Channel Sales Engineer

Summary

Join Cyware, a leading cybersecurity company, as a results-driven technical sales leader. You will be responsible for identifying business opportunities, resolving technical roadblocks, training partners, and managing technical aspects of customer solutions. This role requires experience in technical sales, cybersecurity, and strong communication skills. Cyware offers a comprehensive benefits package, including time off, paid holidays, retirement plans, insurance coverage, and professional development opportunities. The successful candidate will be the primary technical resource throughout the sales process, working closely with sales and customer success teams. This is a remote position with approximately 30% travel required. Cyware is a fast-growing company offering significant career growth potential.

Requirements

• Minimum Bachelor's degree or higher in Computer Science or equivalent practical experience
• Experience in a technical sales or consulting environment or on an enterprise architecture/systems engineering team
• Experience in threat intelligence, incident response, security orchestration, automation and response (SOAR) or another related cyber-security field
• Advanced written and verbal communication skills. Ability to build relationships over the phone
• Must have a proactive communication style ensuring the timely status of projects to product team and customer
• Must be able to extract hidden or unrealized customer requirements and gain consensus on these requirements with the customer
• Ability to convert ambiguous customer needs into specific, deliverable requirements
• Able to develop relationships and communicate with high-level customer technical staff
• Ability to quickly learn, understand and work with new and emerging technologies, methodologies, and solutions in the cybersecurity technology space
• Effective presentation skills, with the ability to deliver technical presentations
• Ability to travel as required (Approx 30%)
• History of exceeding quota-based targets

Responsibilities

• Work on the Solutions Engineering team in presales and Partner organization to identify and qualify business opportunities, identify key customer technical objections, and develop strategies to resolve technical roadblocks
• Travel to partner sites, conferences, and events as required
• Train and educate partner SE and Sales staff about Cyware
• Lead partners to achieve and aim to exceed accreditation and certification requirements
• Manage the technical development aspects of customer solutions. Oversee activities, including product and solution briefings, developing system architectures, supporting bid responses, proof-of-concept work, and coordinating supporting technical resources
• Work hands-on with Company’s products to demonstrate and prototype integrations in customer/partner environments
• Work closely with other members of the sales/channel team to deliver the most successful security platform available
• Create and maintain relationships with channel partner Pre-Sales
• Remote delivery of solution presentations and demonstrations via telephone/WebEx
• Own and respond to RFP's and proposals
• Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles
• Successfully match customer pain/requirements to proposed solutions
• Create and deliver powerful presentations and demos that clearly communicate the uniqueness and of the value proposition
• Collect and document competitive intelligence
• Know your customers well, as they will utilize you for their technical point of contact through the entire sales cycle
• Design customer-oriented security solution pitches and be a part of the building of quotations for customer sales presentations
• Assist in professional services deployments, technical training, and industry seminars and/or trade shows
• Provide valuable customer insight and real-world experiences to Product Management, Marketing and Product Development (Engineering) teams
• Prepare and deliver product messaging to highlight the product value proposition via whiteboard and slide presentations, product demonstrations, white papers, proof-of-concepts trial management, and RFI/RFP response documents
• Navigate complex partner organizations and build trusted relationships with key external and internal stakeholders

Benefits

• Time off
• Paid holidays
• Retirement plans
• Insurance coverage
• Professional development opportunities
• Competitive compensation packages