Sr. Sales Engineer (Remote - Upstate New York)

Burlington, MA, US, 01803

Sales

Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.

 

Job Purpose

 

The Channel 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. 

 

Main Duties

  • Execution of the Sophos NA Channel Program strategies to ensure over-achievement of the their business objectives 
  • 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. 

 

 

Skills & Experience

Essential:

  • Bachelor's Degree or equivalent industry experience. 
  • Minimum of five years of industry related experience with a minimum of three years of technical sales experience. 

Desirable:

  • 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

 

 

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.

 

If you choose to explore this 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 opportunities 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

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