Senior Sales Engineer

AppGate Cybersecurity•Los Angeles, CA

2d•$175,000 - $225,000

About The Position

AppGate is hiring a Senior Sales Engineer to serve as the senior pre-sales subject matter expert for AppGate ZTNA and own technical engagement with commercial prospects from initial discovery through technical win. The role identifies business problems, defines technical requirements and constraints, designs target-state architectures, and communicates the solution's business value to technical and executive audiences. The Senior Sales Engineer documents the end-state vision and requirements for internal teams, including Solutions Architects who lead proofs of concept and proofs of value (PoC/PoV), and supports evaluations through technical win. The role collaborates with Sales, Solutions Architecture, Implementation, Operations, Product Management, Marketing and strategic technology partners to propose complex integrated solutions. It also provides technical continuity to implementation teams and supports new services, upgrades and expansion opportunities. The ideal candidate combines deep networking, identity and security expertise with business acumen and executive presence, and acts as a trusted customer advisor and respected technical voice within AppGate. The stated salary range is $175,000–$225,000. Travel is 5–25%.

Requirements

Strong communication and stakeholder management skills.
At least 8 years of experience as a Sales Engineer or in an equivalent customer-facing technical role in cybersecurity, including at least 3 years with ZTNA, SASE, remote access VPN or network security solutions.
Expert-level TCP/IP networking knowledge, including routing, NAT, DNS, firewall policy, split and full tunneling, and overlapping IP address space.
Deep knowledge of authentication protocols and services, including Active Directory/LDAP, RADIUS, SAML, OIDC and MFA, with hands-on experience integrating identity providers such as Microsoft Entra ID, Okta or Ping Identity.
Strong understanding of PKI and encryption standards, including X.509 certificates, mTLS, TLS, AES and RSA.
Demonstrated experience designing and articulating connectivity to public cloud services, including AWS, Microsoft Azure and GCP.
Hands-on experience with network security solutions such as NGFW, VPNs and NAC.
Working knowledge of virtualization platforms such as VMware vSphere, Microsoft Hyper-V, KVM and Nutanix AHV.
Proficiency with Linux administration and scripting against RESTful APIs using languages such as Python, PowerShell or JavaScript.
Proven ability to translate complex access requirements into least-privilege policy designs.
Working knowledge of the ZTNA, SASE and legacy VPN competitive landscape.
Executive presence and excellent written communication, including technical proposals, solution designs and RFP responses.

Nice To Haves

Experience in ZTNA, fraud prevention, or identity/security.
Hands-on experience with AppGate ZTNA, including its predecessor AppGate SDP.
Experience with infrastructure-as-code tools such as Terraform.
Familiarity with container networking, including Kubernetes and Docker.
Experience with EDR and device posture platforms such as CrowdStrike Falcon, and SIEM platforms such as Splunk or Microsoft Sentinel.
Familiarity with Zero Trust and compliance frameworks such as NIST SP 800-207, the CISA Zero Trust Maturity Model, PCI DSS, HIPAA, SOC 2, ISO 27001, NIS2 and DORA.
Experience securing OT, ICS and IoT environments, including remote access to PLCs, HMIs and SCADA systems.
Familiarity with OT architectures and standards such as the Purdue Model, IT/OT segmentation, Modbus, DNP3, OPC UA, IEC 62443 and NERC CIP, and with securing third-party vendor access to industrial sites.
Familiarity with agentic AI, including how AI agents, MCP servers and other non-human identities access enterprise applications and data, and how Zero Trust access controls apply to them.
Hands-on experience using AI assistants and agentic tools to accelerate pre-sales work such as discovery preparation, RFP responses, solution designs and demo automation.
Current CISSP, CCNP, CCIE, AWS, Microsoft Azure or Google Cloud professional-level certification, or equivalent.

Responsibilities

Lead discovery to identify and document business problems, technical requirements and constraints shaping an AppGate ZTNA solution.
Partner with Account Executives on strategic and tactical account planning and own the technical-win strategy for each opportunity.
Hand off documented business drivers, requirements and constraints to the Solutions Architect leading the PoC/PoV, and support the evaluation through technical win.
Design AppGate ZTNA architectures, including Controller, Gateway and Connector placement, high availability, identity-provider integration and policy models.
Size solutions and develop technical configurations, including quoting and internal approvals as necessary.
Design integrations with strategic partner platforms, including identity providers, EDR, SIEM and public cloud services.
Provide technical and design continuity during handoff to implementation teams, and support new services, upgrades and expansion opportunities.
Lead technical presentations, whiteboard sessions, requirements workshops and demonstrations for audiences from engineers to CISOs.
Explain AppGate's direct-routed differentiation compared with cloud-proxied ZTNA, SASE and legacy VPN alternatives.
Serve as technical lead for RFP, RFI and security questionnaire responses.
Provide technical support at trade shows, customer events and other forums.
Represent customer feedback to Product Management and Engineering in clear, actionable form.
Mentor other Sales Engineers and contribute reusable assets such as demos, reference designs and competitive talk tracks.
Deliver in-depth technical training on AppGate products and solutions to internal and external stakeholders, and support channel partner enablement as needed.
Identify new ways to demonstrate and articulate AppGate features, capabilities and integrations.