Job Description
As a Sales Engineer you will work alongside the French Sales force by supporting the sales cycle from a technical perspective.
You will be responsible for identifying the technical requirements within an opportunity, matching them to Sophos solutions (secure the technical recommendation from the Technical Buyer), and supporting the sale by positioning and demonstrating differences. You will provide product trials and evaluations to Sophos partners, new and existing customers in addition to providing technical training. You will be able to take and explain complicated technical solutions and pitch them at the required level of your audience with your end goal being to convince them to buy, resell or recommend Sophos solutions.
Responsibilities
What You Will Do:
- Serve as trusted advisors and technical lead on Sophos products and services opportunities.
- Evangelize Sophos by conducting trainings and speaking at Sophos events or industry groups.
- Work with all sales and account teams to provide support via remote engagements, product demonstrations, and answers to technical questions about our service offerings and threat intelligence
- Proactively manage and deliver technical information to customers and partners while building and maintaining key technical relationships.
- Work closely with product management and Sophos Labs to provide customer and partner feedback on features and product direction.
- Review sales opportunities passed from any of the sales teams, understanding the size, value, and technical complexity.
- Plan and prepare presentations to deliver the technical element of the sales, in conjunction with the salesperson owning the opportunity. Understand the composition of the audience and adapt the standard template presentation to meet their needs.
- Conduct technical demonstrations when required by the customer, using the standard demonstration software and tools.
- Own and maintain the demonstration software and tools, ensuring demos are up-to-date and demos available for new products as they are released.
- Provide presale technical expertise to Sales teams, focuses on our most valuable partners and accounts.
- Assume technical ownership of opportunities for assigned prospective and existing accounts.
- Build meaningful relationships with key customer technical decision-makers to understand customer requirements and recommend appropriate solutions.
- Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
- Conduct and manage technical virtual and onsite meetings, product demos, and proof of concepts with customers.
- Provides field-based support for events and face-to-face time with prospects and customers.
- Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
- Maintain up-to-date knowledge of industry, technical and competitive landscape.
- Own and project management for technical evaluations by working with prospects through proof of concept testing and implementation with the goal of a strong recommendation to purchase Sophos products.
- Developing and delivering custom training for prospects/customers and partners on an as-needed basis to supplement other training staff
- Work closely with sales, marketing teams & support teams
What You Will Bring:
Skills & Experience:
Essential:
- Minimum of 8 years of experience providing software technical support to channel partners and end users (e.g., designing, managing, administering, and supporting technical solutions)
- Technical knowledge of networking, endpoint security concepts
- Strong presentation, verbal communication, and interpersonal skills for marketing, technical and awareness events, webinars, etc.
- Technical writing skills are required to produce reference documents.
- Excellent project management skills
- Knowledge of security software industry, including competitors, market needs and trends
- Strong Troubleshooting skills
- Strong collaborative mindset and ability to work effectively as part of a team
- Proactive approach to learning and adopting new technologies
- Travel required within whole France territory
- Paris based
Desirable:
- Familiarity with Sophos solutions or similar competitive products is a plus
- Certifications in networking, security or cloud space is a plus
- Experience managing IT infrastructure
- Experience with pre-sales technical support
Language Requirements:
- Business English – fluent spoken and written (mandatory)
- Business French – fluent spoken and written (mandatory)
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