Senior Sales Engineer

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Lead the discovery process to uncover business challenges, technical needs, and constraints related to AppGate ZTNA solutions.

• Collaborate with Account Executives on both strategic and tactical account planning.

• Take ownership of the technical-win strategy for each opportunity.

• Transfer documented business drivers, requirements, and constraints to Solutions Architects and assist with PoC/PoV evaluations to achieve technical wins.

• Architect AppGate ZTNA solutions, including the placement of Controllers, Gateways, and Connectors, ensuring high availability, identity provider integration, and policy models.

• Assess solutions and create technical configurations, which include quoting and securing internal approvals.

• Design integrations with identity providers, EDR, SIEM, and public cloud platforms.

• Ensure technical and design consistency during implementation handoffs and support services, as well as upgrades and expansion opportunities.

• Facilitate technical presentations, whiteboard sessions, requirements workshops, and demonstrations for engineers and CISOs.

• Clearly communicate AppGate's unique direct-routed differentiation compared to cloud-proxied ZTNA, SASE, and traditional VPN alternatives.

• Lead responses to RFPs, RFIs, and security questionnaires.

• Provide technical assistance at trade shows, customer events, and other forums.

• Advocate for customer feedback to Product Management and Engineering teams.

• Mentor Sales Engineers and contribute to reusable demos, reference designs, and competitive talk tracks.

• Deliver in-depth technical training to both internal and external stakeholders.

• Collaborate with channel SE teams on partner enablement initiatives.

• Identify opportunities to showcase and explain new AppGate features, capabilities, and integrations.

⛳️ Requirements

• Excellent communication and stakeholder management abilities.

• 8+ years of experience as a Sales Engineer or in a similar customer-facing technical role within the cybersecurity sector.

• 3+ years of experience with ZTNA, SASE, remote access VPN, or network security solutions.

• Advanced knowledge of TCP/IP networking, including routing, NAT, DNS, firewall policies, split and full tunneling, and overlapping IP address spaces.

• Comprehensive understanding of authentication protocols and services, such as Active Directory/LDAP, RADIUS, SAML, OIDC, and MFA.

• Practical experience with integrating identity providers like Microsoft Entra ID, Okta, or Ping Identity.

• Strong grasp of PKI and encryption standards, including X.509 certificates, mTLS, TLS, AES, and RSA.

• Experience in designing and articulating connectivity for AWS, Microsoft Azure, and GCP.

• Hands-on experience with NGFWs, VPNs, and NAC technologies.

• Familiarity with VMware vSphere, Microsoft Hyper-V, KVM, and Nutanix AHV.

• Proficient in Linux administration and scripting against RESTful APIs using Python, PowerShell, or JavaScript.

• Ability to convert complex access requirements into least-privilege policy designs.

• Knowledge of the competitive landscape for ZTNA, SASE, and legacy VPNs.

• Executive presence and strong written communication skills, including crafting technical proposals, solution designs, and RFP responses.

• Preferred: experience in ZTNA, fraud prevention, identity/security.

• Preferred: hands-on experience with AppGate ZTNA/AppGate SDP.

• Preferred: Terraform proficiency.

• Preferred: familiarity with Kubernetes and Docker.

• Preferred: experience with EDR and SIEM platforms.

• Preferred: understanding of Zero Trust and compliance frameworks.

• Preferred: security experience in OT, ICS, and IoT domains.

• Preferred: knowledge of OT architectures, industrial protocols, and standards.

• Preferred: familiarity with agentic AI and non-human identities.

• Preferred: experience utilizing AI assistants and agentic tools for pre-sales activities.

• Preferred: current CISSP, CCNP, CCIE, AWS, Microsoft Azure, or Google Cloud professional-level certification, or equivalent.

🏝️ Benefits

• Equal Opportunity/Affirmative Action Employer.

• Travel requirements of 5–25%.