Role Description A Sales Engineer (SE) will partner with Sales in driving technical success throughout the pre-sales and early post-sales lifecycle. In this role, you will act as the technical authority during evaluations, helping prospective customers in Operational Technology (OT) and Industrial Control System (ICS) environments understand how our cybersecurity solutions address their operational and security challenges. As a mid-level SE, you will independently support sales opportunities, lead technical discovery, deliver product demonstrations, and design solutions for complex OT environments. You will collaborate closely with Account Executives, Product, and Engineering to ensure customer requirements are met while contributing to the evolution of our technical sales motion. Key Responsibilities - Pre-Sales Technical Leadership - Partner with Account Executives to support mid-market and enterprise sales opportunities - Lead technical discovery to understand customer OT/ICS environments, constraints, and security requirements - Design and present solution architectures that align with customer needs and operational realities - Demos, Evaluations & Proofs - Deliver tailored product demonstrations and technical presentations to OT engineers, security teams, and executive stakeholders - Support proof-of-concept (POC) and pilot deployments, including environment setup and success criteria definition - Respond to technical questions, RFPs, and security questionnaires during the sales process - Customer & Sales Enablement - Act as a trusted technical advisor to prospects throughout the buying journey - Assist with technical aspects of deal strategy, including positioning, differentiation, and risk mitigation - Support handoff from sales to post-sales teams to ensure smooth implementation and customer onboarding - Cross-Functional Collaboration - Provide field feedback to Product and Engineering based on customer needs and objections - Contribute to sales tools, demo environments, and technical documentation - Share best practices and lessons learned with the broader Solutions Engineering team Qualifications - 3–6 years of experience in a Solutions Engineer, Sales Engineer, Systems Engineer, or similar customer-facing technical role - Hands-on experience with OT, ICS, or industrial environments - Strong understanding of networking, security fundamentals, and Linux/Unix-based systems - Experience supporting enterprise or mid-market customers through technical evaluations - Ability to explain complex technical concepts to both technical and non-technical audiences - Strong presentation and communication skills - Experience in a SaaS or high-growth startup environment Requirements - Sales opportunities progress efficiently through technical stages - Prospects clearly understand the value and architecture of the solution - POCs and demos are well-executed with defined success criteria - Strong collaboration with Sales and post-sales teams - Increasing independence in handling complex technical scenarios Benefits - Competitive base salary - 70 / 30 split between base and commission - OTE between $180,000- $200,000.00 - Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning - 401K match - Unlimited PTO - Remote - Medical, vision, dental insurance - Clear performance milestones tied to expanded responsibility Company Description Dispel is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. We are committed to building a diverse team and encourage applicants from all backgrounds to apply. Beware of Hiring Scams: Dispel will never ask for payment or sensitive personal information such as social security numbers during the hiring process. All official communication will come from a verified company email address. If you receive suspicious requests or communications, please report them to people@dispel.com. All of our legitimate openings can be found on the Dispel Career Site at https://apply.workable.com/dispel/ .

• Lead high-impact sales engagements and complex Proof of Values (POV) from inception to completion. • Serve as the definitive technical objection resolution authority. • Lead high-stakes technical and business transformation discussions with C-level customer executives. • Act as a technical leader and mentor for Sales Engineers within Zscaler’s Healthcare Vertical. • Spearhead internal initiatives to boost depth of technical enablement and operational productivity.

• Lead consultative discovery sessions to advise enterprise customers on infrastructure modernization, cloud transformation, and operational automation — aligning DDI architectures across hybrid, multi-cloud, and distributed environments to real business outcomes • Guide customers in evolving legacy network services into API-driven, automated platforms, delivering practical recommendations on DNS, DHCP, IPAM, security integrations, and orchestration best practices • Own proof-of-value engagements end-to-end, designing integrated solutions that demonstrate automation outcomes, operational efficiency, risk reduction, and infrastructure resiliency using BlueCat and complementary technologies • Support customers with Infrastructure-as-Code strategies, automation frameworks, and API-driven integrations — and deliver technical workshops, architecture reviews, and executive presentations to both technical and business audiences • Partner with Customer Success and Professional Services to ensure seamless transitions from evaluation through deployment, adoption, and expansion • Collaborate cross-functionally with Product, Engineering, Marketing, and GTM teams to shape product direction, contribute to technical enablement content, and represent the field voice in strategic decisions • Manage engagement activity in Salesforce, operate effectively in a remote-first model, travel for strategic customer engagements when needed, and continuously deepen expertise in automation, AI-assisted operations, and modern enterprise architecture

• Manage assigned T2 Major Accounts to foster ongoing business relationships and support revenue growth. • Proactively identify and cultivate new opportunities within assigned accounts, expanding market reach and driving incremental revenue. • Establish long-term trusted relationships with key stakeholders, including technical staff and senior management. • Architect and deliver network and cloud solution designs leveraging a broad portfolio of technologies, using a consultative approach to align solutions with client business requirements and desired outcomes. • Lead the design and implementation of advanced solutions for customer engagement, network analytics, and operational automation, including AI-driven initiatives where applicable. • Integrate cloud SaaS offerings with customer BSS/OSS environments, ensuring seamless automation and operational efficiency. • Assist customers in configuration and testing of hardware and software platforms in lab, field trials, and production networks, guiding on technical best practices. • Deliver technical presentations and demonstrations to client technical staff and senior management, including C-level executives. • Support the preparation and response process for RFIs and RFPs. • Collaborate with cross-functional teams on continuous product, education, training, testing, and demonstration enhancements. • Partner closely with Sales to deliver technical sales-oriented presentations and support strategic account planning. • Contribute to the development and refinement of solution playbooks, interop guides, and best practices for T2 Major Accounts.