Sr. Sales Engineer - Southeast

About the role

This position is designated for a highly experienced technical advisor who acts as a pivotal bridge between complex technological capabilities and enterprise client requirements. The successful candidate will navigate intricate security landscapes to articulate how AI governance solutions mitigate organizational risk. You will be responsible for translating abstract platform functionalities into concrete strategies that align with specific business objectives. This role demands deep collaboration with executive and technical stakeholders to deconstruct sophisticated security challenges. You will leverage a consultative methodology to position our platform as an indispensable component of the client's digital infrastructure. The position requires a proactive mindset to anticipate client needs and address concerns before they escalate during the sales cycle. Ultimately, you will own the technical narrative that drives the adoption of advanced AI security measures across critical enterprise environments.

Key facts

What you'll do

• Conduct in-depth discovery sessions with C-level and technical stakeholders to map out the specific AI security vulnerabilities and compliance pressures facing the client organization.
• Architect comprehensive solution designs that illustrate how our AI governance platform integrates seamlessly with the client's existing SASE frameworks, firewall infrastructures, and endpoint ecosystems.
• Execute polished product demonstrations and dynamic proof-of-concept scenarios that validate our platform's ability to manage AI models, data pipelines, and regulatory adherence in real-time.
• Translate intricate technical differentiators into compelling business value propositions that resonate with financial decision-makers and operational leaders alike.
• Serve as the primary technical resource for answering complex queries regarding deployment architecture, data privacy controls, and the scalability of the underlying security fabric.
• Synthesize qualitative and quantitative feedback from client interactions to provide actionable insights to the product management and engineering teams.
• Author detailed integration playbooks that outline the configuration requirements for connecting our software with SIEM tools, identity providers, and cloud-native security stacks.
• Monitor the evolving cybersecurity threat landscape and regulatory environment to ensure that the sales discourse remains aligned with current best practices and compliance standards.
• Act as a prominent brand representative at virtual summits, industry webinars, and targeted online forums to establish thought leadership and expand our market presence.
• Mentor junior sales and technical staff by sharing advanced techniques for conducting technical briefings and handling sophisticated Objections.
• Evaluate the performance of our platform against competing AI security solutions to identify gaps and advocate for enhancements that strengthen our market position.
• Develop multi-year roadmap discussions with strategic accounts, ensuring that our solution evolves alongside their digital transformation initiatives.
• Lead cross-functional negotiations by providing the technical justification required for procurement, legal, and finance teams to approve enterprise contracts.
• Implement rigorous documentation practices for every customer interaction, ensuring that historical data informs future sales strategies and technical approaches.

Requirements

• Hold a Bachelor's degree in Computer Science, Engineering, Information Systems, or a closely related technical discipline as the foundational credential for this role.
• Possess a minimum of 5-7 years of cumulative experience in technical pre-sales, solutions architecture, or sales engineering roles within complex software environments.
• Demonstrate a proven track record of success in enterprise software, cybersecurity frameworks, or AI governance domains where technical credibility is paramount.
• Exhibit mastery over Secure Access Service Edge (SASE) solutions, including the architectural principles that govern secure connectivity and policy enforcement.
• Show advanced familiarity with next-generation firewall technologies and the methodologies used to secure network perimeters and micro-segmentation strategies.
• Have substantial hands-on experience with Windows and Mac operating systems, including directory services, group policies, and common enterprise management tools.
• Bring expertise in API integration patterns, including RESTful services, authentication protocols, and data serialization formats used in modern software ecosystems.
• Display deep competence in Security Information and Event Management (SIEM) systems, including the collection, correlation, and analysis of security telemetry.
• Cultivate exceptional presentation skills capable of conveying highly technical subject matter to both non-technical executives and deep-dive technical audiences.
• Master the art of explaining convoluted technical concepts through clear, concise, and relatable language that drives stakeholder buy-in.
• Demonstrate the operational capacity to juggle multiple high-stakes projects concurrently while adhering to strict deadlines in a demanding, agile environment.
• Prove a history of effective collaboration with cross-functional teams, ensuring alignment between sales objectives, product roadmaps, and engineering deliverables.
• Maintain a valid driver's license and the ability to travel domestically for in-person client workshops or strategic planning sessions as required.
• Commit to working a standard full-time schedule of 40 hours per week, with the flexibility to accommodate occasional after-hours calls for critical client issues in global time zones.

Nice to have

• Bring prior experience with specific SASE vendors such as Zscaler, Netskope, or Cato Networks, understanding their market positioning and technical limitations.
• Show familiarity with leading firewall vendors including Palo Alto Networks, Fortinet, Cisco, or Check Point and their respective security modules.
• Possess knowledge of prominent SIEM platforms like Splunk or QRadar, including their data ingestion models, indexing strategies, and alerting mechanisms.

Practical notes

• This role is fully remote.
• Benefits include health, dental, and vision insurance, a 401(k) plan, and a generous vacation policy.
• Professional development opportunities are available.