The Mid-Market Sales Engineer will act as a technical contact for customers, conducting product demos, articulating the technical value of Abnormal Security products, and ensuring successful outcomes in pre-sales engagements. Responsibilities include developing strategic business cases, addressing customer concerns, and enhancing sales objectives alongside Account Executives.
About the Role
Abnormal Security is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As a Mid-Market 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 Mid-Market Account Executives, 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.
- 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 Mid-Market Account Executives, and giving technical demos
- Provide technical pre-sales support for Mid-Market Account Executives
- Assist Mid-Market 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
- 3+ years sales engineering OR relevant industry experience
- Fluency in a Nordics Language
- 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
Nice to Have
- BSCS/BSEE or equivalent work experience
- CISSP, CEH and/or other relevant security certifications a plus
- 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.)
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