sophos - Senior Sales Engineer - New Logo/Enterprise

• Technical Leadership in New Logo Acquisition • Lead technical engagement for net‑new prospects from first conversation through to technical win, focusing on competitive differentiation and value‑led positioning. • Rapidly assess a prospect’s environment, risks, and security maturity to recommend impactful solutions. • Take ownership of those solutions including internal stakeholder management to bring appropriate levels of resource into opportunities in order to be successful. • Discovery, Qualification & Solution Design • Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes. • Uncover explicit and latent requirements using advanced questioning and active listening techniques. • Translate discovery insights into tailored architectures and solution recommendations aligned to customer needs, timelines, and strategic goals. • Position technical outcomes in terms of operational efficiency, risk reduction, and total cost of ownership benefits. • Demonstrations & Proof of Concept Ownership • Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities. • Build and lead PoCs with clear success criteria, technical validation milestones, and structured paths to closure. • Presentation, Communication & Technical Storytelling • Communicate complex technical concepts clearly to both technical and non‑technical audiences. • Create and deliver engaging presentations that demonstrate Sophos’ value and differentiation. • Tailor messaging to senior stakeholders, influencers, and hands‑on practitioners. • Represent Sophos at events, webinars, and field activities with confidence and clarity. • Relationship Building & Trust Creation • Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner. • Offer unbiased, advisory‑led recommendations grounded in discovery outcomes and market understanding. • Cross‑Functional Collaboration • Work closely with account executives, product specialists, and product teams to shape competitive strategy. • Support demand‑generation campaigns and activities focused on new business acquisition. • Market Expansion & Competitive Displacement • Maintain up‑to‑date knowledge of competitor technologies and articulate Sophos’ differentiators with authority. • Provide insights from customer engagements to influence product direction and go‑to‑market strategy. • Engage with customers across the UK and Ireland. • Travel expected to be approximately 25%–50%. • Technical & Sales Expertise • Proven technical pre‑sales experience in cybersecurity or a closely related field. • Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud. • The Sophos XDR / MDR solution is at the centre of the Sophos enterprise strategy and therefore seen as a mandatory, core competency. • Discovery Excellence • Exceptional discovery capabilities, including identifying explicit and hidden customer needs. • Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria. • Capability to convert discovery findings into solution designs and persuasive technical narratives. • Presentation & Communication Mastery • Strong verbal and written communication skills across technical and executive audiences. • Confident in building and delivering engaging demonstrations, workshops, and technical evaluations. • Skilled in simplifying complex concepts and presenting them with clarity, impact, and relevance. • Ability to tailor messaging for different stakeholders — from CISOs to analysts and architects. • New Business Mindset • Comfortable building influence, understanding, and trust from scratch within greenfield accounts. • Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process. • Trusted Advisor Qualities • Deep understanding of cybersecurity trends and common customer challenges. • Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust. • Collaboration & Independence • Capable of working independently in the field while collaborating effectively across the sales ecosystem. • Able to manage multiple concurrent workstreams — PoCs, demos, meetings — with strong organisation and prioritisation. • Relevant Knowledge Areas: • Endpoint Security / EDR • Cloud (AWS, Azure, GCP) • Microsoft Security Stack • Incident Response • Network Security • Email Security • Identity & Access Management • Pen‑testing / Red Teaming • Ready to Join Us?