About Us
Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the 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 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 Summary
The Field Sales Engineer is a pre-sales engineering role that provides technical expertise in sales engagements. They will develop sales strategies for enterprise accounts and actively manage multiple concurrent PoCs to drive enterprise-wide deployments of Sophos products and services.
What You Will Do
- Work closely with sales team counterparts to create a strategy for sales success in your named accounts.
- Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts.
- Support the generation of customer account sales pipeline, qualifying opportunities, and accurate forecasting pipeline.
- Own pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of concepts to demonstrate business value derived from Sophos solutions.
- Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
- Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
- Expand Sophos solutions and services within the existing customer base by educating key contacts and assessing a customer’s security needs.
- Support the negotiation of terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
- Externally evangelize Sophos by conducting trainings, engaging with social media, and speaking at Sophos events or industry groups.
- Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
- Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
What You Will Bring
- 3-5 years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
- Knowledge and experience of selling Managed Detection and Response (MDR) services as well as Incident Response offerings.
- Deep technical cybersecurity understanding including protection methods for Networks, Cloud Workloads, Windows, Linux and Mac OS devices
- Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
- Excellent verbal communication skills for delivering high-quality, engaging product demos.
- Ability to be seen as a trusted advisor to senior executives in large organizations and to clearly articulate competitive advantages, both technical and business level.
- Proven ability to deliver outstanding customer experience during PoC to support hand-off, with exceptional opportunity discovery and deal qualification skills.
- Knowledge of Mitre Attack Methods and Python scripting knowledge highly desired, and a strong understanding of the competitive landscape is an advantage
- Experience in selling through and with channel partners, and ability to thrive in a team selling environment
In the United States, the base salary for this role ranges from $96,000 to $159,000. In addition to base salary, we offer additional compensation including bonus eligibility and a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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Ready 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 wellbeing
Our Commitment To You
We’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 Protection
If 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
[email protected].
