Sales Engineer, Mid-Market

Although this role is remote, the ideal candidate will be located on the East Coast, US, and will work within the Eastern time zone

Absolute Security is looking for a Sales Engineer (SE) to provide technical sales support as a solution expert within our fast-growing North American Mid-Market East business, supporting our East Coast customers and partners. 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 owns the end-to-end technical sales process, from initial discovery through validation to commercial win. The SE is a technical evangelist for our software platform, representing the company with potential customers, partners, and at events.

You lead deep discovery that uncovers each customer’s current state, the cost of staying there, and the outcomes they want, then position technical solutions that deliver 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 lead the PoV with the customer, then partner with your account teams to turn the results into business proposals and wrap-up presentations that clearly demonstrate the value delivered. 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.

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.

What You’ll Do

• Own the end-to-end technical sales cycle for your opportunities, from discovery and validation through to commercial win
• Partner with your account team to establish and execute sales strategy across your assigned East Coast territory
• Assist with ongoing qualification and discovery to ensure proposed solutions address customer pain
• 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
• Work with leadership to relay data-driven customer insights to Product Management and help prioritize roadmap features
• Maintain accurate, up-to-date records of all sales activities in Salesforce.com
• Align tightly with technical counterparts across our channel and OEM business, educating and enabling them to uncover and develop new sales opportunities
• Provide technical expertise to support renewals, expansion, upsell, cross-sell, and net new business
• Regularly travel within the assigned East Coast territory to support sales activities, strengthen partner relationships, and engage with customers; up to 30% travel may be required
• Manage your territory with minimal oversight, independently learning, troubleshooting, and escalating issues when necessary
• Assist with customer vendor assessments by providing accurate technical and security information and timely, thorough responses to due diligence requests
• Protect the security and privacy of Absolute and its customers  

What You’ll Bring: 

• 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 

Nice to have skills: 

• Experience with selling methodologies such as Command of the Message and MEDDPICC
• Experience with Demo2Win methodology
• Experience selling SASE, SSE, VPN, EDR, Incident Response or other endpoint or network security tools
• Experience with programming or scripting languages such as PowerShell, Python, or Bash
• Experience with Cloud IaaS vendors including networking and security service operation
• Security (CISSP, GIAC, CompTIA Security+, etc.) or networking (CCNA, CompTIA Network+, etc.) certifications
• Experienced in patch and configuration management for endpoints and servers to maintain security, stability, and compliance
• Experience in IT or Security operations

Why Work For Us:

You’re resilient and passionate about securing the Work from Anywhere era. So are we.   

We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.  

Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.

Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel.