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Sales Engineer - Public Sector



Sales & Business Development
United States
Posted on Friday, July 21, 2023
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
The Field Sales Engineer is a pre-sales engineering role providing technical expertise in sales engagements within the SLED Public Sector (State Local and Education). They will develop sales strategies for enterprise accounts and actively manage multiple concurrent PoC’s to drive enterprise-wide deployments of Sophos products and services. This Field Sales Engineer will cover the Western Region of the US: WA, OR, ID, NV, UT, AZ, CA, AK, and HI.

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 training, 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 in 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
Applicants in Colorado, California, Washington, and New York City may email for the up-to-date salary ranges for the position.
What's Great About Sophos?
· 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 that 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