Sales Engineer, Mid-Market

Description

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

Join the "Get Stuff Done" Culture Shaping the Future of Cybersecurity and Resilience

Are you passionate and committed to cybersecurity and cyber resilience in the new era of Frontier AI? If the answer is yes, then Absolute Security may be the home for you.

In the new AI-driven business world, Absolute Security has emerged as a leader in Autonomous Cyber Resilience. Thousands of customers trust our AI-native platform to defend their organizations against threats, reduce risk, and recover immediately from disruptions before they turn into financial losses. Through partnerships with the world's leading endpoint device manufacturers, Absolute is embedded in the firmware of 600 million endpoints. This unique position gives us an almost ubiquitous presence in the world's PC and advanced AI workstation environments.

As part of our mission to become the World's Most Trusted Security Company, we are shaping the next decade of security, compliance, and resilience through innovations that help customers remain defended against AI-driven threats and challenges, stop downtime when disruption hits, and drive meaningful change in the IT and cybersecurity markets. To further our goals, we are searching for the best and brightest to join our Get Stuff Done (GSD) culture. We seek motivated candidates who are innovators, sellers, marketers, financiers, operators, engineers, developers, and customer professionals to join our world-class team.

Gartner, Forrester, IDC, Frost & Sullivan, and other top industry analyst firms recognize Absolute Security as critical to the emerging Cyber Resilience market, and a key competitor in the endpoint management and security, secure network access, and Zero Trust markets. The company has earned prestigious product and leadership honors including the Frost & Sullivan Competitive Strategy & Leadership award, the Cybersecurity Excellence Award for Cyber Resilience solutions, and the SC Magazine Power Players list.

Absolute Security is headquartered in Seattle, Washington, with international offices in Vancouver, BC; Austin, TX; Ankeny, IA; Reading, UK; Tokyo, Japan; and Ho Chi Minh City, Vietnam. As a native work-from-anywhere company, we give employees the flexibility to thrive in remote, hybrid, and in-office environments.

Learn more about Absolute: www.absolute.com, Blog, LinkedIn, YouTube, X

Absolute Security is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]