Job Details
Federal Sales Engineer - Maryland
$190k+ base
Active clearance, or ability to get one preferred!
A leading OT Security Vendor are looking for an experienced Sales Engineer with a proven track record of driving technical sales across Federal Civilian and DoD customers. They have recently received an additional $100M in strategic growth funding and have very exciting plans for the year ahead - APPLY NOW for a chance to get involved in this growth!
Responsibilities
- Execute technical sales strategies and collaborate with sales or partner teams throughout the sales cycle to ensure success and self-sufficiency throughout the opportunity lifecycle
- Elicit business problems from prospects and partners to articulate how these can be solved by the company s product capabilities, and the value this brings to their ICS Cybersecurity posture.
- Drive Demos, PoC, Presentations, Workshops, RFPs, Whiteboard sessions, Test drives, Technical assessments & evaluations, and Solution Designs whenever required about opportunities.
- Onboard and enable partners to perform all presales activities to deliver products and go-to-market messaging.
- Maintain a deep understanding of competitive and complementary technologies and vendors and how to position products in relation to them
- Be the trusted advisor to customers and partners, help them develop compelling business cases for company s solutions and capabilities
- Provide leadership and support for marketing events, partner events, CxO roundtables, and other demand-generating activities. Represent the business at industry events and share your thought leadership
- Support the Sales Director and Channel Director to develop account plans and strategies for targeted partners, and work closely with the partners go-to-market teams to help set product strategy.
Requirements
- 3+ years of experience as a technical engineer for a cybersecurity product company
- Active security clearance or ability to get it activated is desired
- 4 Years minimum Cybersecurity experience in one of the following domains: Security and Risk Management; Asset Security; Security Architecture and Engineering; Communication and Network Security; Security Assessment and Testing
- 3+ Years minimum experience with Networking (LAN Switching) technologies: preferably industrial networks: Star, MESH, or ring topologies. and/or
- 3+ Years of experience with OT environments, work methods, and culture
- Experience executing and managing pre-sales technical activities is highly desired
- Proven ability to drive technical sales process including responding to RFP/RFI responses
- Experience working with a partner on multiple projects and programs
- Strong ability to multitask with a proven track record of sales target success
- Willing to travel across the region and spend time with your team and partners
Nice To Have
- Experience with industrial/OT environments, work methods, and culture
- Security certifications (e.g. CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity)
- Experience working in a Cybersecurity product company
- Knowledge of IEC 62443, NIST, and Mitre frameworks is desirable