Sales Engineer

As a Sales Engineer at Silverfort, you'll be responsible for overseeing all technical aspects of the sales cycle. This includes performing high-level technical presentations and demos, managing end-to-end POCs, and responding to customer technical queries and RFI/RFPs. You'll play a vital role in establishing relationships with engineers and technical executives in target accounts while supporting channel partners. Additionally, you will communicate customer needs to the product team to enhance Silverfort's innovative identity protection technology.

To qualify for the Sales Engineer position at Silverfort, candidates should have at least 5 years of experience in sales engineering or similar positions in the information security sector. A deep understanding of Identity and Access Management principles, particularly Microsoft Active Directory and its authentication protocols, is essential. Familiarity with Microsoft Azure Active Directory is advantageous. Effective communication skills, especially when presenting technical information to both C-level executives and technical teams, are crucial for success in this role.

The sales engineer role at Silverfort requires a comprehensive understanding of Identity and Access Management, particularly with Microsoft Active Directory and its common authentication protocols such as Kerberos, NTLM, LDAP, and RADIUS. Additionally, hands-on experience in managing and troubleshooting Windows, Linux, and TCP/IP networks is beneficial. A profound grasp of information security concepts and technologies will significantly enhance your effectiveness in this position.

In the Sales Engineer role at Silverfort, your contribution to customer satisfaction is multifaceted. By conducting product demonstrations and providing professional guidance tailored to client needs, you help ensure that our solutions effectively address their security challenges. You will capture and relay customer feedback to the product team, facilitating enhancements to our platform, and foster trusted relationships that enable smooth communication. Your expertise and support will ultimately enhance the overall customer experience.

Yes, the Sales Engineer position at Silverfort does require travel, approximately 30% of the time. This travel may involve visiting client sites, attending tradeshows, and participating in webinars. Being on-site can help you establish stronger relationships with customers and better understand their unique security needs. Flexibility and a willingness to engage with clients directly will be key to your success in this role.

When conducting technical presentations as a Sales Engineer, it's essential to tailor the content to your audience's needs and expertise. Start by understanding the customer's specific challenges and interests. Use engaging visuals and demonstrations to illustrate how Silverfort’s solutions can address their security issues effectively. Always encourage questions and offer to dive deeper into technical details where relevant.

Handling client objections requires a thoughtful, empathetic approach. First, listen carefully to the client's concerns without interruption. Acknowledge their viewpoint, then pivot to how Silverfort’s technology addresses those objections. Use real-world examples or case studies to bolster your arguments and help clients see the value in our solutions.

I have extensive experience managing POCs, which involves strategic planning and clear communication with the client throughout the process. To ensure success, I start by outlining the POC goals and success metrics with the client. During implementation, I remain available for support, actively gathering feedback and making adjustments as required to demonstrate Silverfort's value effectively.

Staying updated in cybersecurity requires a multi-faceted approach. I regularly read industry publications, attend webinars and conferences, and actively participate in relevant online forums or communities. Networking with peers in the field and enrolling in continuing education courses also helps me stay informed about the latest trends and technologies, ensuring that I can provide the best guidance to clients.

My experience with Microsoft Active Directory includes extensive work with its various authentication protocols, such as Kerberos, NTLM, LDAP, and RADIUS. I've managed user roles and permissions, implemented security policies, and provided support for integration in multi-cloud environments. This knowledge is critical for selling Silverfort's solutions, as it allows me to explain how our technology can enhance identity protection effectively.

Building trust with technical executives involves consistently displaying expertise and reliability. I make it a priority to thoroughly understand their specific needs and challenges, communicate transparently, and follow through on promises. Providing valuable insights that demonstrate my understanding of their environment and maintaining an open line of communication fosters long-term relationships built on trust.

Prioritizing multiple sales opportunities requires a strategic approach focused on potential impact and client need. I assess each opportunity based on its strategic value, timeline, and resources required. Utilizing CRM tools like SFDC helps keep track of progress and allows me to allocate my time and energy effectively, ensuring I don't neglect any critical leads.

In a recent sales meeting, I faced a challenging technical question about data integration with legacy systems. I calmly acknowledged the complexity of the issue and assured the client that I would obtain the necessary information. I then consulted with our technical team post-meeting and presented a tailored action plan to the client, demonstrating our commitment to addressing their concerns.

Collaboration with the product team is essential in my role as a Sales Engineer. By closely communicating customer feedback and potential feature requests, I help the product team prioritize enhancements. This collaboration ensures that Silverfort's solutions remain aligned with market needs and directly addresses customer requirements, ultimately contributing to better sales outcomes.

What I enjoy most about being a Sales Engineer in cybersecurity is the opportunity to solve complex security challenges for businesses. Every client has unique needs, and I find it fulfilling to tailor our solutions to meet those requirements. Additionally, being at the forefront of innovative technologies and witnessing their impact on improving security gives me a great sense of purpose and excitement in my work.