Channel Sales Engineer - PLZ 8/9 (m/w/d)

About Us Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary 

As Sales Engineer with focus on regional partner you are responsible for all technical aspects of managing a number defined key partners by determining technical requirements, matching them to Sophos solutions, making product trials and evaluations successful and generating business. You will present in front of, as well as train larger audiences.

Ideally the candidate should be located in South of Germany (Zip Code 8/9).

What You Will Do:

• Support sales to increase the company revenue using technical sales skills to convince prospects to purchase Sophos solutions by explaining complex topics to prospects and partners
• Assist technical staff from partner in design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines
• Conduct demos, product- and company presentations - also to larger audiences - to help increasing the company revenue; support or deliver the training of partners, sales or other audience
• Query prospects to qualify sales opportunities and conduct analysis with technical staff to determine requirements and specifications of solutions
• Support other departments by collecting and aggregating partner feedback and feeding e.g. into Product Management
• Address partner questions and requirements and assist and manage frequent technical evaluations by working with these partners

What You Will Bring:

• Experience in technical pre-sales support, preferably with an Enterprise focused software company
• Technical expertise in Enterprise architecture components (Network design, DB systems, Directory services, PKI, Firewalls, APIs, etc).
• Strong technical expertise in Endpoint products and good expertise in Firewall products
• Experience working and supporting channel partners
• Good presentation skills – ability to prepare and deliver an effective technical presentation to a technical or non-technical management audience unassisted
• Ability to link product features to business benefits and requirements
• Ability to perform needs assessment, understanding technical needs/fit, pain points and competitive threats
• Excellent communication skills, both written and verbal also in English
• Strong troubleshooting skills – escalating the issue with appropriate details if required. Offer prescriptive suggestions for future prevention.
• Ability to be hands-on, working directly with partners and customers, handling technical requirements and configuration issues
• Ability to plant and defuse competitive landmines effectively
• Fluent in German