Sales Expert Role
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Job Description
As a Sales Engineer, you will play a pivotal role in driving revenue growth within our business. Your primary responsibilities include collaborating with Account Executives and Channel Account Managers to establish and execute sales strategies for your territory and key partners. This involves delivering tailored technical sales presentations and demonstrations to prospective customers and partners, planning and executing Proof of Value (PoV) activities, and communicating feature requests and product ideas backed by data from your sales engagements into product management.
You are skilled at performing detailed discovery that uncovers the customer's current state and negative consequences, understanding their desired future state and positive business outcomes, and positioning technical solutions that provide real business value. You can tailor demonstrations to align with the discovered pain and build Proof of Value (PoV) plans that validate the solution is strongly aligned with the customer needs and delivers quantifiable business value.
* You will be expected to quickly come up to speed on our Secure Endpoint product offerings. 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 during pre-sales presentations, demonstrations, and evaluations.
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Required Skills and Qualifications
Key qualifications for this role include:
* 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
* Familiarity with popular firewall vendors and basic rule design
* Understanding of authentication methods and protocols including SAML and RADIUS
* Familiarity with endpoint security and patch management policies
* Strong understanding of Windows (Desktop and Server), macOS, and Linux operating systems, including network stacks
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Benefits
The ideal candidate will have:
* Experience 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
* Security (CISSP, GIAC, CompTIA Security+, etc) or networking (CCNA, CompTIA Network+, etc) certifications