• Help customers understand the value of Cribl during the sales process • Demo the product and answer customer questions during initial sales calls • Support customers during proof of concept sessions • Document interesting use cases in blog posts and product documentation • Up to 30% Travel • Perform duties outside your standard working hours occasionally

• Partner with Enterprise Account Executives to map out, execute, and win complex sales cycles across the META region. • Architect, Manage, and Deliver flawless PoVs and PoCs that decisively prove Menlo’s superiority over legacy security systems and competitors. • Conduct deep-dive architectural workshops with technical leaders at Tier-1 banks, telecom operators, and government ministries, handling objections regarding latency, local data residency, and proxy integration with ease. • Educate, inspire, and scale our regional Channel Partners, Distributors, and Global Systems Integrators (GSIs) to deliver Menlo's value proposition independently. • Act as the critical feedback loop between the META market's unique requirements (such as sovereign cloud and regional compliance) and Menlo’s global Product Management and Engineering teams.

• Work closely with sales team counterparts to create a strategy for success in your assigned accounts. • Assume technical ownership of all opportunities for assigned prospective and existing customer accounts in your assigned region(s). • Conduct pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of value 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. • Evangelize Sophos by conducting external training, engaging with social media, and speaking at events or industry groups. • Effectively utilize Salesforce and Vivun to track SE Activity and opportunities through presales stages. • Provide feedback to product teams and directly influence global product roadmaps and feature enhancements. • Utilize AI for efficiency, research, and wherever appropriate to enhance your deliverables to customers, prospects, and partners. • Work with the Channel Sales team and partner community to create a pipeline through indirect engagements. • Enable Channel partners through onsite meetings, trainings, and events.

Role Description We are looking for a Sales Engineer to build, implement and manage top standard SE strategy in an outstanding hyper-growth environment. In this role you’ll help our sales team to evangelize the power of Torq by assessing and understanding the technical business needs of our customers and prospects to help them achieve maximum value from our solution. This remote position is based in Canada. - Provide outstanding and effective pre-sales technical expertise and sales engineering processes. - Lead the Sales Engineering team in following sales methodology and best practices, as well as ensuring proper use of CRM system. - Partner with sales leadership and product groups to drive operational excellence and efficiency and meet quarterly and annual sales targets. - Ensure accuracy and accountability with internal systems and tools. - Provide technical guidance and support to the sales team, ensuring that they have the knowledge and tools needed to be successful. - Deliver compelling presentations to customers and prospects to ensure they understand the value of our solution. - Promote products and business solutions at conferences, forums, and seminars. - Participate in regional industry events/organizations as a thought leader. - Collaborate with a variety of internal functional areas to ensure solutions are implemented and supported in-line with client expectations. - Provide input on product development or enhancements to existing products to product management function. Qualifications - At least 5+ years of experience in pre-sales engineering/solutions engineering working with a SaaS Cloud Security product - Security knowledge is a must. - Bilingual English/French is preferred. - Deep understanding of pre-sales engineering and sales stage processes. - Public Cloud (AWS/GCP/Azure hands-on) working knowledge/experience. - Prior hands-on experience with scripting/programming languages with one or more languages such as Python, Powershell, bash, etc., and APIs. - Strong communication skills across internal and external stakeholders, including outstanding presentation skills for both technical and executive audiences. - Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously. - Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers. - Excellent knowledge and prior experience selling one or more cybersecurity solutions, including: SIEM, SOAR, EDR, Cloud Security, Email Security, etc. - Demonstrated success working with Fortune 1000 companies. - Strong customer relationship and people skills as well as strong written communications and presentation skills. - Excellent project management skills. - Ability to influence technical decision makers and executives. - Ability to travel frequently and participate in events. Company Description