Security Sales Engineer

The Security Sales Engineer supports the Enterprise Sales team in achieving revenue targets by delivering high-quality pre-sales technical support and presentations. This role focuses on clearly articulating solution value to prospective customers and ensuring the best possible technical fit based on customer requirements.

The Sales Engineer serves as a product solution specialist and supports strategic initiatives across designated areas such as System Integrators, Service Providers, and Channel Partners.

This position reports to the Regional Director and requires strong collaboration with sales teams and frequent interaction with customers. The ideal candidate has a solid understanding of the sales lifecycle and can effectively partner with Account Managers throughout the process to develop and expand business opportunities.

• Strong understanding of enterprise sales cycles and technical selling methodologies
• Excellent communication and presentation skills
• Ability to translate technical capabilities into business value
• Experience delivering technical demonstrations, PoCs, and customer workshops
• Strong problem-solving and relationship-building skills

• Collaborate closely with Account Managers and Regional Directors to develop business and technical strategies that maximize success in winning opportunities
• Investigate customer needs and contribute to strategy development for securing new business
• Support sales teams in making tactical decisions throughout the sales process
• Identify key business challenges and present compelling, value-driven solutions
• Provide specialized technical expertise using established best practices and available sales engineering resources
• Own and lead all technical aspects of sales engagements, including:
• Building relationships across customer IT teams
• Documenting infrastructure environments
• Identifying challenges and uncovering new project opportunities
• Contribute to achieving revenue goals by supporting opportunity qualification, forecasting, and advancement
• Design and deliver proof-of-concepts (PoCs), competitive evaluations, and technical demonstrations
• Prepare and lead customer presentations (on-site and remote), including whiteboard sessions and executive-level discussions
• Deliver both scripted and live product demonstrations that highlight system capabilities and business benefits
• Work directly with customers to understand usage scenarios and identify upsell/cross-sell opportunities
• Adapt to complex sales environments, including working with multiple system integrators and stakeholders within a single customer account
• Travel within assigned territory and region (approximately 40–50%)

Bachelor’s degree or equivalent work experience required
MBA preferred
Formal presentation or public speaking training preferred

• Organization, time management skills and multi-tasking skills
• Self-motivated and constantly looking for ways to improve both product and process
• Minimum 10 years’ experience in IT and/or 7 plus years as a Pre-Sales Engineer, Network Security Engineer, or in a pre-sales technical support role
• Minimum 5 year’s experience selling DDOS, NDR or Network Security products to Enterprise Customers
• Experience and demonstrated working with customers to understand their technical challenges and requirements and to have effectively proposed desired solutions
• Proven pre-sales record of success and achievement for themselves and their team
• Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems

• Cisco routing, switching, gateways and applications (must)
• TCP/IP, SNMP, Netflow, VoIP
• Various topologies, LAN, WAN (MPLS, Frame, ATM)
• Trend analysis concepts
• Security concepts
• Network infrastructure concepts
• Network General (Sniffer) knowledge
• HP/OV, IBM Tivoli, EMC SMARTS, Arc Sight a plus
• Network performance management
• Fault/Alert management concepts
• nGenius product experience is an advantage
• Operating systems (Linux, NT)
• Certification CCNA, CCNP, CCIE a plus
• SDN/NFV
• Virtualization
• Public/Private Cloud

• Experience responding to or creating RFI or RFPs. Experience in having conducted or participated in security audits a plus.
• Must have attended formal sales training that teaches pre sales techniques. Examples of training courses include but are not limited to Sandler, Siebel or Afterburner.
• Exceptional verbal and written communication skills

Gretchen Sheppard ~ US Health Care Careers ~ gre ~