Key Roles and Responsibilities
The Sales Engineer will work closely with Account Executives and Channel Account Managers to drive revenue growth within their assigned region. Their primary focus will be on managing the technical sales process, specifically during the discovery and validation stages of the sales cycle.
* They will partner with Account Executives and Channel Account Managers to develop and execute sales strategies for their territory and key partners.
* The Sales Engineer will deliver tailored technical sales presentations and demonstrations to prospective customers and partners, showcasing the value proposition of our products or services.
* In collaboration with technical peers, they will plan and execute Proof of Value (PoV) activities, including scoping, designing, and executing the PoV in accordance with agreed-upon success criteria.
* They will communicate feature requests and product ideas to product management, backed by data from sales engagements.
* The Sales Engineer will document ongoing sales cycles and PoVs in a salesforce.com environment.
* In partnership with technical peers within Channel partners, they will identify new sales opportunities and collaborate to uncover potential clients.
Required Skills and Qualifications
The ideal candidate will possess a strong understanding of complex technical sales cycles, including deep discovery and scoping, executing, and presenting complex Proof of Value evaluations. They must be able to effectively communicate technical concepts to various levels of personnel, from IT managers to CIOs.
* Experience with data-in-transit security, network services, and systems, including routing and local and wide area network design is essential.
* Familiarity with popular firewall vendors and basic rule design is also required.
* A strong understanding of authentication methods and protocols, including SAML and RADIUS, is necessary.
* The Sales Engineer should have knowledge of AV, EDR, Incident Response, Forensics, or other endpoint or network security tools.
* Proficiency in Windows, macOS, and Linux operating systems, including network stacks, is required.
* Fluency in English, Spanish, and Portuguese is highly valued.