Sophos
Cybersecurity
EnterpriseSalesEngineer
Neural analysis suggests this role is
optimal for Mid+ candidates.
“Enterprise Sales Engineer at Sophos. Skills: Pre-sales engineering, Cybersecurity, MDR, XDR. Create strategy for success in named accounts. Assume technical ownership of all opportunities”
Industry & Context.
Opportunity discovery; Deal qualification
What They're Looking For.
Must Have
8+ years experience in pre-sales engineering, Experience working with decision-makers in large organizations, Proven track record of achieving and exceeding sales quotas, Knowledge and experience supporting Managed Detection and Response (MDR) services, Knowledge and experience supporting Incident Response, Knowledge and experience supporting Advisory Services, Deep technical cybersecurity understanding, Understanding of protection methods for Networks, Understanding of protection methods for Cloud Workloads, Understanding of protection methods for Windows, Understanding of protection methods for Linux, Understanding of protection methods for Mac OS devices, Deep understanding of how AI is applied to modern cybersecurity challenges, Understanding of practical AI implementation and use cases, Well versed in enterprise sales cycles, Well versed in buyer personas, Well versed in decision-making processes, Ability to navigate enterprise sales cycles, Excellent verbal communication skills, Ability to deliver high-quality, engaging product demos, Ability to be seen as a trusted advisor to senior executives, Ability to clearly articulate competitive advantages, Proven ability to deliver outstanding customer experience, Exceptional opportunity discovery skills, Exceptional deal qualification skills, Experience in selling with channel partners, Ability to thrive in a team selling environment
Nice to Have
Understanding of the competitive landscape is an advantage
What You'll Do.
Create strategy for success in named accounts
Assume technical ownership of all opportunities
Conduct pre-sales engagements
Conduct demonstrations
Conduct onsite meetings
Conduct proof of value
Demonstrate business value from Sophos solutions
Coordinate to generate Contract Bids
Coordinate to generate Proposals
Coordinate to generate RFI/RFP Responses
Coordinate to generate Statements of Work
Develop relationships with key buyers
Develop relationships with key influencers
Leverage relationships during sales process
Expand Sophos solutions within existing customer base
Assess customer's security needs
Support Account Executives
Conduct external training
Engage with social media
Speak at industry groups
Utilize Salesforce to track SE Activity
Utilize Vivun to track SE Activity
Track opportunities through presales stages
Provide feedback to product teams
Influence global product roadmaps
Influence feature enhancements
Utilize AI for efficiency
Utilize AI for research
Enhance deliverables to customers
Enhance deliverables to prospects
Enhance deliverables to partners
Work with Channel Sales team
Work with partner community
Create pipeline through indirect engagements
Enable Channel partners
Conduct onsite meetings with partners
Conduct trainings with partners
Conduct events with partners
How You'll Work.
Team & Collaboration
Sales team counterparts; Internal groups; Channel Sales team; Partner community; Team selling environment
Communication Scope
Verbal communication; Product demos; Technical articulation
Full Job Description
## Description About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary The Enterprise Sales Engineer is a pre-sales engineering role that provides technical expertise in sales engagements. Sales Engineers provide subject-matter expertise covering the full Sophos portfolio including; MDR, XDR, Firewall, NDR, Email Security, Endpoint and Server Security, and Advisory Services in support of Sales in the assigned territories. ## What You Will Do Work closely with sales team counterparts to create a strategy for success in your named accounts. Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts in your assigned
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