Principal Sales Engineer, Federal Civilian

AppGate Cybersecurity, Inc.

1d•$200,000 - $250,000

About The Position

This is a senior, principal-level pre-sales role leading the technical engagement across AppGate’s federal civilian accounts. You will work directly with agency stakeholders to understand their requirements and design Zero Trust solutions that fit their mission, security and compliance needs. Much of that work means aligning AppGate to the frameworks agencies are measured against, such as the CISA Zero Trust Maturity Model (ZTMM), TIC 3.0, Continuous Diagnostics and Mitigation (CDM), OMB M-22-09 and FedRAMP. The role is built as a path to a Field CTO position for the federal civilian business. Day to day, the work spans whiteboard sessions, solution design and configuration, proofs of concept and customer presentations. You will act as a trusted advisor to agency CIOs, CISOs and program leaders, and partner closely with AppGate’s sales, product and engineering teams along with systems integrators and channel partners to design and deliver solutions built on AppGate ZTNA. Clear communication and the ability to translate technical detail for both engineers and executives are essential.

Requirements

Knowledge of the mandates and frameworks agencies are measured against, including the CISA Zero Trust Maturity Model, TIC 3.0, CDM, OMB M-22-09, Executive Order 14028, FISMA and NIST SP 800-207 and 800-53.
Familiarity with federal procurement vehicles and bid processes, such as GSA Multiple Award Schedule, NASA SEWP, NITAAC CIO-SP3 and CIO-SP4 and CDM DEFEND.
Understanding of FedRAMP authorization, High Value Asset protection and the EINSTEIN national cybersecurity program.
Hands-on experience designing, deploying or selling solutions on major public cloud platforms such as AWS, Microsoft Azure, Google Cloud and IBM Cloud.
Network security experience across firewalls, next-generation firewalls, network access control and VPNs, including the move from legacy VPN to ZTNA and SASE.
Authentication and identity, including Active Directory, LDAP, RADIUS, Kerberos and SAML, along with federal identity standards such as PIV cards, derived credentials and ICAM.
Encryption standards such as AES, PKI and RSA, including FIPS 140-2 and 140-3 validated cryptography.
Common virtualization platforms such as VMware vSphere, Microsoft Hyper-V, Citrix and Red Hat.
Scripting experience, including RESTful APIs and JavaScript.
Familiarity with IT service management frameworks such as ITIL or ITSM.
Ten or more years in pre-sales engineering or solutions architecture, with significant time supporting federal civilian customers.
Strong written and verbal communication skills, and the ability to build rapport with both engineers and executives.
Proficiency with Salesforce or a similar CRM and with Microsoft Office, including Word, Excel, PowerPoint, Outlook and Visio.
A bachelor’s degree in engineering, information technology or a related field, or equivalent experience.
CCNA, CCIE or an equivalent certification is a plus.

Nice To Haves

Ability to obtain and maintain a federal Public Trust or Secret clearance, including agency suitability requirements such as DHS Entrance on Duty.
Direct experience with one or more target agencies, such as the IRS, Treasury, the State Department, CBP or FEMA.
Broader experience across the Department of Homeland Security, including CISA, TSA, USCIS, ICE, the Coast Guard or the Secret Service.
Experience with HHS and its agencies (CMS, NIH, CDC and FDA), the VA, or large departments such as Agriculture, Interior, Energy, Transportation or Commerce.
State, local and education (SLED) experience is a plus, including StateRAMP, the CJIS Security Policy, MS-ISAC, whole-of-state strategies and the State and Local Cybersecurity Grant Program.
Existing relationships with agency technical decision-makers and with systems integrators and channel partners.
Relevant certifications, such as CISSP, an AWS or Azure cloud credential, or a recognized Zero Trust certification.
A track record of thought leadership, such as conference speaking, published technical content or standards work.

Responsibilities

Lead the technical engagement on assigned federal civilian opportunities, from discovery through proof of concept and close.
Run discovery and requirements sessions, and document the technical and business needs behind each agency’s solution.
Design the AppGate solution, including configuration, quoting and the internal approvals it requires.
Serve as technical lead on RFP and proposal responses.
Prepare and deliver technical presentations and product demonstrations for customers.
Provide design, integration and implementation support for new deployments and upgrades.
Support account teams on strategic and tactical account planning, and position AppGate against other approaches in the market.
Act as the team’s technical authority on Zero Trust, mapping AppGate ZTNA to the CISA Zero Trust Maturity Model, TIC 3.0 and CDM.
Mentor sales engineers and set the technical standards, demo environments and proof-of-concept playbooks the team works from.
Advise agency CIOs, CISOs and program leaders on their Zero Trust modernization roadmaps.
Work with AppGate product and engineering teams to bring federal civilian requirements, including FedRAMP, into the roadmap.
Train internal teams, customers and partners on AppGate products, and carry the voice of the customer back to product and development.
Represent AppGate at conferences, briefings and industry events as the role grows into a Field CTO.