Enterprise Sales Engineer

About the role

Abnormal AI is on the lookout for a dedicated Sales Engineer with a focus on the State, Local, and Education (SLED) sector. In this pivotal role, you will serve as the primary technical liaison for our clients, guiding them through intricate sales processes. Your expertise will help forge strong connections with security and IT leaders, showcasing how our innovative platform effectively addresses their critical email and identity security challenges.

Key facts

What you'll do

• Serve as the leading technical authority throughout the enterprise sales journey, from the initial outreach to the successful closing of deals, ensuring positive Proof of Value (POV) experiences.
• Facilitate comprehensive discussions regarding system architecture with teams focused on security, email, and identity management.
• Conduct detailed technical assessments to uncover not only the apparent needs but also the underlying risks and requirements of customers.
• Investigate the technical landscape and competitive environment to provide informed responses to customer queries and effectively counter objections.
• Articulate complex architectural concepts and modern threat scenarios with confidence, minimizing the need for escalation to product or engineering teams.
• Clearly communicate the shortcomings of traditional secure email gateways in the context of social engineering and identity-based threats.
• Provide training and insights to sales teams and partners about Abnormal Security's offerings, platform functionalities, and overall security posture.
• Prioritize customer satisfaction and work towards achieving successful outcomes at the enterprise level.

Requirements

• A minimum of 5 years of experience in Sales Engineering or a similar role within the industry.
• Demonstrated capability to lead technical discussions and architectural dialogues with teams specializing in security, infrastructure, identity, and compliance.
• Exceptional verbal and written communication skills, particularly in delivering technical presentations.
• Ability to grasp and convey the broader business implications, identify intricate challenges, and devise effective solutions.
• Proven ability to work autonomously and thrive in a fast-paced, high-pressure enterprise sales environment.
• Maintain a proactive and positive attitude, focusing on client success and taking full responsibility for client outcomes.
• Strong understanding of SaaS security principles, particularly in multi-tenant cloud environments.
• Familiarity with DNS, TCP/IP, TLS, and enterprise networking concepts as they relate to email and SaaS security.

Nice to have

• Experience with enterprise email security solutions such as Proofpoint, Mimecast, Cisco, or Barracuda.
• A technical foundation in messaging and internet security principles.
• Practical experience with Microsoft Exchange Online/Microsoft 365 or Google Workspace.
• A solid understanding of SMTP mail flow, MX records, and email routing.
• Knowledge of email authentication techniques (SPF, DKIM, DMARC) and common challenges associated with them.
• Familiarity with cloud SaaS infrastructure and identity services like Azure AD/Entra ID or Google Identity.
• Ability to discuss identity-driven and modern social engineering threats and their mitigations at an architectural level.
• Experience integrating SaaS platforms using OAuth and REST APIs.
• Familiarity with SIEM platforms such as Splunk or Sentinel and understanding of SOC workflows.
• Background in working with or supporting SOC incident response teams, including the development of incident response protocols.
• Possession of security certifications like CISSP, CEH, or equivalent credentials.

Skills & tools

Proficiency in Microsoft PowerPoint and Google Slides is essential for creating engaging presentations and documentation.

Practical notes

The base salary for this position ranges from $154,700 to $182,000 USD. Actual compensation will be influenced by various factors, including skills, experience, qualifications, and geographic location. This role may also qualify for additional bonus or incentive compensation, equity options, and a comprehensive benefits package. Abnormal AI employs AI-assisted tools to enhance the recruitment process by analyzing resumes and role requirements to propose relevant interview questions. However, these tools do not make hiring decisions or automatically screen candidates; all hiring decisions are made by human evaluators. Abnormal AI is committed to being an equal opportunity employer, fostering a diverse and inclusive workplace.