Sales Engineer, Absolute Security

• 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 tailor demonstrations to align with the pain discovered
• 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 teams to deliver a strong PoV summary document and wrap-up presentations
• 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 them, but in partnership with your AE and CAM
• Hands-on experience administering Windows, Linux, and macOS environments, both endpoints and servers, with a clear understanding of the unique management, performance, and security challenges each platform presents
• 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
• Strong understanding of data-in-transit security (TLS, IPsec, VPNs, PKI, and certificate management), network services and design (routing, LAN/WAN architecture, and firewall configuration), and authentication protocols (SAML, RADIUS, and related methods)
• Skilled in endpoint and network troubleshooting, leveraging tools such as cURL, Wireshark, and log analysis to identify, isolate, and resolve complex technical issues across diverse environments

Desirable

• Absolute Security is looking for a Sales Engineer (SE) to provide technical sales support as a solution expert within our fast-growing North American Enterprise business
• The SE is a highly technical sales professional who is responsible for working with their account teams 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 will be expected to quickly come up to speed on our Absolute Secure Endpoint (Visibility, Control, Resilience, Resilience for Security and Resilience for Automation tiers) and Secure Access product offerings (Absolute VPN, Absolute ZTNA and Absolute Insights for Network)
• Your deep product knowledge, as well as in-depth knowledge of security, networking, 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 team to establish and execute sales strategy across your assigned region
• Assist in continued qualification and discovery to ensure the solutions being proposed solves pain for the customer
• 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’s products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria
• Works with leadership to relay data-driven customer insights into Product Management and assist in prioritizing features for the product roadmap
• Demonstrates strong discipline of documentation, maintaining accurate and up-to-date records of all sales activities in Salesforce.com
• Regularly collaborates with and educates technical peers within channel partners to uncover and develop new sales opportunities
• Responsible for providing technical expertise in support of net new sales and customer expansion opportunities (upsell and cross-sell) within existing accounts
• Regularly travels within the assigned territory to support sales activities, strengthen partner relationships, and engage with customers; up to 50% travel may be required
• Demonstrate self-sufficiency by effectively managing their territory with minimal oversight, able to independently learn, troubleshoot, and escalate issues when necessary
• Assists in completing customer vendor assessments by providing accurate technical and security information, ensuring timely and thorough responses to due diligence requests
• Protect the security and privacy of Absolute and its customers