Sales Engineer, Mid-Market

Absolute Software

9d•Remote

About The Position

Absolute Security is seeking a Sales Engineer to provide technical sales support as a solution expert for its North American Mid-Market East business. The role supports East Coast customers and partners and is remote, with an ideal candidate located on the U.S. East Coast and working in the Eastern time zone. The Sales Engineer partners with account teams to drive regional revenue and owns the end-to-end technical sales process, from discovery and validation through commercial win. The role also represents Absolute Security’s software platform to prospective customers, partners, and at events. The Sales Engineer leads customer discovery to understand current environments, the cost of maintaining them, and desired outcomes. They position solutions around business value, tailor demonstrations to customer needs, plan and lead Proof of Value (PoV) evaluations, and work with account teams to turn evaluation results into proposals and presentations. They address objections, develop technical champions, and work in partnership with account executives and channel account managers while managing their territory with minimal oversight. The successful candidate will develop product knowledge across Absolute Secure Endpoint and Secure Access offerings. They will apply security, networking, and operating-systems expertise to position products and resolve technical problems during presales presentations, demonstrations, and evaluations. Regular travel within the assigned East Coast territory may be required, up to 30%.

Requirements

Hands-on experience administering Windows, Linux, and macOS environments, including endpoints and servers, and understanding each platform’s management, performance, and security challenges.
Experience with complex technical sales cycles, including deep discovery and scoping, executing, and presenting complex Proof of Value evaluations.
Ability to communicate technical concepts to people at all levels, from IT, network, and security managers to line-of-business owners, CIOs, and CISOs.
Strong understanding of data-in-transit security, including TLS, IPsec, VPNs, PKI, and certificate management.
Strong understanding of network services and design, including routing, LAN/WAN architecture, and firewall configuration.
Strong understanding of authentication protocols, including SAML and RADIUS.
Skill in endpoint and network troubleshooting, using tools such as cURL, Wireshark, and log analysis to identify, isolate, and resolve complex technical issues across diverse environments.

Nice To Haves

Experience with selling methodologies such as Command of the Message and MEDDPICC.
Experience with the Demo2Win methodology.
Experience selling SASE, SSE, VPN, EDR, Incident Response, or other endpoint or network security tools.
Experience with programming or scripting languages such as PowerShell, Python, or Bash.
Experience with Cloud IaaS vendors, including networking and security service operation.
Security certifications such as CISSP, GIAC, or CompTIA Security+, or networking certifications such as CCNA or CompTIA Network+.
Experience in patch and configuration management for endpoints and servers to maintain security, stability, and compliance.
Experience in IT or Security operations.

Responsibilities

Own the end-to-end technical sales cycle for assigned opportunities, from discovery and validation through commercial win.
Partner with the account team to establish and execute sales strategy across the assigned East Coast territory.
Assist with qualification and discovery to ensure proposed solutions address customer pain.
Deliver tailored technical sales presentations and demonstrations to prospective customers and partners.
Plan and execute Proof of Value evaluations, including scoping, defining success criteria and metrics, designing the evaluation environment, installing and configuring products, providing technical support, and executing against agreed criteria.
Work with leadership to share data-driven customer insights with Product Management and help prioritize roadmap features.
Maintain accurate, up-to-date records of sales activities in Salesforce.com.
Coordinate with technical counterparts across channel and OEM businesses, educating and enabling them to uncover and develop sales opportunities.
Provide technical expertise for renewals, expansion, upsell, cross-sell, and new business.
Travel within the assigned East Coast territory to support sales activities, strengthen partner relationships, and engage customers; travel may be up to 30%.
Manage the territory with minimal oversight, learning and troubleshooting independently and escalating issues when necessary.
Support customer vendor assessments by providing accurate technical and security information and timely, thorough responses to due diligence requests.
Protect the security and privacy of Absolute and its customers.