Sales Engineer (Africa and Middle East)

What you will do

• Lead POCs, demonstrations, and health checks for clients across the SME market in the MEA region.
• Build and nurture relationships with customers, understanding their unique needs and providing tailored solutions.
• Act as a trusted advisor, offering technical expertise and guidance to clients throughout the sales cycle.
• Collaborate with sales teams to drive revenue growth and achieve sales targets.
• Work closely with channel partners and distributors to conduct enablement sessions, ensuring they are well-equipped to represent Sophos products effectively.
• Provide support and assistance during POCs, demonstrations, and RFP processes, enabling partners to deliver high-quality presentations and proposals.
• Foster strong partnerships with channel partners, driving mutual success and growth in the region.
• Participate in security events, roadshows, and industry conferences as a representative of Sophos.
• Deliver presentations and speak at events, showcasing Sophos solutions and thought leadership in cybersecurity.
• Partner closely with Country Account Managers (CAM) and Country Account Executives (CAE) to understand local market dynamics, customer requirements, and sales strategies.
• Provide technical expertise and support to the sales team, assisting in solution positioning, proposal development, and customer presentations.
• Coordinate closely with sales members to ensure alignment between technical solutions and customer needs, driving successful outcomes and revenue growth.
• Collaborate with various internal functions, including Product Management, Support, Professional Services, and other relevant services, to address customer requirements and deliver comprehensive solutions.
• Serve as a liaison between sales and other internal teams, facilitating communication and ensuring seamless execution of customer engagements.
• Provide feedback to Product Management based on customer insights and market trends, contributing to the enhancement of Sophos products and services.
• Work closely with Support and Professional Services teams to ensure smooth implementation and ongoing support for customers, fostering long-term relationships and customer satisfaction.

What you will bring

• Technical Proficiency: Strong understanding of cybersecurity solutions, with expertise in areas such as network security, endpoint protection, and cloud security. Experience with Sophos products (Firewall / EDR / XDR) is highly desirable.
• Next-Gen Firewall, Proxy, Email Gateway, Web Gateway, WAF
• Routing, Switching (Static, Dynamic and Multicast)
• VPN Technologies (IPsec, SSL, L2TP)
• Authentication (Active Directory, LDAP, Radius, 2FA, MFA)
• Cloud & Virtualization Platform (AWS, Azure, Google, VMWare)
• DNS, SMTP, HTTP, HTTPS, POP3, IMAP, TCP/IP
• Endpoint Security (Anti-Virus, Anti-Ransomware, Web/Application Controls, DLP, and EDR/XDR)
• Security Operation Center (SOC) – SIEM/SOAR/3rd Party Integrations
• Customer Focus: Proven track record of building and maintaining relationships with customers (CxO Level), understanding their business challenges, and delivering value-added solutions.
• Sales Acumen: Ability to work collaboratively with sales teams, demonstrating technical prowess while aligning solutions with customer needs and business objectives.
• Channel Partner Engagement: Previous experience working with international channel partners, particularly in the MEA region, with a demonstrated ability to provide effective enablement and support.
• Communication and Presentation Skills: Excellent verbal and written communication skills, with the ability to articulate complex technical concepts in a clear and concise manner. Experience in public speaking and presenting at industry events is highly advantageous.
• Team Collaboration: Strong teamwork and collaboration skills, with the ability to work cross-functionally across sales, marketing, and product teams to achieve common goals.
• Adaptability and Initiative: Demonstrated ability to thrive in a fast-paced environment, with the initiative to take ownership of projects and drive them to successful completion.
• Educational Background: Bachelor’s degree in computer science, Engineering, or a related field. Relevant certifications in cybersecurity or sales engineering would be beneficial.
• Overall, 10 years of experience with minimum of 6 years of Sales Engineer (Presales) experience in the Cyber Security industry including practical knowledge of Next-Gen Firewall, and Endpoint Protection Solutions