Senior Sales Engineer – Mid Market, Enterprise

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

📋 Description

• Collaborate closely with sales team counterparts to devise a successful strategy for your designated accounts.

• Take on technical leadership for all opportunities related to assigned prospective and current customer accounts within your designated region(s).

• Engage in pre-sales activities, including web meetings, demonstrations, onsite meetings, and proof of value to showcase the business benefits of Sophos solutions.

• Work with relevant internal teams to create and deliver compelling Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.

• Cultivate strong relationships with key buyers and influencers at customer organizations and leverage these relationships during the sales process.

• Broaden the adoption of Sophos solutions and services within the existing customer base by educating key contacts and evaluating a customer’s security requirements.

• Promote Sophos through conducting external training, engaging on social media, and speaking at events or in industry forums.

• Utilize Salesforce and Vivun effectively to monitor SE Activity and opportunities throughout the presales phases.

• Provide insights to product teams and directly impact global product roadmaps and feature improvements.

• Leverage AI for efficiency, research, and wherever feasible to enhance your offerings to customers, prospects, and partners.

• Collaborate with the Channel Sales team and partner community to build a pipeline through indirect engagements.

• Empower Channel partners through onsite meetings, training sessions, and events.

⛳️ Requirements

• Over 8 years of experience in pre-sales engineering, engaging with decision-makers in medium to large organizations, with a proven history of meeting and surpassing sales quotas.

• Experience in channel development or sales training within the Cybersecurity technology field.

• Familiarity with supporting Managed Detection and Response (MDR) services, as well as Incident Response and Advisory Services.

• Extensive technical knowledge of cybersecurity, covering protection methods for Networks, Cloud Workloads, Windows, Linux, UNIX, and Mac OS devices.

• Comprehensive understanding of how AI addresses modern cybersecurity challenges, including practical implementations and use cases.

• Preferred experience with security products such as firewalls, IPSec, IDS/IPS, Anti-Spam, virus scanning, XDR, wireless, and switching.

• Strong grasp of SecOps Processes and security operations, workflows including alert triage, threat detection, investigation, response, threat hunting, and SOC operational best practices to support XDR/MDR positioning and adoption.

• Proficient in navigating mid-market and enterprise sales cycles, understanding buyer personas and decision-making processes, and successfully managing them.

• Exceptional verbal communication skills for delivering engaging, high-quality product demonstrations.

• Ability to be recognized as a trusted advisor to senior executives in large organizations, clearly articulating both technical and business-level competitive advantages.

• Strong troubleshooting capabilities and a proven track record of problem-solving skills.

• Adaptable and flexible, thriving in a fast-paced, dynamic environment while performing well under pressure.

• Proven ability to provide an outstanding customer experience with exceptional skills in opportunity discovery and deal qualification, including solution mapping, proof-of-value activities, objection handling, and aligning cybersecurity outcomes with business priorities.

• A solid understanding of the competitive landscape is advantageous.

• Experience in crafting and conveying an enablement strategy that aligns with overall business objectives and the partner ecosystem, with the ability to simplify complex technical concepts for various audiences.

• Proactive, highly organized, and capable of managing multiple tasks effectively.

• Experience in collaborating with channel partners and thriving in a team selling environment.

• Proficient in both Spanish and English communication skills, both written and verbal.

• Willingness to travel up to 50% as required for training and events.

🏝️ Benefits

• Sophos operates on a remote-first working model, with remote work being the primary option for most employees, although some roles may require a hybrid approach.

• Our people are innovative and creative, fostering a great sense of fun and teamwork.

• Employee-driven diversity and inclusion networks that foster community and provide education and advocacy.

• Annual charity and fundraising initiatives along with volunteer days for employees to support local communities.

• Global employee sustainability initiatives to minimize our environmental impact.

• Global fitness and trivia competitions to keep our minds and bodies sharp.

• Global wellbeing days for employees to relax and rejuvenate.

• Monthly wellbeing webinars and training sessions to support employee health and wellness.