Sales Engineer, Enterprise

Absolute Security is looking for a Sales Engineer (SE) to provide technical sales support as a solution expert within their fast-growing North American Enterprise business. The SE will manage the technical sales process, work with account teams to drive revenue growth, and deliver tailored technical presentations and demonstrations to prospective customers. Additionally, the SE will assist in Proof of Value activities and ensure strong customer relationships while providing technical expertise.

Responsibilities:

• Partner with your account team to establish and execute sales strategy across your assigned region
• Assist in continued qualification and discovery to ensure the solutions being proposed solves pain for the customer
• Deliver tailored technical sales presentations and demonstrations to prospective customers and partners
• Plan and execute Proof of Value (PoV, evaluation) activities. This includes scoping the PoV to align with the business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute’s products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria
• Works with leadership to relay data-driven customer insights into Product Management and assist in prioritizing features for the product roadmap
• Demonstrates strong discipline of documentation, maintaining accurate and up-to-date records of all sales activities in Salesforce.com
• Regularly collaborates with and educates technical peers within channel partners to uncover and develop new sales opportunities
• Responsible for providing technical expertise in support of net new sales and customer expansion opportunities (upsell and cross-sell) within existing accounts
• Regularly travels within the assigned territory to support sales activities, strengthen partner relationships, and engage with customers; up to 50% travel may be required
• Demonstrate self-sufficiency by effectively managing their territory with minimal oversight, able to independently learn, troubleshoot, and escalate issues when necessary
• Assists in completing customer vendor assessments by providing accurate technical and security information, ensuring timely and thorough responses to due diligence requests
• Protect the security and privacy of Absolute and its customers

Requirements:

• Hands-on experience administering Windows, Linux, and macOS environments, both endpoints and servers, with a clear understanding of the unique management, performance, and security challenges each platform presents
• Experience with complex technical sales cycles, including deep discovery as well as scoping, executing, and presenting complex Proof of Value (evaluations)
• Ability to communicate technical concepts to all levels of people, from IT, Network and Security managers to Line of Business owners to CIO and CISOs
• Strong understanding of data-in-transit security (TLS, IPsec, VPNs, PKI, and certificate management), network services and design (routing, LAN/WAN architecture, and firewall configuration), and authentication protocols (SAML, RADIUS, and related methods)
• Skilled in endpoint and network troubleshooting, leveraging tools such as cURL, Wireshark, and log analysis to identify, isolate, and resolve complex technical issues across diverse environments
• Partner with your account team to establish and execute sales strategy across your assigned region
• Assist in continued qualification and discovery to ensure the solutions being proposed solves pain for the customer
• Deliver tailored technical sales presentations and demonstrations to prospective customers and partners
• Plan and execute Proof of Value (PoV, evaluation) activities. This includes scoping the PoV to align with the business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute's products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria
• Works with leadership to relay data-driven customer insights into Product Management and assist in prioritizing features for the product roadmap
• Demonstrates strong discipline of documentation, maintaining accurate and up-to-date records of all sales activities in Salesforce.com
• Regularly collaborates with and educates technical peers within channel partners to uncover and develop new sales opportunities
• Responsible for providing technical expertise in support of net new sales and customer expansion opportunities (upsell and cross-sell) within existing accounts
• Regularly travels within the assigned territory to support sales activities, strengthen partner relationships, and engage with customers; up to 50% travel may be required
• Demonstrate self-sufficiency by effectively managing their territory with minimal oversight, able to independently learn, troubleshoot, and escalate issues when necessary
• Assists in completing customer vendor assessments by providing accurate technical and security information, ensuring timely and thorough responses to due diligence requests
• Protect the security and privacy of Absolute and its customers
• Experience with selling methodologies such as Command of the Message and MEDDPICC
• Experience with Demo2Win methodology
• Experience selling SASE, SSE, VPN, EDR, Incident Response or other endpoint or network security tools
• Experience with programming or scripting languages such as PowerShell, Python, or Bash
• Experience with Cloud IaaS vendors including networking and security service operation
• Security (CISSP, GIAC, CompTIA Security+, etc.) or networking (CCNA, CompTIA Network+, etc.) certifications
• Experienced in patch and configuration management for endpoints and servers to maintain security, stability, and compliance
• Experience in IT or Security operations