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Senior Sales Engineer

Sydney, NSW, AU, 2060

Sales

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 Sales Engineer(SE) will lead the technical relationship in a regional territory comprising of prospects, customers and channel partners, developing and implementing strategy and 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 the Sophos cybersecurity system, Synchronized Security.   

The SE 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. 

 

What You Will Do  

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 technical relationships people at all levels including operations, architects, managers, and executives where appropriate as defined in the account plan(s) 

  • Develop and maintain in-depth understanding of industry sectors, changing needs, and key cyber security drivers 

  • Ensure that Sophos solutions are deployed effectively, by Partners or Sophos Professional Services to ensure customer satisfaction and best customer experience 

  • 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, proactively working with partners in accounts, leveraging their expertise and/or contacts to drive pipeline and opportunity closure 

  • Deliver technical partner enablement  that will actively build and maintain partner capability with Sophos solutions and Certifications 

  • Present the Sophos  vision & technical strategy coherently and consistently to a technical and business audience, within the Sophos Channel partner community 

  • Identify opportunities to align with partners and propose / validate solutions, allowing channel partners to lead with Sophos  solutions and services  

  • Develop, grow and maintain a network of key channel partner technical contacts 

 

What You Will Bring  

Essential 

  • You must have pre sales experience and excellent technical knowledge within cyber security and or networking  

  • Excellent knowledge and experience with a wide variety of IT technologies and security solutions, working in the IT security business 

  • Email Flow - Exchange / Domino, Cloud Solutions, AV and Anti-SPAM products 

  • SOC Operations – IT Process Automation / Orchestration 

  • Knowledge and experience with cyber threat landscape  

  • Demonstrable experience with systems installation, configuration and administration of routers/switches, UNIX/Linux and Windows-based systems (prior Active Directory/LDAP experience desirable).  

  • Experience with L2-L7 Networking.  Industry knowledge of security and network product and technology trends in but not limited to, firewalls, IDS / IPS, HTTP/SSL Proxies, SSL, SOAR and SIEM products 

  • Knowledge of competitive solutions and solution selling strategies. 

  • Experience selling, demonstrating, installing or troubleshooting network security products. 

 

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.


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