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Senior Sales Engineer

Tokyo, JP, 106-6010

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

 

As a Sales Engineer you will handle all technical aspects of a sales cycle by determining technical requirements, matching them to Sophos solutions and making product trials and evaluations successful. You will explain complex topics to prospects, partners and customers in a clear and concise format with the goal of convincing them to buy, resell or recommend Sophos solutions. You will be required to provide a technical support and deployment support to a customer after sales occasionally.

 

Main Duties

 

  • Help sales to sell more and increase the company revenue by utilizing their technical sales skills to convince prospects to purchase Sophos solutions.
  • Present technical topics to channel partners.
  • Built relationships with channel partners.
  • Support the sales channel to qualify sales opportunities in conjunction in order to accurately determine product fit, size and probability of success.
  • Conduct product and company presentations and demos to prospects, channel partners and reviewers with the goal of getting them to buy, sell or recommend Sophos solutions.
  • Conduct in-depth needs analysis (via phone, email or in person) with prospect or partner technical staff to determine technical requirements and specifications of solution in line with Sophos best practices.
  • Collect and aggregate prospect and partner feedback, feeding into Product Management and other teams to better direct product development to meet market demand.
  • Assist partner technical staff in high-level design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines.
  • Address high volume of partner questions and requirements in a quality driven, comprehensive manner to ensure prospect satisfaction - solutions will come from personal knowledge/experience, co-workers, and knowledge systems.
  • Assist inside and partner sales force in the close of large opportunities by demonstrating technical fit of Sophos solutions.
  • Assist and manage frequent technical evaluations by working with partners through proof of concept testing and implementation with the goal of a strong recommendation to purchase Sophos products.
  • Occasional internal product training for sales staff, SE team, other organisational teams
  • Developing and delivering custom training for prospects/customers and partners on an as-needed basis to supplement other training staff.
  • Influence technical and non-technical buyers to prefer Sophos products
  • Achieve and maintain technical expert and sales expert certifications across entire product line
  • Provide a technical support to a customer after sales occasionally.

 

Skills & Experience

 

Essential:

  • Experience in technical pre-sales support with networking devices like firewalls, proxies, VPN gateways, UTMs, Endpoint Security, Encryption and Mobile/Wireles
  • Good technical expertise in architecture components in design solutions (network design, routing, switching, etc.)
  • Good technical expertise in networking and endpoint associated components
  • Excellent competitive technical understanding of major competitors
  • Experience working with and supporting channel partners
  • Experience working with mail and directory service environments (Exchange, AD, eDir, RADIUS)
  • Deep technical knowledge of security concepts and business requirements
  • Ability to link product features to business benefits and requirements
  • Ability to perform need assessment, understanding technical needs/fit pain points and competitive threats.
  • Strong presentation, communication and interpersonal skills
  • Excellent project management skills
  • Ability to thrive in a team selling environment
  • Good communication skills, both written and verbal in Japanese and English. (The incumbent will need to liaise with local as well as regional co-workers)

Desirable:

  • Systems administration experience (Windows/Linux/MacOS
  • Good technical expertise of cryptography systems (encryption, signature, certificates, smartcards/tokens, etc.
  • Experiences in design of wireless networks
  • Experience working and supporting SMB and Enterprise customer
  • Experience working and supporting channel partners

 

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.


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