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Makati, Philippines
Hybrid
Role Summary
The Sales Engineer will lead the technical relationship in a regional territory comprising prospects, customers, and channel partners, developing and implementing a strategy and technical relationships.
The successful candidate will have the ability to work with / and:
· End customers
· Focus partners
· Discover complex security challenges
· Drive solutions leveraging the Sophos cybersecurity platform and services
As the Sales Engineer, you will be the aligned technical sales engineering representative and ensure full customer and partner satisfaction by mapping technical solutions for business problems and projects, as well as Channel partner strategies. This role will ultimately lead to the positioning of Sophos as a strategic partner, driving incremental revenue and developing new customer license opportunities in partnership with sales, both in the short and long term.
This role will require one day per week in the Makati office with the team
The role will require candidates to show a deep understanding of identifying customers’ requirements and developing and articulating solutions to address the following:
Gain technical closure of sales opportunities from customers and partners
Deliver Channel technical enablement to ensure Sophos solution competency within the channel and distribution
Drive sales revenue to meet regional targets
Establish yourself as a trusted advisor to partners and customers, working with Account Managers and local partners/integrators within your territory
Act as the primary technical advisor and trusted security consultant for key enterprise accounts and partners.
Lead technical presentations, demonstrations, and proof-of-concept (POC) engagements to showcase Sophos’ capabilities across Endpoint, XDR, Network, Cloud, and MDR.
Ability to articulate the business value, ROI, and strategic alignment of Sophos solutions.
Customer Relationships:
Advise customers and prospects, delivering high-level solution design/strategy across the Sophos products & services
Recognize new business opportunities in assigned account(s) and helps to build and qualify pipeline of opportunities
Develop technical relationships with people at all levels including security operations, security & IT architects, security managers and executives where appropriate as defined in account plan(s)
Develop and maintain in depth understanding of industry sectors, changing needs, and key cyber security drivers
Ensure that Sophos solutions are deployed effectively by Partners or Sophos Professional Services to ensure customer satisfaction and best customer experience
Identify and document specific problems at prospects and customers which can be solved through the deployment of a Sophos solution.
Own and complete the technical sales cycle from early opportunity technical qualification up to a technical closure
Actively participate in account and territory planning, developing and influencing plans, with assigned account managers and channel partners
Partner / Integrator Relationships:
Work with aligned channel partners in 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
You must have presales experience and excellent technical knowledge within cybersecurity, endpoint, and networking: Firewall, ZTNA, Access Points, XDR / EDR, SIEM, SOAR, incident response domain
Excellent knowledge and experience with a wide variety of IT technologies and security solutions, working in the IT security business
Email Flow - Exchange / Domino, Cloud Solutions, AV, and Anti-SPAM products
SOC Operations – IT Process Automation / Orchestration, Managed Detection and Response
Knowledge and experience with the cyber threat landscape
Demonstrable experience with Windows, macOS, Linux, routers/switches
Knowledge of competitive solutions and solution selling strategies.
Can work collaboratively with Sales, Marketing, Support, Product Management, and be the technical bridge between Sophos and customers, partners, or prospects
Excellent communication and presentation skills, with an ability to present to varied audiences, including operational to GMs and C-Level when appropriate.
Industry certification, such as CISSP, CEH, or equivalent vendor certifications
