Solutions Engineer - Defense Industrial Base

Fortra is a company dedicated to tackling meaningful challenges in the tech industry. They are seeking a Solutions Engineer to provide technical expertise and support during the sales process, specifically for their Offensive Security solutions within the U.S. Defense Industrial Base.

Responsibilities:

• In close cooperation with sales representatives, work together on any activities with prospective customers
• Understand the customer needs and articulate a solution that best addresses those needs
• Develop, present and deliver high-impact demonstrations
• Own the customer’s evaluation process of the offered products and solutions, by executing trials and proof of concepts
• Identify technical and functional objections from the prospective customer during the sales process, be creative finding solutions, and work together with the appropriate team for remediation
• Build and present proposals to customers, articulating the benefits of our company as the best solution that addresses their need to all levels, including 'C' level executives
• Provide estimates of professional services efforts and build a project plan, if required, to guarantee a successful deployment at the customer
• Understand the competition and become a differentiator during the sales process
• Know the company portfolio to identify and generate cross-selling opportunities
• Work together with partners in activities like visits, demos, proposals, events etc
• Help in the partner recruiting process, participate in calls with potential partners
• Participate in partner enablement activities like tech training and functional enablement
• Deliver technical presentations and response to technical questions during sales calls
• Represent the Company at Trade Shows, User Group events, Conferences, and Virtual events
• Provide presentations at events where applicable
• Participate in online webinars on specific topics
• Assist in the outbound launch of new products and releases activities
• Serve as the market expert of our solutions, from how customers use them, how the competition positions against them to how we sell and service them in the field

Requirements:

• At least three years of sales or SE experience selling technology and/or/ software into the US Federal Government and/or Defense Industrial Base
• Minimum of 4 years of experience in IT, technical presales, technical consultancy, development, or technical support activities
• Minimum of 2 years of experience in cyber security, in one or more of these areas: offensive security / vulnerability management / penetration testing / red teaming / MDR / EDR
• Excellent oral presentation skills, public relations skills, and the ability to educate and train in a technical environment
• Strong knowledge of the Defense Industrial Base and the role of primes, subcontractors, and integrators in supporting DoD missions
• Familiarity with DoD procurement processes, contract vehicles and compliance requirements (e.g., DFARS, CMMC)
• Perfect English is required
• Willingness to travel occasionally
• Four-year Degree in a technical field, ideally Computer Science or IT is preferred
• Hands-on Strong Technical knowledge, experience in blue/red team exercises or delivering any type of security related professional services to US Federal Government and/or Defense Industrial Base customers
• Experience working with Fortra Offensive Security solutions (Core Impact, Cobalt Strike, Outflank)
• Certifications including Certified Ethical Hacker (CEH), Certified Red Team Operator (CRTO), CISSP, etc
• Experience with related solutions, both from Fortra, or 3rd party solutions such as Pentera, Qualys, Rapid7, Tenable, Metasploit, or others
• Experience of working with Breach and Attack Simulation(BAS) solutions
• Experience in Threat Management and Modeling
• Work under low supervision
• Be a technical expert on the product(s) you work with
• Keep learning the sales processes, improving you market knowledge, and developing your soft skills