Sales Engineer

Mimecast • Lexington, MA

22h • $112,000 - $168,000

About The Position

The Sales Engineer will own the technical conversation throughout the sales cycle, from initial discovery through proof of value and technical close. This role involves delivering clear, compelling presentations and demonstrations to IT leaders, security teams, and business stakeholders. The Sales Engineer will partner closely with Account Executives and Account Managers to shape deal strategy, qualify opportunities, position value, and align solutions to customer outcomes. A key responsibility is leading technical discovery that goes beyond a feature checklist to understand each customer's environment, pain points, priorities, and definition of success. The role also includes managing proof-of-value engagements against clear success criteria and maintaining timely, accurate opportunity and POV notes in Salesforce. Additionally, the Sales Engineer will support RFP, RFI, and tender responses with technical accuracy and commercial awareness, coordinate technical handovers to delivery and customer success teams, and act as a customer advocate with internal Mimecast stakeholders. Support for channel partners through joint selling, demonstrations, technical enablement sessions, and partner-facing content is also expected, as is contribution to field marketing activities.

Requirements

• Proven experience as a Sales Engineer, Solutions Engineer, or in a similar customer-facing technical role, preferably with a cybersecurity vendor and supporting SMB or Midmarket customers
• Confident communication and executive presence, with the ability to read the room, adapt your message, hold attention, and explain complex ideas in plain language
• Strong commercial instincts and an understanding of what moves a deal forward, including experience qualifying opportunities, positioning value, and helping build a compelling business case
• Exposure to structured sales methodologies such as MEDDPICC, Sandler, Challenger, or similar approaches
• Hands-on technical knowledge in one or more cybersecurity domains, such as email security, insider risk and data loss prevention, security awareness, endpoint protection, or identity and access management
• Familiarity with SaaS platforms and cloud-delivered security solutions
• Experience working with channel partners through joint demonstrations, partner enablement, or technical capability-building
• Strong presentation, demonstration, and written communication skills, paired with curiosity, a desire to learn, and a competitive spirit
• Familiarity with AI tools, such as Claude, to support day-to-day work

Nice To Haves

• Experience with threat intelligence or security analytics solutions such as LogRhythm, Splunk, Rapid7, or Microsoft Azure Sentinel is a plus
• Relevant industry certifications such as CompTIA Security+, CISSP, vendor-specific credentials, or equivalent are a plus

Responsibilities

• Own the technical conversation throughout the sales cycle, from initial discovery through proof of value and technical close
• Deliver clear, compelling presentations and demonstrations to IT leaders, security teams, and business stakeholders
• Partner closely with Account Executives and Account Managers to shape deal strategy, qualify opportunities, position value, and align solutions to customer outcomes
• Lead technical discovery that goes beyond a feature checklist to understand each customer's environment, pain points, priorities, and definition of success
• Manage proof-of-value engagements against clear success criteria and maintain timely, accurate opportunity and POV notes in Salesforce
• Support RFP, RFI, and tender responses with technical accuracy and commercial awareness
• Coordinate technical handovers to delivery and customer success teams to protect the customer experience
• Act as a customer advocate with internal Mimecast stakeholders, ensuring feedback is documented, reviewed, and represented
• Support channel partners through joint selling, demonstrations, technical enablement sessions, and partner-facing content
• Contribute to field marketing activities, including webinars, events, customer or partner meetings, and thought leadership

Benefits

• On-target earnings (OTE) range for this position is 112,000 - 168,000 USD (OTE) plus benefits.
• The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations.
• Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills.
• Final offers will reflect these considerations and may vary accordingly.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed