Sales Engineer, Mid-Market

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete technical sales process from initial discovery and validation to achieving commercial success.

• Collaborate with account teams to develop and implement the sales strategy for the designated East Coast territory.

• Conduct qualification and discovery efforts to ensure that proposed solutions effectively address customer challenges.

• Deliver customized technical sales presentations and demonstrations to potential customers and partners.

• Plan and execute Proof of Value initiatives, covering scoping, success criteria, metrics, environment design, installation, configuration, technical support, and execution.

• Share data-driven customer insights with Product Management to help prioritize roadmap features.

• Keep precise and current sales activity records in Salesforce.com.

• Collaborate with technical counterparts across channel and OEM business to empower them in developing sales opportunities.

• Provide technical expertise for renewals, expansions, upselling, cross-selling, and new business acquisition.

• Travel within the assigned East Coast territory to support sales initiatives, strengthen partner relationships, and engage with customers.

• Manage the territory with minimal oversight, demonstrating the ability to learn, troubleshoot, and escalate issues as needed.

• Assist with customer vendor assessments and address technical and security due diligence inquiries.

• Safeguard the security and privacy of Absolute and its clientele.

• Represent Absolute Security's cybersecurity and cyber-resilience software platform to customers, partners, and at events.

⛳️ Requirements

• The ideal candidate should be located on the East Coast, US, and operate within the Eastern time zone.

• Hands-on experience with administering Windows, Linux, and macOS environments, including both endpoints and servers.

• Familiarity with complex technical sales processes, in-depth discovery, and the execution and presentation of intricate Proof of Value evaluations.

• Ability to articulate technical concepts to IT, Network and Security managers, Line of Business owners, CIOs, and CISOs.

• Strong knowledge of data-in-transit security, including TLS, IPsec, VPNs, PKI, and certificate management.

• Understanding of network services and design, encompassing routing, LAN/WAN architecture, and firewall configuration.

• Knowledge of authentication protocols, such as SAML and RADIUS.

• Proficiency in endpoint and network troubleshooting utilizing tools like cURL, Wireshark, and log analysis.

• Willingness and ability to travel up to 30% within the assigned East Coast territory.

• Experience with sales methodologies like Command of the Message and MEDDPICC is advantageous.

• Familiarity with the Demo2Win methodology is a plus.

• Experience in selling SASE, SSE, VPN, EDR, Incident Response, or other endpoint/network security solutions is beneficial.

• Proficiency in PowerShell, Python, or Bash is a plus.

• Experience with Cloud IaaS vendors, particularly in networking and security service operations, is advantageous.

• Security or networking certifications such as CISSP, GIAC, CompTIA Security+, CCNA, or CompTIA Network+ are considered beneficial.

• Experience in patch and configuration management for endpoints and servers is a plus.

• Background in IT or Security operations is advantageous.

🏝️ Benefits

• Flexibility for remote, hybrid, and in-office work arrangements.

• A company that supports a native work-from-anywhere culture.

• Commitment to Equal Employment Opportunity and Affirmative Action principles.

• Availability of disability accommodations.