Senior Sales Engineer_Qld

About UsSophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos' services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company's cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos' security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos' services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.Role SummaryThe role of the Senior Sales Engineer at Sophos is pivotal in driving technical relationships and strategy within a defined regional territory. This individual will be at the forefront of engaging with prospects, customers, and channel partners, guiding them through the complexities of cybersecurity challenges. Their primary focus will be on leveraging Sophos' cutting-edge cybersecurity system, Synchronized Security, to provide tailored solutions.Key responsibilities include collaborating closely with focus partners and end customers to identify and address intricate security issues. By mapping technical solutions to specific business needs and projects, the Senior Sales Engineer ensures that both customers and partners achieve maximum satisfaction. Additionally, they play a crucial role in shaping Sophos' positioning as a strategic partner, thereby driving revenue growth and fostering new customer opportunities in collaboration with the sales team, both in the short and long term.What You Will Do

• Responsible for achieving technical closure on sales opportunities from both customers and partners. This involves understanding the technical intricacies of the solutions offered by Sophos and effectively communicating their benefits to potential buyers.
• Delivering technical enablement to channel partners, ensuring they possess the necessary competency to effectively promote and implement Sophos solutions. This includes providing training, resources, and support to enhance the channel's understanding and proficiency in Sophos products and services.
• Play a key role in developing channel partners and Managed Service Providers (MSPs), guiding them in tailoring solutions that cater to the needs of enterprise, midmarket, and small to medium-sized businesses (SMBs). This involves aligning solutions with Sophos' Synchronized Security framework to maximize effectiveness and value.
• Drive sales revenue to meet regional targets. This requires a proactive approach to identifying opportunities, nurturing relationships with customers and partners, and leveraging technical expertise to secure deals and generate revenue for Sophos.
• Establish yourself as a trusted advisor to partners and customers working with Account Managers and local partners/integrators within your territory
• Advise customers and deliver high-level solution designs and strategies across the entire Sophos product/services range
• Develop technical relationships with people at all levels including operations, architects, managers, and executives where appropriate as defined in the account plan(s)
• Develop and maintain an in-depth understanding of industry sectors, changing needs, and key cybersecurity drivers
• Ensure that Sophos solutions are deployed effectively, by Partners or Sophos Professional Services to ensure customer satisfaction and the best customer experience
• Identify and document specific problems at prospects and customers that can be solved through the deployment of a Sophos solution.
• Recognize new business opportunities in assigned account(s) and helps to build and qualify pipeline of opportunities
• Own and complete the technical sales cycle from early opportunity technical qualification up to a technical closure
• Actively participates in account and territory planning, developing and influencing plans, with assigned account managers and channel partners
• Work with aligned channel partners in the territory and establish long-term relationships, proactively working with partners in accounts, leveraging their expertise and/or contacts to drive pipeline and opportunity closure
• Deliver technical partner enablement that will actively build and maintain partner capability with Sophos solutions and Certifications
• Present the Sophos vision & technical strategy coherently and consistently to a technical and business audience, within the Sophos Channel partner community
• Identify opportunities to align with partners and propose/validate solutions, allowing channel partners to lead with Sophos solutions and services
• Develop, grow, and maintain a network of key channel partner technical contacts

What You Will Bring

• Prior experience in pre-sales roles, coupled with a strong technical background in cybersecurity and/or networking, is essential for effectively engaging with customers and partners.
• Demonstrated expertise with a diverse range of IT technologies and security solutions is required. This includes proficiency in areas such as email flow management (Exchange/Domino), cloud solutions, antivirus (AV), and anti-spam products.
• Familiarity with Security Operations Center (SOC) operations, including IT process automation and orchestration, is beneficial for understanding the operational aspects of cybersecurity.
• A comprehensive understanding of the cyber threat landscape is crucial for identifying and addressing emerging security challenges effectively.
• Strong familiarity with Layer 2 to Layer 7 networking concepts is required. This includes knowledge of security and network product trends, such as firewalls, intrusion detection/prevention systems (IDS/IPS), HTTP/SSL proxies, SSL, Security Orchestration, Automation, and Response (SOAR), and Security Information and Event Management (SIEM) products.
• Awareness of competitive solutions and solution-selling strategies is important for effectively positioning Sophos products and differentiating them from competitors in the market.
• Prior experience in selling, demonstrating, installing, or troubleshooting network security products is highly beneficial for understanding customer needs and providing effective solutions.

Desirable * Demonstrable experience in systems installation, configuration, and administration is necessary, including proficiency with routers/switches, UNIX/Linux, and Windows-based systems. Prior experience with Active Directory/LDAP is desirable.#LI-Remote#LI-FC1#B2Ready to Join Us?At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back - we encourage you to apply.What's Great About Sophos?· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.· Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit· Employee-led diversity and inclusion networks that build community and provide education and advocacy· Annual charity and fundraising initiatives and volunteer days for employees to support local communities· Global employee sustainability initiatives to reduce our environmental footprint· Global fitness and trivia competitions to keep our bodies and minds sharp· Global wellbeing days for employees to relax and recharge· Monthly wellbeing webinars and training to support employee health and wellbeingOur Commitment To YouWe're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.Data ProtectionIf you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.