Senior Sales Engineer

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

At SANS, our culture is defined by three pillars:
Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

We are seeking a Senior Sales Engineer to join our Business Development - Enterprise Sales team. This role plays a key part in pre-sales activities primarily focused on growing revenue, driving customer utilization, and demonstrating the value of the full SANS product portfolio. There is also a component of post-sales activity in support of expanding sales expansion inside existing strategic accounts.

The Sr. Sales Engineer must possess a winning combination of business and technical skills, the ability to confidently present and demonstrate our SANS solutions and articulate the value message to a broad spectrum of audiences from technical and business teams as well as the C-suite. In this role, account representatives will leverage your technical credibility to help assure SANS is considered a trusted advisor with these prospective customers.

You will be applying your cybersecurity and technical knowledge for many related tasks including strategizing with Account Reps, building training roadmaps, conducting deeper customer conversations and demonstrations, and reaching across internal business units to support Sales enablement efforts.

If you are an experienced cybersecurity professional, self-motivated, passionate, results-oriented, and an innovative problem-solver come join our talented SANS team.

As a Senior Sales Engineer, you will:

• Support attainment of North America revenue goals through strategic and technical interactions with sales, prospects, and customers
• Operate autonomously to best meet unique sales needs for your territory.
• Partner with regional account reps to build account level sales strategy.
• Document success criteria from pre-sales activities to prepare the customer success team for transitions.
• Support the Sales process with RFI/RFQ completions and trials as necessary.
• Deliver a small number of technical services engagements with strategic customer accounts identified by leadership team as having the most growth potential.
• Create and deliver compelling demonstrations, presentations, and materials to drive revenue, utilization, value positioning, and cross-sell/upsell wins.
• Develop deep expertise of SANS product portfolio and be the technical product expert for the sales team for pre-and post-sales lifecycle.
• Support the sales team in overcoming common sales objections such as price, value, vendor comparisons, and other common business challenges with prospects and customers.
• Research, analyze, and communicate customers’ current training priorities, spend, and industry risk profile to provide tailored recommendations, multi-year developmental roadmaps, industry best practices, and expertise to drive customer growth, ROI value, and utilization.
• Partner with Sales to help them establish and strengthen strategic relationships within their customer set that are decision makers, influencers,…