Enterprise Sales Engineer

Sophos•San Diego, CA

32d•$120,400 - $200,200•Remote

About The Position

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Requirements

8+ years experience in pre-sales engineering, working with decision-makers in large organizations, and a proven track record of achieving and exceeding sales quotas.
Knowledge and experience supporting Managed Detection and Response (MDR) services as well as Incident Response and Advisory Services.
Deep technical cybersecurity understanding including protection methods for Networks, Cloud Workloads, Windows, Linux and Mac OS devices.
Deep understanding of how AI is applied to modern cybersecurity challenges, including practical implementation and use cases.
Well versed in enterprise sales cycles, buyer personas, and decision-making processes, and how to successfully navigate them.
Excellent verbal communication skills for delivering high-quality, engaging product demos.
Ability to be seen as a trusted advisor to senior executives in large organizations and to clearly articulate competitive advantages, both technical and business level.
Proven ability to deliver outstanding customer experience with exceptional opportunity discovery and deal qualification skills.
Experience in selling with channel partners, and ability to thrive in a team selling environment.

Nice To Haves

Strong understanding of the competitive landscape is an advantage.

Responsibilities

Work closely with sales team counterparts to create a strategy for success in your named accounts.
Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts in your assigned region: Southern California and Hawaii (subject to change).
Conduct pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of value to demonstrate business value derived from Sophos solutions.
Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
Expand Sophos solutions and services within the existing customer base by educating key contacts and assessing a customer’s security needs.
Support additional Account Executives focused on Net New Logo acquisition initiatives.
Evangelize Sophos by conducting external training, engaging with social media, and speaking at events or industry groups.
Effectively utilize Salesforce and Vivun to track SE Activity and opportunities through presales stages.
Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
Utilize AI for efficiency, research, and wherever appropriate to enhance your deliverables to customers, prospects, and partners.
Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
Enable Channel partners through onsite meetings, trainings, and events.