Senior Sales Engineer

SANS Institute

2d•$150,000 - $225,000•Remote

About The Position

We are seeking a Senior Sales Engineer to join our Business Development - Enterprise Sales team. This role plays a key part in pre-sales activities primarily focused on growing revenue, driving customer utilization, and demonstrating the value of the full SANS product portfolio. There is also a component of post-sales activity in support of expanding sales expansion inside existing strategic accounts. The Sr. Sales Engineer must possess a winning combination of business and technical skills, the ability to confidently present and demonstrate our SANS solutions and articulate the value message to a broad spectrum of audiences from technical and business teams as well as the C-suite. In this role, account representatives will leverage your technical credibility to help assure SANS is considered a trusted advisor with these prospective customers. You will be applying your cybersecurity and technical knowledge for many related tasks including strategizing with Account Reps, building training roadmaps, conducting deeper customer conversations and demonstrations, and reaching across internal business units to support Sales enablement efforts. If you are an experienced cybersecurity professional, self-motivated, passionate, results-oriented, and an innovative problem-solver come join our talented SANS team.

Requirements

Bachelor’s degree in information technology, computer science, cybersecurity, software engineering, and/or other related field or comparable work and/or technical experience
5+ years working in a sales/solutions engineering, consulting, and/or similar role
Experience leading customer calls, delivering customer presentations, product demos, and creating materials to drive revenue, utilization, and value.
Ability to articulate the importance of cybersecurity training in a simple way to B2B customers.
Exceptional oral and written communication and interpersonal skills
Well-organized and strong project management abilities
Expert level experience creating data-focused, visually rich customer-facing PowerPoint presentations
Communicate effectively with both business/functional and highly technical individuals.
Ability to work well in a fast-paced, team-oriented environment and thrive on challenges.
Highly self-motivated and has quality standards with attention to detail
Demonstrated ability to understand customer needs, provide quality service, persuasively present ideas, and drive customer satisfaction
Demonstrated ability to communicate effectively across cultural boundaries and work harmoniously with a diverse group of people
Aptitude for continuous learning and skill development
Proficient with web-based collaborative tools such as Dropbox, Smartsheet, Salesforce, and Microsoft Office Suite
Strong communication skills and the ability to adjust approach and communication style based on personalities and goals of prospects, customers, and key stakeholders
Ability to travel for team meetings, training events, customer meetings, and/or other business needs, approximately 50% of the time.
Ability to present effectively, control attention, explain proposed solutions, and answer detailed and technical questions from customers
Unrestricted authorization to work in the USA; visa sponsorship is not available.

Nice To Haves

Background in delivering services and/or sales engineering for training-based products
Prior experience with lab-based and/or simulation-based products
Prior experience with security awareness, risk-management, and other related cybersecurity products
2+ GIAC and/or other cybersecurity related certifications

Responsibilities

Support attainment of North America revenue goals through strategic and technical interactions with sales, prospects, and customers
Operate autonomously to best meet unique sales needs for your territory.
Partner with regional account reps to build account level sales strategy.
Document success criteria from pre-sales activities to prepare the customer success team for transitions.
Support the Sales process with RFI/RFQ completions and trials as necessary.
Deliver a small number of technical services engagements with strategic customer accounts identified by leadership team as having the most growth potential.
Create and deliver compelling demonstrations, presentations, and materials to drive revenue, utilization, value positioning, and cross-sell/upsell wins.
Develop deep expertise of SANS product portfolio and be the technical product expert for the sales team for pre-and post-sales lifecycle.
Support the sales team in overcoming common sales objections such as price, value, vendor comparisons, and other common business challenges with prospects and customers.
Research, analyze, and communicate customers’ current training priorities, spend, and industry risk profile to provide tailored recommendations, multi-year developmental roadmaps, industry best practices, and expertise to drive customer growth, ROI value, and utilization.
Partner with Sales to help them establish and strengthen strategic relationships within their customer set that are decision makers, influencers, and/or key stakeholders with focus on expanding contact reach to growth account revenue
Understand different roles, responsibilities, and disciplines within cybersecurity to apply recommendations, resources, and insights to sales, customers, and prospects.
Provide relevant updates and product/technical training sessions to sales team that are focused on enhancing their product knowledge, technical acumen, and technical sales skills to support revenue-generating activities.
Participate in marketing collaboration efforts and events.
Perform other related duties as assigned.