Sales Engineer (Based in Sydney)

Sydney, NSW, AU, 2040


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 Sales Engineer will lead the technical relationship in a regional territory comprising of prospects, customers, and channel partners, developing and implementing strategy, and building technical relationships. The successful candidate will have the ability to work with focus partners and end customers to uncover complex security challenges and drive solutions leveraging our Sophos cybersecurity system, Synchronized Security.  The Sales Engineer is the technical sales representative and ensures full customer and partner satisfaction, by mapping technical solutions for business problems and projects, as well as Channel partners strategies. The role will ultimately lead the positioning of Sophos as a strategic partner, driving incremental revenue and developing new customer license opportunities in partnership with sales both in the short and long term.


Main Duties

The role will require candidates to show deep understanding in identifying customer’s requirements and developing and articulating solutions to address the following:
•    Gain technical closure of sales opportunities from customer and partner
•    Deliver Chanel technical enablement to assure Sophos solution competency within channel and distribution
•    Develop Channel Partners and MSP’s to outlay solutions applicable to enterprise, midmarket and SMB mapping to Sophos Synchronized Security
•    Drives sales revenue to meet regional targets

Establish yourself as a trusted advisor to partners and customers working with Account Managers and local partners / integrators within your territory to: 

Customer Relationships:
•    Advise customers and deliver high-level solution designs and strategy across the entire Sophos product / services range
•    Develop relationships with customer’s technical people at all levels including operations, architects, managers, and executives where appropriate as defined in the account plan(s)
•    Maintain an in-depth understanding of the customer organization and industry sector, changing needs, and key business drivers
•    Ensures that Sophos solutions are deployed effectively and appropriately, either by Sophos Professional Services or partner / integrator services and are delivering business value to the customer – on going customer satisfaction
•    Identify and document specific problems at prospects and customers which can be solved through the deployment of a Sophos solution. 
•    Recognize new business opportunities in assigned account(s) and helps to build and qualify pipeline of opportunities 
•    Own and complete the technical sales cycle from early opportunity technical qualification up to a technical closure
•    Actively participates in account and territory planning, developing and influencing plans, with assigned account managers and channel partners

Partner / Integrator Relationships:
•    Work with aligned channel partners in territory and establish long-term relationships with these partners, proactively working with them in the accounts and leveraging their expertise and/or contacts to drive pipeline and opportunity closure.
•    Identify opportunities to align with partner Integrators and propose / validate solutions, allowing channel partners to lead with Sophos  solutions and services 
•    Deliver technical partner enablement  that will actively build and maintain partner capability with Sophos solutions and Certifications
•    Develop, grow and maintain a network of key channel partner technical contacts
•    Present the Sophos  vision & technical strategy coherently and consistently to a technical and business audience

Skills & Experience

•    Demonstrable experience with systems installation, configuration and administration of routers/switches, UNIX/Linux and Windows-based systems (prior Active Directory/LDAP experience desirable). 
•    Experience that emphasizes L2-L7 Networking.  Industry knowledge of security and network product and technology trends. 
•    Knowledge of competitive solutions and solution selling strategies.
•    Experience selling, demonstrating, installing or troubleshooting network security products.

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.