Sr. Sales Engineer, Southwest

Sr. Sales Engineer

The role of Sr. Sales Engineer, also known as a Security Consultant at Critical Start, is of paramount importance as you take on the mantle of the primary technical support for our Managed Detection & Response (MDR) Offering within the sales process. Your profound knowledge in cybersecurity, coupled with strong interpersonal abilities, will be pivotal in aiding potential customers to comprehend how our MDR solution can elevate their existing detection and response programs.

Your regular duties encompass a range of activities, such as providing comprehensive solution overviews and conducting immersive "day in the life" portal demonstrations. Collaborating closely with the assigned Account Executive(s) and Channel Partners in your designated territory, you'll jointly craft and execute a sales plan aimed at achieving success. The crux of your role involves employing your technical proficiency and adept communication skills to underscore the value of our MDR solution throughout the sales journey.

Leveraging your cybersecurity expertise, you'll guide customers in comprehending the advantages and potential of our MDR offering, demonstrating how it can bolster their organization's security stance. Through solution overviews and interactive demos, you'll shine a light on the functionalities and features inherent in our MDR platform. Along with Account Executive(s) and Channel Partners, you'll work collaboratively to identify customer requirements, address any technical queries or uncertainties, and offer tailored solutions that align precisely with their needs. In the process, you'll cultivate robust relationships with potential customers, gaining insight into their unique challenges and presenting our MDR offering as the optimal solution.

Your role as a Sr. Sales Engineer holds substantial importance within the sales team. You'll contribute to the overarching sales strategy, thereby fostering revenue growth. Your adeptness and your knack for effectively showcasing the capabilities of our MDR solution will be a linchpin in acquiring new customers and expanding our foothold in the market.

In your designated geography (southwest), you will have direct interaction with Critical Start's potential customers, Sales Representatives, Channel Partner Representatives, and Sales Engineers. Your responsibilities will include:

• Participating in regular discussions about our CORR (Cyber Operations Risk & Response) platform and SOC capabilities.
• Utilizing supporting materials to illustrate how our MDR offering can seamlessly integrate into the incident response workflow of potential customers.
• Conducting scoping conversations that align with our primary toolset, which includes EPP/EDR, SIEM, and Identity solutions.
• Collaborating with Account Managers to strategize and plan account-specific approaches.
• Delivering demonstrations of our CORR Portal and MobileSOC Application.
• Demonstrating in-depth knowledge of third-party products, highlighting their technical differentiators and use cases to prospects and partners.
• Establishing and nurturing relationships with presales technical resources from channel and product partners.
• Collaborating with product management teams to relay valuable customer feedback.
• Crafting presentations and other customer-facing materials that reinforce Critical Start's standing as a thought leader in Detection & Response.
• Delivering presentations that embody thought leadership to larger audiences.
• Assisting customers in defining or refining key requirements for their security projects.
• Leading Services Evaluations and MDR Workshops when required.
• Anticipating and being prepared for 30%-40% travel within your designated geography.

Through these tasks, you will play a critical role in engaging with potential customers, presenting our MDR offering's value proposition, aligning with their needs, and showcasing Critical Start's expertise as a leader in the Detection & Response domain. Your interactions with prospects, partners, and other stakeholders will be instrumental in driving the success of our sales efforts within your region.

To excel in the role and meet the requirements of this position, the ideal candidate should possess the following qualifications and experience:

Required Qualifications:

• Cybersecurity Expertise: A background in cybersecurity with at least 5+ years of hands-on experience in the field, demonstrating a solid understanding of various aspects of cybersecurity.
• Technical Proficiency: 1-2 years of practical experience, either at a hands-on or program level, with one of the following: SIEM (Security Information and Event Management), EPP/EDR (Endpoint Protection and Response), or Identity products. This hands-on familiarity showcases your technical acumen.
• Geographic Requirement: Candidates for this role must be located within the designated geographic area - Arizona. This physical proximity is essential to facilitate effective collaboration, engagement with customers, and support for sales efforts within the specified region. Being situated within this geography enables you to develop strong relationships, understand local market dynamics, and cater to the specific needs of customers and partners in the area.
• Effective Communication: The ability to communicate effectively across all levels of an organization, from C-Level executives to engineers. Strong written and presentation skills are crucial, enabling you to convey complex messages clearly to diverse audiences, whether at customer locations or conferences.
• Prioritization and Schedule Management: A knack for maintaining focus on your daily schedule and the skill to prioritize customer meetings above other tasks. This ability ensures efficient time management and responsiveness to customer needs.
• Objection Handling and Competitive Positioning: Demonstrable experience in handling objections and adeptly positioning solutions against competitors. This skill is essential for guiding customers toward the benefits of our offerings.
• Attack Mitigation Expertise: A clear understanding of leading attack types and how tools like EPP/EDR, SIEM, and Identity products can aid in mitigating these threats. This knowledge underscores your practical cybersecurity understanding.

Desired Qualifications:

• MDR, MSSP, or Microsoft Security Suite Experience: Direct experience at a Managed Detection and Response (MDR) provider, Managed Security Service Provider (MSSP), or working directly with the Microsoft Security Suite is considered a plus. This background indicates a familiarity with the realm of managed security services.
• Certifications: Possession of relevant certifications such as CISSP (Certified Information Systems Security Professional), CISA (Certified Information Systems Auditor), CCSP (Certified Cloud Security Professional), or similar certifications. These certifications validate your expertise in the field.
• Channel Partnerships: This position will require working with channel partners within the designated geography. This involves collaborating effectively with partners to drive sales and mutually beneficial outcomes. Your ability to understand and navigate the dynamics of channel relationships and leverage them to achieve sales goals is crucial for the success of this role. This experience demonstrates your capacity to engage with partners, align strategies, and foster productive partnerships that contribute to the overall growth and success of the organization.
• AI Competency: Demonstrated experience designing AI-augmented proof-of-concepts (POCs) and proof-of-value (PoV) flows, including data ingestion, model inference, and validation. Capable of explaining model behavior, confidence levels, and limitations to both technical and non-technical audiences.

Collectively, these qualifications and experiences indicate that you are well-equipped to effectively communicate complex cybersecurity concepts, understand customer needs, navigate objections, and position our solutions within the competitive landscape. Your technical proficiency and strategic insight will be instrumental in supporting our sales efforts and driving success within the cybersecurity arena.