Sales Engineer, Menlo Security
Southeast US
Cloud-based security platform
Be an early applicant
Cloud-based security platform
201-500 employees
Be an early applicant
201-500 employees
Company mission
To help businesses and organizations achieve full online productivity to achieve their goals by pre-emptively eliminating cyber attacks.
Role
Who you are
- Bachelor's or Master's degree in Computer Science or a related discipline, or equivalent experience
- 4+ years of pre-sales experience in the computer networking or security space
- Strong knowledge and hands-on experience across core areas including web proxy technologies, network security (firewalls, IDS/IPS, HTTP/SSL proxies), network engineering fundamentals (OSI model, IPv4/6, routing, switching, DNS, VLANs and subnetting), and email security and mail flow
- Excellent written and oral communication skills, with the ability to articulate both the business value and the technical advantages of Menlo Security solutions
- A strong sense of accountability and ownership, a proactive, get-it-done attitude, and a passion for continuous learning
Desirable
- Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals
- Network forensics experience, including packet capture and analysis
- Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling
- Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI)
- Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques
- Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses
- Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of your everyday workflow
- Self-directed, with the ability to prioritize and execute project tasks in a methodical, disciplined manner and set clear expectations with stakeholders and team members
What the job involves
- The Menlo Security Sales Engineer is a customer-focused, technical sales professional who provides guidance and support to prospective and current customers across the region
- Partnering closely with Regional Sales Managers and channel partners, the Sales Engineer scopes, recommends, and demonstrates security-focused solutions that map to each customer's business needs and budget
- Acting in a consultative capacity, they serve as a trusted technical resource for account teams, partners, and customers alike
- The team uses AI-assisted tools throughout the sales cycle, from account research and call preparation to drafting technical responses, so more time goes to the customer conversation and less to administration
- Outcomes & KPIs:
- Key Outcome(s) Owned:
- Technical wins on regional sales opportunities, from discovery through successful proof of concept to close
- Partner technical self-sufficiency across the assigned region
- Success Metrics / KPIs:
- Technical win rate on supported opportunities
- Proof of concept conversion rate (POC to closed-won)
- Average POC cycle time from kickoff to technical decision
- Number of partner engineers enabled/certified per quarter
- Quality of field feedback delivered to Product Management and Engineering (adoption of submitted insights)
- What You'll Do:
- Articulate the benefits of Menlo Security solutions to both technical and non-technical audiences, and research the technical requirements of each opportunity to scope and architect a solution that meets the customer's needs
- Understand the customer's business drivers and map them to a Menlo Security solution that fits both their needs and their budget
- Lead proof of concept engagements on regional sales opportunities, including deployment and configuration of Menlo Security services or software, training users on the solutions, and acting as the interface between Sales and technical staff to resolve open issues
- Use AI-assisted tools to prepare for customer engagements (account research, competitive positioning) and to draft and refine technical documentation, RFP responses, and follow-up communications, applying your own judgment for accuracy and fit
- Work closely with regional Menlo Security partners to build partner self-sufficiency and drive partner-led opportunities
- Work closely with customers to grow and expand their implementation and integration of Menlo Security products
- Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering, using AI-generated call summaries and CRM enrichment to keep account records current with less manual effort
Our take
Menlo Security takes a “zero trust” approach to computer threats by isolating all of a business’s web browsing and putting it on a remote server. Instead of depending upon software to scan and search for threats, it prevents attacks from ever reaching the system. Browsing activity no longer takes place on the end user’s device; instead, it all happens on a remote cloud service, which is operated by the company. This service is the largest secure web gateway in the world.
Menlo Security has focused on protecting businesses from web and email attacks, and its model means that it can be integrated with most popular browsers. A particularly appealing aspect of its service is that it doesn’t require businesses to install new software or change their approach, drastically reducing friction for users and making onboarding a far simpler experience.
Currently used by 8 out of 10 of the world's largest banks and capable of completely stopping up to 90% of threats, Menlo Security is in a strong position. It is still developing its services, however, and most recently building out a range of AI-powered tools to detect and prevent phishing and ransomware attacks. Moves like this seem likely to help keep Menlo Security at the forefront of its sector.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2020
$100m
SERIES E
Jul 2019
$75m
SERIES D
Total funding: $260.5m
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Amir Ben-Efraim
(Co-Founder & CEO)Having studied at UCB, Stanford, and UCLA, they worked in Business Development at Check Point Software before founding Blue Wireless in 1999. They continued to work in Security Software, before co-founding Menlo Security in 2013.
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