Sales Engineer, Absolute Security

• Experience with complex technical sales cycles, including deep discovery as well as scoping, executing, and presenting complex Proof of Value (evaluations)
• Ability to communicate technical concepts to all levels of people, from IT, Network and Security managers to Line of Business owners to CIO and CISOs
• Proficiency in endpoint security, IT operations, vulnerability management, and compliance
• Strong expertise in patch and vulnerability management for common operating systems, including the change control strategies and operations required to support them
• Strong understanding of Windows (Desktop and Server), macOS, and Linux operating systems, including network stacks
• A strong understanding of network topology, TCP/IP configurations, and components (e.g., firewalls, routers)
• Familiarity with cloud environments (AWS, Azure, Google) and security automation
• Experience as a security practitioner or expertise in areas such as DevOps, application security, or threat intelligence is advantageous
• Fluent verbal and written communication in English

Desirable

• Absolute Software is looking for a Sales Engineer (“SE”) to provide technical sales support as a solution expert within our fast-growing EMEA business
• The SE is a highly technical sales professional who is responsible for working with Account Executives (AEs) and Channel Account Managers (CAMs) to drive significant revenue growth within the region
• The SE manages the technical sales process, primarily during the discovery and validation stages of the sales process
• The SE is a technical evangelist for our software platform, representing the company with potential customers, partners, and at events
• You are skilled at performing detailed discovery that uncovers the customers’ current state and negative consequences, understanding their desired future state and positive business outcomes, and positioning technical solutions that provide real business value
• You can build Proof of Value (PoV) plans that validate the solution is strongly aligned with the customer needs and delivers quantifiable business value
• You can work with the customer to lead the PoV and then partner with your Account Executive (AE) and Channel Account Manager (CAM) to deliver a strong PoV summary document and wrap-up presentation
• You can smoothly handle objections while remaining focused on the important differentiators
• Finally, you can effectively build technical champions inside accounts and operate independently of, but in partnership with, your AE and CAM
• You will be expected to quickly come up to speed on our Absolute Secure Endpoint (Visibility, Control, Resilience) and recent acquisition of Syxsense Patch and Vulnerability Management product offerings
• Your deep product knowledge, as well as in-depth knowledge of security, IT operations, and operating systems will help you to effectively position our products, while also helping to solve difficult technical problems for potential customers during pre-sales presentations, demonstrations, and evaluations
• Partner with your Account Executives and Channel Account Managers to establish and execute sales strategy for your territory and key partners
• Deliver tailored technical sales presentations and demonstrations to prospective customers and partners
• Plan and execute Proof of Value (PoV, evaluation) activities. This includes scoping the PoV to align with the business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute Secure Endpoint products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria
• Working with your leadership, communicate feature requests and product ideas, backed by data from your sales engagements, into product management. Assist your leadership in working with product management to develop priorities for the company's product roadmap
• Partnering with your AE and CAM, document the ongoing sales cycles and PoVs in Salesforce.com
• Collaborate and education technical peers within Channel partners help uncover new sales opportunities
• Protect the security and privacy of Absolute and its customers