Job details

Sales Engineer, India

Although this role is remote, the ideal candidate will be located in Bengaluru (Bangalore), India.

Absolute Software is looking for a Sales Engineer (SE) to provide technical sales support as a solution expert within our fast-growing India business. The SE is a highly technical sales professional who is responsible for working with Account Executives (AEs) and Channel Account Managers (CAMs) to drive significant revenue growth within the region.

What We’re Looking For:

The Sales Engineer (SE) manages the technical sales process, primarily during the discovery and validation stages of the sales process. The SE is a technical evangelist for our software platform, representing the company with potential customers, partners, and at events.

You are skilled at performing detailed discovery that uncovers the customers’ current state and negative consequences, understanding their desired future state and positive business outcomes, and positioning technical solutions that provide real business value. You can tailor demonstrations to align with the discovered pain. You can build Proof of Value (PoV) plans that validate the solution is strongly aligned with the customer needs and delivers quantifiable business value. You can work with the customer to lead the PoV, and then partner with your Account Executive (AE) and Channel Account Manager (CAM) to deliver a strong PoV summary document and wrap-up presentation. You can smoothly handle objections while remaining focused on the important differentiators. Finally, you can effectively build technical champions inside accounts and operate independently of, but in partnership with, your AE and CAM.

You will be expected to quickly come up to speed on our Absolute Secure Endpoint (Visibility, Control, Resilience) and Secure Access product offerings (Absolute VPN, Absolute ZTNA and Absolute Insights for Network). Your deep product knowledge, as well as in-depth knowledge of security, networking, and operating systems will help you to effectively position our products, while also helping to solve difficult technical problems for potential customers during pre-sales presentations, demonstrations, and evaluations.

Responsibilities:

Partner with your Account Executives and Channel Account Managers to establish and execute sales strategy for your territory and key partners
Deliver tailored technical sales presentations and demonstrations to prospective customers and partners
Plan and execute Proof of Value (PoV, evaluation) activities. This includes scoping the PoV to align with the business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute Secure Access and Secure Endpoint products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria
Working with your leadership, communicate feature requests and product ideas, backed by data from your sales engagements, into product management. Assist your leadership in working with product management to develop priorities for the company's product roadmap
Partnering with your AE and CAM, document the ongoing sales cycles and PoVs in Salesforce.com
Collaborate and education technical peers within Channel partners help uncover new sales opportunities
Protect the security and privacy of Absolute and its customers

Skills and experience:

Experience with complex technical sales cycles, including deep discovery as well as scoping, executing, and presenting complex Proof of Value (evaluations)
Ability to communicate technical concepts to all levels of people, from IT, Network and Security managers to Line of Business owners to CIO and CISOs
Understanding of data-in-transit security, including TLS, IPsec, VPNs, PKI, and certificate management
Understanding of network services and systems including routing and local and wide area network design Familiar with popular firewall vendors and basic rule design
Understanding of authentication methods and protocols including SAML and RADIUS
Understanding of AV, EDR, Incident Response, Forensics, or other endpoint or network security tools
Familiar with popular firewall vendors and basic rule design
Strong understanding of Windows (Desktop and Server), macOS, and Linux operating systems, including network stacks
Can troubleshoot complex network environments to support evaluations on customers’ premise or with the Absolute cloud hosted products
Fluent verbal and written communication in English

Nice to have:

Experience with selling methodologies such as Command of the Message and MEDDPICC
Experience selling SASE, SSE, VPN, EDR, Incident Response or other endpoint or network security tools
Experience with programming or scripting languages such as PowerShell, Python, or Bash
Experience with Cloud IaaS vendors including networking and security service operation
Security (CISSP, GIAC, CompTIA Security+, etc) or networking (CCNA, CompTIA Network+, etc) certifications
Experience in IT or Security operations

Why Work For Us:
You’re resilient and passionate about securing the Work from Anywhere era.
So are we.

We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.

Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Software accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.

Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel

By Absolute Software

Absolute Software is a company that develops a cloud-based platform that gives IT and security professionals complete awareness and control of devices, data, and applications, whether on or off the network or in the hands of an unauthorized user. ...

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FUNDING

Growth

DEPARTMENTS

Sales & Business Development

SENIORITY LEVEL REQUIREMENT

Mid-Level

INDUSTRY

Information Technology

TEAM SIZE