Senior Sales Engineer

Burlington, MA, US, 01803


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Role Summary

The Senior Sales Engineer is a technical consultant to Partners, Customers and the Sophos sales force. This position assists in crafting Partner onboarding strategies, documenting and fulfilling training needs, and as appropriate, will influence the customer decision making process across all levels of the business. He/she is known as a subject matter expert in multiple technical disciplines, and acts as a trusted advisor to technical professionals within their assigned territory. The Channel Sales Engineer is a business partner of the CAE/CAM and is empowered to ensure achievement of the Territory’s business objectives and revenue targets.


What You Will Do

  • Execution of the Sophos NA Channel Program strategies to ensure over-achievement of their business objectives in assigned territory: the entire state of Virginia
  • Deliver training to Partner Technical & Sales Teams
  • Drive coordination of technical resources both internally and externally as needed to close prospective opportunities 
  • Assist in increasing Channel and end-user adoption of Sophos products through events and training, seminars, webinars, technical trainings, and other activities as appropriate. 
  • Create development plans for all partner-based technical resources within territory to enable partner autonomy 
  • Actively participate in Channel QBR and Partner Plan reviews with Territory team 
  • Develop and maintain strong contacts and relationships with corporate resources that can assist in driving partner autonomy 
  • Develop synergies between the partner organization and corporate resources that can support the over-achievement of partner business objectives and initiatives 
  • Analyze partner’s business objectives by asking probing questions that are relevant to partner and prospects markets and industries. 
  • Attend partner meetings to assess partner capabilities and their customer’s satisfaction. 
  • Track and document partner technical capabilities for inclusion in planning and management 
  • Identify gaps in partner tactics as they relate to customer requirements to ensure customer satisfaction and provide tools and solutions to address the gaps. 
  • Maintain knowledge of competitive products to enable the capability to effectively address and dispel partner objections to Sophos solutions 
  • Work with the Sophos Channel Sales Team(s) and partners to formulate and implement both tactical and strategic sales initiatives within their assigned territory 
  • Identify and present training that accelerates the development of Partner technical resources 
  • Conduct on-going meetings with corporate resources to keep current on Sophos direction and products 
  • Demonstrate ability to relate partner business challenges to Sophos solutions 
  • Perform other duties as required. 


What You Will Bring

  •  Minimum of five years of industry related experience with a minimum of three years of technical sales experience.
  • Ability to gain the confidence of both Senior Management and Technical Staff of partners 
  • Build and maintain partner relationships to be significantly leveraged into driving additional Sophos business 
  • Share and maintain a mutual respect and rapport with entire sales organization 
  • Ability to influence technology decisions with a Sophos solution 
  • Ability to train partners and Sophos sales and technical personnel on architectures and solutions 
  • Ability to validate proposed solutions and architectures and create appropriate messaging for Sophos sales and technical staff as well as partners 
  • Must possess: 
  • Exceptional verbal and written communication skills. 
  • Demonstrated leadership in the aggressive pursuit of regional objectives. 
  • Background in IT and/or Business Consulting 
  • Excellent customer service/support skills 
  • Desire and drive 
  • Good listening skills 
  • Resilient and Versatile 
  • Ability to think “out-of-the-box” 
  • Independent and self-motivated 
  • Proactive 
  • Strong sense of urgency 
  • Ability to execute and see tasks to conclusion 
  • Good organizational and time management skills 
  • Excellent communication and presentation skills 
  • Adaptability and flexibility 
  • High motivation, high energy level, results-oriented 


Additional Desirable Skills

  • Channel/Partner Experience 
  • Sophos Solution Knowledge 
  • Sales and Technical Balance


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.


Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunites at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.

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.

Nearest Major Market: Boston

Job Segment: Consulting, Technology