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Mid-Market Sales Engineer

3 months ago

Remote, Oregon, United States Abnormal Security Full time

About the Role

Abnormal Security is seeking an Mid-Market Sales Engineer (Central) to join our growing Sales Engineering team. As a Mid-Market Sales Engineer, you will be our customer's technical contact, and craft strategic business cases to win customers over & help them conquer their most intractable email security challenges.

In conjunction with Mid-Market Account Executives, you will be responsible for conducting in-person and remote product demos, articulating the technical value of Abnormal Security products, and driving successful outcomes for Proof of Value programs.

  • Ability to tie technology to business outcomes and drive value
  • Ability to influence your audience in virtual and in person formats
  • High EQ; ability to read the room, engage people, be empathetic, listen and respond
  • Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
  • Ability to discover/uncover customer pain/requirements/objectives

What you will do

  • Serve as the technical sales lead throughout the pre-sales cycle, including owning proofs-of-value (POV) results and driving their success, co-leading customer relationships with Mid-Market Account Executives, and giving technical demos
  • Provide technical pre-sales support for Mid-Market Account Executives
  • Assist Mid-Market Account Executives in development and implementation of sales objectives and account-based penetration strategies
  • Conduct technical and competitive landscape research to effectively address customer questions
  • Serve as a technical resource for pre-sales security and platform diligence, including
  • Educate sales executives and partners on Abnormal Security's products, platform, and security
  • Obsessively drive customer satisfaction

Must Have

  • 3+ years sales engineering OR relevant industry experience
  • Strong technical presentation and communication skills, both verbal and written
  • Ability to see and present "the Big Picture", uncover business challenges, and architect a solution to solve customer business issues
  • Ability to work independently in a high-velocity environment
  • Positive attitude, customer focus, and strong sense of ownership over customer results

Nice to Have

  • BSCS/BSEE or equivalent work experience
  • CISSP, CEH and/or other relevant security certifications a plus
  • Technical background in messaging and Internet security principles
  • Strong understanding of how Internet protocols work (HTTP, SMTP, DNS, etc.)
  • Knowledge of networking topology, TCP/IP protocol, network configuration and components (firewalls, routers, etc.)

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