About the Role
Abnormal Security is seeking a Federal Sales Engineer to join our growing Sales Engineering team. As a Federal Sales Engineer, you will be our customer’s technical contact, and craft strategic business cases to win customers over & help them conquer their most intractable email security challenges.
In conjunction with The Federal Sales Team, you will be responsible for conducting in-person and remote product demos, articulating the technical value of Abnormal Security products, and driving successful outcomes for Proof of Value programs. The ideal candidate for the role will have the following skillset:
- Intimate knowledge of Federal and Civilian Market including terminology, buying cycles, programs, and purchasing decision factors
- Ability to tie technology to business outcomes and drive value
- Ability to influence your audience in virtual and in person formats
- High EQ; ability to read the room, engage people, be empathetic, listen and respond
- Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
- Ability to discover/uncover customer pain/requirements/objectives
What you will do
- Serve as the technical sales lead throughout the pre-sales cycle, including owning proofs-of-value (POV) results and driving their success, co-leading customer relationships with Federal Account Executives, and giving technical demos
- Provide technical pre-sales support for assigned Federal Account Executives
- You will also help influence product to comply with standards required for this market
- Assist Federal Account Executives in development and implementation of sales objectives and account-based penetration strategies
- Conduct technical and competitive landscape research to effectively address customer questions
- Serve as a technical resource for pre-sales security and platform diligence, including
- Educate sales executives and partners on Abnormal Security’s products, platform, and security
- Obsessively drive customer satisfaction
Must Haves
- 5+ years industry experience in sales engineering
- Technical background in messaging and Internet security principles
- Strong understanding of how Internet protocols work (HTTP, SMTP, DNS, etc.)
- Knowledge of networking topology, TCP/IP protocol, network configuration and components (firewalls, routers, etc.)
- Prior experience in selling software to Fortune 500
- Strong technical presentation and communication skills, both verbal and written
- Ability to see and present “the Big Picture”, uncover business challenges, and architect a solution to solve customer business issues
- Ability to work independently in a high-velocity environment
- Positive attitude, customer focus, and strong sense of ownership over customer results
- BSCS/BSEE or equivalent work experience
- CISSP, CEH and/or other relevant security certifications a plus
