Specialist Sales Engineer, Identity Threat Protection

About the role

Abnormal AI is launching an innovative solution known as Identity Threat Protection (ITP), aimed at addressing complex identity-based cyber threats. This position plays a vital role in establishing domain expertise and ensuring the successful adoption of this prominent product. As a Specialist Sales Engineer, you will serve as a pivotal technical advisor, guiding clients from the initial engagement phase through to successful evaluations and implementations.

Key facts

What you'll do

• Spearhead comprehensive technical discussions regarding the ITP product and its integral components, such as Identity Threat Detection and Response (ITDR), Identity Security Posture Management (ISPM), Identity Graph, and Adaptive Identity Reset.
• Facilitate the planning and execution of technical proof of value engagements tailored for identity-centric opportunities, ensuring that clients can effectively assess the product's capabilities.
• Collaborate closely with product management and engineering teams to remain updated on product developments and the strategic roadmap.
• Create and enhance technical documentation, including threat intelligence reports and competitive landscape analyses, to support sales efforts.
• Conduct technical enablement sessions for internal teams, including Sales Engineers and Account Managers, to ensure they are well-equipped to represent the product.
• Serve as a communication bridge, relaying customer feedback and market insights back to the product development team to inform future enhancements.
• Assist in the development of sales strategies and presentations that effectively communicate the value proposition of the ITP product to prospective clients.
• Engage in continuous learning to stay abreast of industry trends and emerging threats related to identity security, ensuring that you can provide the most relevant insights to clients.

Requirements

• At least 5 years of experience in a presales or Sales Engineering role within the cybersecurity field, with a focus on identity, Identity and Access Management (IAM), or Identity Threat Detection and Response (ITDR).
• A comprehensive understanding of Okta and/or Microsoft Entra ID architectures, particularly in relation to authentication methods, multi-factor authentication, and conditional access policies.
• Demonstrated experience in facilitating or leading technical evaluations and proof of concept initiatives, showcasing your ability to guide clients through complex technical processes.
• Strong communication skills, with the ability to articulate intricate identity attack scenarios to technical audiences while also translating these concepts for executive stakeholders.
• A collaborative mindset, with the capability to work effectively alongside product, engineering, and marketing teams in a dynamic, pre-launch environment.
• Proven problem-solving skills and the ability to think critically about customer needs and product capabilities.

Nice to have

• Experience with an identity-focused organization or a vendor in a related security sector, such as Okta, CrowdStrike, Obsidian, AppOmni, or Microsoft.
• Familiarity with SaaS Security Posture Management (SSPM), Data Security Posture Management (DSPM), or Security Operations Center (SOC)/SIEM tools, enhancing your ability to address customer concerns.
• A passion for developing and delivering training materials that can enhance the understanding of identity security among internal teams and clients.

Skills & tools

• Identity Threat Detection and Response (ITDR)
• Identity Security Posture Management (ISPM)
• Okta
• Microsoft Entra ID
• SaaS Security Posture Management (SSPM)
• Security Information and Event Management (SIEM)

Practical notes

• The base salary for this position ranges from $133,910 to $157,500 USD, reflecting the expertise and experience required for the role.
• This position may also qualify for additional bonus compensation, equity options, and a comprehensive benefits package to support your well-being and professional growth.
• Abnormal AI employs AI-assisted tools to streamline the candidate interview process, focusing on identifying key areas for discussion based on resume details and job requirements. All hiring decisions are made by individuals, ensuring a personalized approach to recruitment.
• Abnormal AI is committed to fostering an inclusive workplace and is proud to be an equal opportunity employer, welcoming applicants from diverse backgrounds.

About the company

Advanced email protection to prevent credential phishing, business email compromise, account takeover, and more.