Job Opportunity: Sales Expert
We are seeking a skilled professional to provide technical sales support as a solution expert in our industry. The successful candidate will be a technical evangelist for our software platform, representing us with potential customers and partners.
The ideal candidate will be responsible for managing the technical sales process, primarily during the discovery and validation stages of the sales process. You will work closely with Account Executives (AEs) and Channel Account Managers (CAMs) to drive revenue growth within the region.
* Manage the technical sales process, primarily during the discovery and validation stages of the sales process.
* Work closely with Account Executives (AEs) and Channel Account Managers (CAMs) to drive revenue growth within the region.
* Develop and maintain in-depth knowledge of our software platform and its applications.
* Demonstrate the 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.
You will be expected to come up to speed on our Absolute Secure Endpoint (Visibility, Control, Resilience) and Secure Access product offerings (Absolute VPN, Absolute ZTNA and Absolute Insights for Network). Your deep product knowledge, as well as in-depth knowledge of security, networking, and operating systems, will help you to effectively position our products, while also helping to solve difficult technical problems for potential customers.
Key Responsibilities:
* Partner with your 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, including scoping the PoV to align with business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute Secure Access and Secure Endpoint products, providing technical support to prospective customers, and executing the PoV in accordance with agreed-upon success criteria.
* Communicate feature requests and product ideas, backed by data from your sales engagements, into product management. Assist leadership in working with product management to develop priorities for the company's product roadmap.
* Document ongoing sales cycles and PoVs in Salesforce.com.
* Collaborate and educate technical peers within Channel partners to uncover new sales opportunities.
* Protect the security and privacy of us and our customers.
Requirements:
* 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.
* Fluent verbal and written communication in English, Spanish, and Portuguese.