Sales Engineer APAC

As a Sales Engineer APAC at Abnormal Security, your primary responsibilities will include serving as the technical lead during the pre-sales cycle, conducting product demos, and collaborating closely with Enterprise Account Executives. You'll own the Proof of Value (POV) results, spearheading customer relationships and ensuring their technical needs are met while maximizing customer satisfaction through effective communication and problem-solving.

To qualify for the Sales Engineer APAC role at Abnormal Security, candidates should have a minimum of 5 years of relevant experience in sales engineering or a similar field. Additionally, a strong technical background in messaging and Internet security principles is crucial. Familiarity with Internet protocols like HTTP, SMTP, and DNS, as well as competency in network configurations, are essential. Certifications such as CISSP or CEH are highly regarded.

To succeed as a Sales Engineer APAC at Abnormal Security, it's vital to hone your ability to communicate complex technical concepts clearly and persuasively. Building strong relationships with customers is key, so high emotional intelligence and an empathetic approach will set you apart. Being proactive in discovering customer pain points and crafting tailored solutions will help you drive impactful results.

Abnormal Security offers a dynamic and supportive environment for Sales Engineers. With a focus on innovation and collaboration, our remote team in Australia fosters a culture where you can thrive. You’ll have the opportunity to work on the cutting edge of email security technology, enhancing your skills while making a real impact in helping companies secure their communications.

A typical day for a Sales Engineer APAC at Abnormal Security involves a mix of technical demos, collaborating with Account Executives, and engaging with customers to discover their specific needs. You'll conduct research on the competitive landscape to prepare for meetings, prepare meaningful presentations, and actively participate in strategy sessions to ensure successful sales objectives.

In discussing your experience with messaging and Internet security principles, focus on specific technologies you've worked with, such as email filtering systems, and your understanding of cybersecurity risks. Highlight any certifications you've earned, and share real examples of how you've applied your knowledge to safeguard networks or systems.

When preparing for a technical demo, emphasize the importance of tailoring the presentation to the audience's needs. Start by understanding their specific pain points, and then walk them through features that address those concerns. Use engaging storytelling techniques to illustrate the benefits of your product and keep the demo interactive.

When answering this question, choose a specific example in which you successfully identified a customer's challenge, demonstrated how your solution could resolve it, and ultimately secured their buy-in. Focus on your communication strategies and any metrics that showcase the outcome of your persuasion efforts.

Building relationships with customers can be achieved through active listening, empathy, and consistent follow-ups. Talk about how you approach understanding their business needs and offer continuous support. Share your philosophy on maintaining open lines of communication and being available to address their queries.

Highlight your commitment to continuous learning in security technology, including following industry publications, participating in webinars, and engaging in professional communities. Share specific resources you rely on to stay updated and how you apply that knowledge to enhance your role.

Discussing the biggest challenges facing sales engineers today might include staying ahead of the fast-paced technological changes, managing customer expectations, or differentiating offerings in a competitive landscape. Elaborate on how you address these challenges through proactive strategy and customer engagement.

When discussing a successful Proof of Value, detail the process you undertook, the objectives set, and the outcomes achieved. Mention any collaborative efforts with the sales team, how you showcased the product's effectiveness, and feedback received from the client.

To assess the competitive landscape, describe your systematic approach to conducting research that often includes utilizing industry reports, competitor analysis, and customer feedback. Explain how this insight informs your communication with clients and strategy decisions.

Key elements of a great sales presentation include understanding your audience, structuring your content logically, engaging storytelling, and the use of visual aids. Emphasize the significance of addressing customer pain points and clearly articulating how your solution solves their issues.

When discussing adaptability in your communication style, choose an instance where you successfully altered your approach to suit different audiences, such as technical vs. non-technical stakeholders. Reflect on the techniques used and the outcome of your flexibility in communication.