements. Sales Engineers provide subject-matter expertise covering the full Sophos portfolio including; MDR, XDR, Firewall, NDR, Email Security, Endpoint and Server Security, and Advisory Services in support of Sales in the assigned territories.
What You Will Do- Work closely with sales team counterparts to create a strategy for success in your named accounts.
- Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts in your assigned region: Southern California and Hawaii (subject to change).
- 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.
- Support additional Account Executives focused on Net New Logo acquisition initiatives
- 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.
What You Will Bring- 8+ years experience in pre-sales engineering, working with decision-makers in large organizations, and a proven track record of achieving and exceeding sales quotas.
- 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 and Mac OS devices
- Deep understanding of how AI is applied to modern cybersecurity challenges, including practical implementation and use cases
- Well versed in 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.
- Proven ability to deliver outstanding customer experience with exceptional opportunity discovery and deal qualification skills.
- Strong understanding of the competitive landscape is an advantage
- Experience in selling with channel partners, and ability to thrive in a team selling environment
In the United States, the base salary for this role ranges from $120,400 to $200,200. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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