Field Sales Engineer – Security
Specialization: Security
Summary
The Security Field Sales Engineer (FSE) is an individual contributor role, responsible for providing technical, pre-sales support to Avant Trusted Advisors and Avant Sales teams in the field. The Security FSE will be expected to stay current on Providers’ offerings and industry technical certifications. The Security FSE will use this knowledge to train and educate Trusted Advisors and Sales teams, contribute to Avant technical content, and provide solution recommendations to Avant customers. The Security FSE primarily handles medium to large deals. The Security FSE is expected to be 50% Security technical specialist and 50% Security generalist.
Essential Functions
• Direct the sales process for large opportunities and C-level contacts.
• Understand customer business and technical objectives and product requirements in order to develop impeccably accurate, detailed solutions
• Effectively close sales, leveraging Subject Matter Expert level knowledge across Avant product and service offerings; particularly Security
• Lead onsite meetings with clients
• Provide consultative support for the internal development of competitive documentation across providers
• Develop and deliver advanced product and services training for Trusted Advisors
• Lead Avant webinars, podcasts, and knowledge events
• Lead marketing events to train and communicate with Trusted Advisors
• Leverage industry thought leadership to continuously evaluate market and providers to enhance portfolios
• Continously expand knowledge on new and emerging technologies related to Avant vendor portfolio offerings
• Find, absorb, and explain industry-changing concepts to a broad audience
• Help identify new vendors that would build the portfolio
• Quarterback a combined portfolio response during acute episodes of cyber attack and ransomware
• Take a leadership role in cross-training and coaching Avant Sales Engineers
• Champion standardized processes for the Sales Engineering team in order to improve the quality of work and increase scalability
• Achieve and maintain partner and industry certifications in a timely manner
• Design and build partner-facing sales enablement tools and training modules
• Provide technical leadership and knowledge utilizing Avant’s service providers
• Develop strong relationships with Trusted Advisors in region, during calls, meetings, conferences, and after-work events
• Proactively train and strategize with key Trusted Advisors in region
• Become a spokesperson for Avant, promoting Sales, Engineering, Marketing, software tools, and research content
Required Skills
• Ten or more years experience in technical sales or sales engineering roles
• Channel experience preferred
• Technical focus in Security
• Able to explain and differentiate between fundamental security concepts like zero trust, assumed compromise, incident response, ransomware, threat groups, EDR, MDR, ZTNA, and disaster recovery
• Demonstrated sales acumen, with the ability to drive and close sales
• Exemplary communication skills, especially w/customers & sellers
• Salesforce experience is a bonus
• Technologically savvy w/MSFT Office and other Windows applications
• Ability to travel up to 30%
• Data center / infrastructure / compute experience is a bonus