Manager , Sales Engineering

Ahmedabad, GJ, IN, 380006


Sophos makes IT security simple with next-generation solutions that protect networks, servers, and devices, wherever they are. Today, more than 100 million users in 150 countries and a global network of channel partners trust Sophos to deliver simple solutions to complex security challenges. Focused on innovation and backed by a global network of Sophos Labs threat intelligence centers and industry-leading support, Sophos delivers solutions that are simple to deploy, maintain, and manage, enabling organizations to focus on performance and growth. Sophos — Security made simple.

Job Purpose

This is the key role; you will manage, direct and drive the team of Sales Engineers geographically dispersed across South, East, and West Africa. You will be the technical leader for the region, you will work closely with the country Sales Managers, Africa Marketing Manager and Global Training Team to create and implement strategic plans for Partner, Distributor and Customer Enablement. You will develop executive relationships with key partners, distributors and key customers. Your guidance, expertise, and mentorship of your team of SEs will keep them ahead of the competition and staying on the leading edge of Cyber Security Solution.


We are looking for a Technical Leader to develop our sales teams, providing training and technical support as a product expert. Additionally, you will provide feedback to the product management team on new feature requests and product improvements based on what you learn from your team, partners and customer base. Your team, in partnership with the sales account managers, will displace competitor technologies and build market share.


You will work from Sophos Ahmedabad office and report to the Director – Sales Engineering (MEA).


Experience, Skills and Expertise:


  • Engineering Graduate or Masters in IT, Computer Science
  • Minimum 3 years of Sales Engineering Manager (Presales) experience is required
  • Minimum of 7 years of Sales Engineer (Presales) experience in the Cyber Security (Preferably in Network Security) industry including practical knowledge of Next-Gen Firewall, and Endpoint Protection Solutions
  • Past experience of working as a Team Lead of Sales Engineering Manager for Middle-East or Africa region is preferred
  • Thorough understanding of the Sales Engineering (Pre-Sales) process and Sales Processes is must
  • Experience in managing technical projects and leading team of highly technical individuals is must
  • Knowledge of the following technologies and protocols:
    • Next-Gen Firewall, Prxy, Email Gateway, Web Gateway, WAF
    • Endpint Protection, Server Protection
    • Ruting, Switching (Static, Dynamic and Multicast)
    • VPN Technlogies (IPSec, SSL, L2TP)
    • Authenticatin (Active Directory, LDAP, Radius, 2FA, MFA)
    • Clud & Virtualization Platform (AWS, Azure, Google, VMWare)
  • Demonstrated strong written, oral and presentation skills with the ability to discuss highly technical concepts to a variety of audiences.
  • Experience in developing cost-effective solutions around customer needs
  • Develop team members capabilities in support of individual career goals and team objectives
  • Understand the basics of managing technical people and the associated process of running a region
  • Understand the value of best practices and apply best practices and other tools to drive business results.
  • Communicate a clear vision and strategy for the account that inspires and empowers the team to execute within a common framework
  • Ability to represent and articulate the organisations solution to prospects & customers at both a technical (CTO/CIO) & business (CMO) level.
  • Able to get things done without direct line authority; able to exercise personal influence, resolve conflict, and bring about required behaviours


Roles and Responsibilities:


  • Manage and motivate a team of Sales Engineers across South, East and West Africa region
  • Develop technical skills of Sales Engineers on Sophos flagship product line such as Sophos Central Product Line (Intercept-X, Endpoint, EDR, Email Protection, Cloud Security), Sophos XG Firewall
  • Plan, execute and monitor country specific Partner Enablement activities such as Training, Technical Workshops, Webinars, White-boarding sessions etc
  • Travel within assigned territory to develop relationship with Sales Engineers, Country Sales Managers, Key Partners, and Distributors
  • Serve as the main technical lead on sales calls and answer / educate the sales engineers, sales managers, partners, customers on issues ranging from product features, technology, functionalities and new offerings
  • Work closely together with the Sales Engineers and Account Managers in order to maximize the primary business focus and serves as a team leader responsible for the quality and success of the Sales Engineers
  • Conduct frequent Technical Knowledge sharing sessions for internal teams, partners and distributors to highlight products, and solutions
  • Be a mentor for the Sales Engineers and have direct involvement in their career paths at Sophos
  • Perform limited post-sales support for highly potential customers or partners
  • Evaluate and prioritize requests for product changes and enhancements
  • Prioritize customer requirements and present business case to the product development team for feature request
  • Work closely with regional marketing team to plan technical events such as roadshows, partner events, customer workshops
  • Closely monitor Proof-of-Concept (POC) assigned to SE team or managed by partner to ensure highest success rate
  • Do quarterly SWOT analysis for focused partners to measure success of Partner Enablement activities done by Sales Engineer
  • Define, implement and monitor Key Responsibility Areas (KRA) and Key Performance Indicators (KPI) for Sales Engineers
  • Recruit and hire new Sales Engineers in the region, hiring the best talent in the industry
  • Support Sales Engineers in complex evaluations, problem solving and challenging customer environments
  • Discuss competitor products in the marketplace and positions Sophos as the best alternative


Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.

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