Senior Sales Engineer (Brisbane)
Australia
Sales – Sales Engineering /
Permanent /
Remote
Role Summary
The role of the Senior Sales Engineer at Sophos is pivotal in driving technical relationships and strategy within a defined regional territory. This individual will be at the forefront of engaging with prospects, customers, and channel partners, guiding them through the complexities of cybersecurity challenges. Their primary focus will be on leveraging Sophos' cutting-edge cybersecurity system, Synchronized Security, to provide tailored solutions.
Key responsibilities include collaborating closely with focus partners and end customers to identify and address intricate security issues. By mapping technical solutions to specific business needs and projects, the Senior Sales Engineer ensures that both customers and partners achieve maximum satisfaction. Additionally, they play a crucial role in shaping Sophos' positioning as a strategic partner, thereby driving revenue growth and fostering new customer opportunities in collaboration with the sales team, both in the short and long term.
**Applicants must be based in Brisbane or willing to relocate to Brisbane within short time frame.
What You Will Do
- Responsible for achieving technical closure on sales opportunities from both customers and partners. This involves understanding the technical intricacies of the solutions offered by Sophos and effectively communicating their benefits to potential buyers.
- Delivering technical enablement to channel partners, ensuring they possess the necessary competency to effectively promote and implement Sophos solutions. This includes providing training, resources, and support to enhance the channel's understanding and proficiency in Sophos products and services.
- Play a key role in developing channel partners and Managed Service Providers (MSPs), guiding them in tailoring solutions that cater to the needs of enterprise, midmarket, and small to medium-sized businesses (SMBs). This involves aligning solutions with Sophos' Synchronized Security framework to maximize effectiveness and value.
- Drive sales revenue to meet regional targets. This requires a proactive approach to identifying opportunities, nurturing relationships with customers and partners, and leveraging technical expertise to secure deals and generate revenue for Sophos.
- Establish yourself as a trusted advisor to partners and customers working with Account Managers and local partners/integrators within your territory
- Advise customers and deliver high-level solution designs and strategies across the entire Sophos product/services range
- Develop technical relationships with people at all levels including operations, architects, managers, and executives where appropriate as defined in the account plan(s)
- Develop and maintain an in-depth understanding of industry sectors, changing needs, and key cybersecurity drivers
- Ensure that Sophos solutions are deployed effectively, by Partners or Sophos Professional Services to ensure customer satisfaction and the best customer experience
- Identify and document specific problems at prospects and customers that can be solved through the deployment of a Sophos solution.
- Recognize new business opportunities in assigned account(s) and helps to build and qualify pipeline of opportunities
- Own and complete the technical sales cycle from early opportunity technical qualification up to a technical closure
- Actively participates in account and territory planning, developing and influencing plans, with assigned account managers and channel partners
- Work with aligned channel partners in the territory and establish long-term relationships, proactively working with partners in accounts, leveraging their expertise and/or contacts to drive pipeline and opportunity closure
- Deliver technical partner enablement that will actively build and maintain partner capability with Sophos solutions and Certifications
- Present the Sophos vision & technical strategy coherently and consistently to a technical and business audience, within the Sophos Channel partner community
- Identify opportunities to align with partners and propose/validate solutions, allowing channel partners to lead with Sophos solutions and services
- Develop, grow, and maintain a network of key channel partner technical contacts
What You Will Bring
- Prior experience in pre-sales roles, coupled with a strong technical background in cybersecurity and/or networking, is essential for effectively engaging with customers and partners.
- Demonstrated expertise with a diverse range of IT technologies and security solutions is required. This includes proficiency in areas such as email flow management (Exchange/Domino), cloud solutions, antivirus (AV), and anti-spam products.
- Familiarity with Security Operations Center (SOC) operations, including IT process automation and orchestration, is beneficial for understanding the operational aspects of cybersecurity.
- A comprehensive understanding of the cyber threat landscape is crucial for identifying and addressing emerging security challenges effectively.
- Strong familiarity with Layer 2 to Layer 7 networking concepts is required. This includes knowledge of security and network product trends, such as firewalls, intrusion detection/prevention systems (IDS/IPS), HTTP/SSL proxies, SSL, Security Orchestration, Automation, and Response (SOAR), and Security Information and Event Management (SIEM) products.
- Awareness of competitive solutions and solution-selling strategies is important for effectively positioning Sophos products and differentiating them from competitors in the market.
- Prior experience in selling, demonstrating, installing, or troubleshooting network security products is highly beneficial for understanding customer needs and providing effective solutions.
- Demonstrable experience in systems installation, configuration, and administration is necessary, including proficiency with routers/switches, UNIX/Linux, and Windows-based systems. Prior experience with Active Directory/LDAP is desirable.
Desirable
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