Reporting to the Vice President of Sales Engineering, the Senior Sales Engineer is responsible for expanding its sales organization in the EMEA region, engaging with Sales personnel in assigned territories, guiding prospective customers through their Cofense sales experience, acting as a local mentor to sales and SE peers, and providing technical assistance to the direct and channel sales teams. This position will execute and manage technical activities supporting the sales process.
Essential Duties/Responsibilities
- Working cohesively with the direct sales team as well as partner sales staff in the region to achieve assigned sales goals
- Technical discovery and demonstration to prospective customers from a technical sales perspective, highlighting the business value of our offerings
- Communicates with internal teams including Product Management regarding regional feedback to enhance our products
- Highlight Business Value Translation with an emphasis on storytelling to translate complex engineering or software features into tangible business benefits, such as measurable ROI or cost savings
- Supports sales operations in the designated territory, working closely with the direct sales team as well as partner sales and engineering staff in the region/globally
- Presents from a technical perspective the entire Cofense Solutions
- Manages Proof of Value (POV)s with multiple clients to drive technical win within opportunities
- Completes RFPs, security questionnaires, and other technical documentation as needed during the sales process
- Has relationships with technical staff in information security departments across a variety of industries
- Is focused, detail oriented, and able to document activities in the CRM tools deployed for accurate forecasting from a technical perspective
- Other duties as assigned
Knowledge, Skills and Abilities Required
- Excellent presentation and communication skills with the capability to present technical information and build rapport with a variety of audiences including line technicians to C-Level Executives
- Strong analytical skills with high attention to detail and accuracy in a high paced geographically dispersed organization
- Understanding of laws and regulatory requirements driving customer IT security programs
- Demonstrated attention to detail and commitment to excellence
- Ability to manage information using CRM tools including Salesforce and other tools used by the organization including Homerun Presales and Consensus
- Capable of managing multiple high priority tasks to successful completion
- Ability to travel a minimum of 35%, primarily (but not exclusively) within the EMEA region
Education and/or Experience:
- Four-year Bachelor of Arts or Science degree (or equivalent) preferred.
- Four years of sales engineering experience in the information security field (or equivalent experience) with additional years in a relevant role in the information security field required.
- CISSP or SANS Certification preferred
- IT security experience with understanding of Computer Incident Response/Forensics
- Network communication troubleshooting experience with strong TCP/IP skills, familiarity with SMTP, IMAP, HTTP, and other Internet protocols
- Experienced in troubleshooting solutions deployed in enterprise networks, understanding of proxies, LDAP/Active Directory, E-mail Infrastructure and other related technologies
- Experience with Virtual Machine Environments
- Experience with SIEM and/or Threat Intelligence platforms
- Experience completing RFPs and customer security questionnaires to enable deal closure
- Hands-on experience in providing information security services such as assessments, penetration tests, Security Operations Center preferred
- Hands-on experience in social engineering testing and analysis preferred
- Experience creating and managing YARA rule sets desired
- Hands-on experience in incident response and computer forensics preferred
- Experience as a presenter on information security topics at conferences and events preferred
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.
