Technical Sales Expert
We are seeking a highly skilled Technical Sales Expert to join our team. As a Technical Sales Expert, you will be responsible for working with account executives and channel account managers to drive revenue growth within your territory.
The ideal candidate will have a strong background in technical sales, with experience in delivering tailored presentations and demonstrations to prospective customers. You will also be responsible for planning and executing Proof of Value (PoV) activities, including scoping the PoV to align with business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring our products, providing technical support to prospective customers, and executing the PoV in accordance with agreed-upon success criteria.
* Main Responsibilities:
* Partner with account executives and channel account managers to establish and execute sales strategy for your territory and key partners.
* Deliver tailored technical sales presentations and demonstrations to prospective customers and partners.
* Plan and execute Proof of Value (PoV, evaluation) activities.
* Working with leadership, communicate feature requests and product ideas, backed by data from your sales engagements, into product management.
* Document the ongoing sales cycles and PoVs in Salesforce.com.
* Collaborate and educate technical peers within Channel partners to help uncover new sales opportunities.
Skills and Experience:
* Experience with complex technical sales cycles, including deep discovery as well as scoping, executing, and presenting complex Proof of Value (evaluations).
* Ability to communicate technical concepts to all levels of people, from IT, Network and Security managers to Line of Business owners to CIO and CISOs.
* Understanding of data-in-transit security, including TLS, IPsec, VPNs, PKI, and certificate management.
* Understanding of network services and systems including routing and local and wide area network design.
* Familiarity with popular firewall vendors and basic rule design.
* Understanding of authentication methods and protocols including SAML and RADIUS.
* Understanding of AV, EDR, Incident Response, Forensics, or other endpoint or network security tools.
* Familiarity with endpoint security and patch management policies.
* Strong understanding of Windows (Desktop and Server), macOS, and Linux operating systems, including network stacks.
* Can troubleshoot complex network environments to support evaluations on customers' premise or with our cloud hosted products.
Nice to Have:
* Experience with selling methodologies such as Command of the Message and MEDDPICC.
* Experience selling SASE, SSE, VPN, EDR, Incident Response or other endpoint or network security tools.
* Experience with programming or scripting languages such as PowerShell, Python, or Bash.
* Experience with Cloud IaaS vendors including networking and security service operation.
* Security (CISSP, GIAC, CompTIA Security+, etc) or networking (CCNA, CompTIA Network+, etc) certifications.
* Experience in IT or Security operations.