Sales Engineer (Africa and Middle East)

India
Sales – Sales Engineering /
Permanent /
Remote
About Us
Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. 

Role Summary

We are seeking a dynamic and experienced Sales Engineer to join our team, focusing on the Small, Mid, and Enterprise (SME) market across the Middle East and Africa (MEA) region. As a Sales Engineer, you will play a pivotal role in driving customer engagement, conducting Proof of Concepts (POCs), demonstrations, health checks, and fostering strong relationships with clients. Additionally, you will collaborate closely with channel partners and distributors, providing enablement sessions and support during POCs, demonstrations, and Request for Proposal (RFP) processes. A crucial aspect of this role involves representing Sophos at security events, roadshows, and speaking engagements, enhancing the company's presence, and thought leadership in the industry.

What you will do

    • Lead POCs, demonstrations, and health checks for clients across the SME market in the MEA region.
    • Build and nurture relationships with customers, understanding their unique needs and providing tailored solutions.
    • Act as a trusted advisor, offering technical expertise and guidance to clients throughout the sales cycle.
    • Collaborate with sales teams to drive revenue growth and achieve sales targets.
    • Work closely with channel partners and distributors to conduct enablement sessions, ensuring they are well-equipped to represent Sophos products effectively.
    • Provide support and assistance during POCs, demonstrations, and RFP processes, enabling partners to deliver high-quality presentations and proposals.
    • Foster strong partnerships with channel partners, driving mutual success and growth in the region.
    • Participate in security events, roadshows, and industry conferences as a representative of Sophos.
    • Deliver presentations and speak at events, showcasing Sophos solutions and thought leadership in cybersecurity.
    • Partner closely with Country Account Managers (CAM) and Country Account Executives (CAE) to understand local market dynamics, customer requirements, and sales strategies.
    • Provide technical expertise and support to the sales team, assisting in solution positioning, proposal development, and customer presentations.
    • Coordinate closely with sales members to ensure alignment between technical solutions and customer needs, driving successful outcomes and revenue growth.
    • Collaborate with various internal functions, including Product Management, Support, Professional Services, and other relevant services, to address customer requirements and deliver comprehensive solutions.
    • Serve as a liaison between sales and other internal teams, facilitating communication and ensuring seamless execution of customer engagements.
    • Provide feedback to Product Management based on customer insights and market trends, contributing to the enhancement of Sophos products and services.
    • Work closely with Support and Professional Services teams to ensure smooth implementation and ongoing support for customers, fostering long-term relationships and customer satisfaction.

What you will bring

    • Technical Proficiency: Strong understanding of cybersecurity solutions, with expertise in areas such as network security, endpoint protection, and cloud security. Experience with Sophos products (Firewall / EDR / XDR) is highly desirable.
    • Next-Gen Firewall, Proxy, Email Gateway, Web Gateway, WAF
    • Routing, Switching (Static, Dynamic and Multicast)
    • VPN Technologies (IPsec, SSL, L2TP)
    • Authentication (Active Directory, LDAP, Radius, 2FA, MFA)
    • Cloud & Virtualization Platform (AWS, Azure, Google, VMWare)
    • DNS, SMTP, HTTP, HTTPS, POP3, IMAP, TCP/IP
    • Endpoint Security (Anti-Virus, Anti-Ransomware, Web/Application Controls, DLP, and EDR/XDR)
    • Security Operation Center (SOC) – SIEM/SOAR/3rd Party Integrations
    • Customer Focus: Proven track record of building and maintaining relationships with customers (CxO Level), understanding their business challenges, and delivering value-added solutions.
    • Sales Acumen: Ability to work collaboratively with sales teams, demonstrating technical prowess while aligning solutions with customer needs and business objectives.
    • Channel Partner Engagement: Previous experience working with international channel partners, particularly in the MEA region, with a demonstrated ability to provide effective enablement and support.
    • Communication and Presentation Skills: Excellent verbal and written communication skills, with the ability to articulate complex technical concepts in a clear and concise manner. Experience in public speaking and presenting at industry events is highly advantageous.
    • Team Collaboration: Strong teamwork and collaboration skills, with the ability to work cross-functionally across sales, marketing, and product teams to achieve common goals.
    • Adaptability and Initiative: Demonstrated ability to thrive in a fast-paced environment, with the initiative to take ownership of projects and drive them to successful completion.
    • Educational Background: Bachelor’s degree in computer science, Engineering, or a related field. Relevant certifications in cybersecurity or sales engineering would be beneficial.
    • Overall, 10 years of experience with minimum of 6 years of Sales Engineer (Presales) experience in the Cyber Security industry including practical knowledge of Next-Gen Firewall, and Endpoint Protection Solutions
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?
·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
·   Employee-led diversity and inclusion networks that build community and provide education and advocacy
·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities
·   Global employee sustainability initiatives to reduce our environmental footprint
·   Global fitness and trivia competitions to keep our bodies and minds sharp
·   Global wellbeing days for employees to relax and recharge 
·   Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.