Major Sales Engineer, New England

Welcome to the future of cloud networking and security! Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028.This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it!About the RoleWe are hiring Majors Sales Engineers to support strategic and enterprise customers, selling the full Cato platform, including Cato SASE and Cato’s AI Security capabilities.This role is designed for senior pre-sales professionals who can engage deeply with enterprise customers, lead complex technical evaluations, and articulate how networking, security, SaaS, and AI security come together in a single converged platform.As a Majors Sales Engineer, you will partner closely with Account Executives to drive new business, expand existing accounts, and serve as the primary technical authority throughout the entire sales lifecycle.AI Security at Cato NetworksCato’s AI Security capabilities are natively integrated into the Cato SASE Cloud, extending protection beyond the network layer into SaaS and AI-powered applications. AI Security enables enterprises to securely adopt and govern AI-driven services by delivering real-time visibility, control, and protection against modern risks such as identity abuse, data leakage, misconfigurations, insider threats, and unauthorized AI usage.This unified approach allows customers to manage networking, security, SaaS, and AI security from a single cloud-native platform.ResponsibilitiesLead and drive technical validation of the Cato platform, including SASE and AI Security capabilities, for enterprise and strategic customersDeliver compelling product demonstrations and presentations aligned to customer business objectives and technical requirementsPartner with Account Executives to support new business acquisition and account expansion through technical pre-sales activities, including demos, workshops, and architecture discussionsServe as the primary technical resource throughout the sales cycle, addressing objections and providing expert technical guidanceConduct discovery sessions, technical deep dives, and proof-of-value scoping to map customer use cases to Cato’s platformRespond to functional and technical elements of RFIs and RFPsCommunicate customer feedback, feature requests, and technical insights to Product Management and Engineering teamsStay current on SASE, SaaS security, and AI security trends, emerging technologies, and competitive offeringsTravel throughout assigned sales territory as requiredRequirements4+ years of experience as a Sales Engineer, Solutions Architect, or technical pre-sales professional, preferably selling enterprise Cybersecurity SaaS solutionsBachelor’s degree in Computer Science, Engineering, or a related field (or equivalent experience)Experience supporting complex, multi-stakeholder enterprise sales cyclesFamiliarity with value-selling methodologies such as MEDDIC, MEDDPICC, or SPICEDStrong technical background with demonstrated experience in several of the following areas:SASE, networking, and cloud security architecturesSaaS platforms and APIsAI, machine learning, and AI-related security risksREST APIs and integrationsIdentity, SSO, IAM, and access controlSIEM and security analyticsCloud platforms (AWS, Azure, GCP)Kubernetes and modern cloud-native environmentsExcellent presentation and written communication skills for executive, technical, and RFP audiencesOrganized, analytical, adaptable, and creative problem-solverStartup or high-growth company experience preferred, with comfort operating in fast-paced environments with evolving processesRole OverviewWe are looking for a Sales Engineer in Southern California to serve as a technical resource for Cato Networks’ field sales organization.In this role, you will manage the technology evaluation stage of the sales process, working with the sales team as the key technical advisor and product advocate for Cato’s solutions. You should be skilled at building business relationships, explaining technology and product positioning to business and technical users, and addressing technical issues across all stages of the sales process.ResponsibilitiesProvide technical validation of Cato Networks solutions to prospects.Develop and deliver product demonstrations.Present the product to customers and at field events such as conferences and seminars.Address functional and technical elements of RFIs and RFPs.Convey customer requirements to Product Management teams.Travel throughout the sales territory as required.Requirements4+ years of pre-sales or consulting experience working with network and/or cloud security products in a customer-facing role.Proven track record in software sales.Broad knowledge of networking technology, including: LAN and WAN technologiesSwitching and routingSecurity, firewalls, and filtering technologiesCloudPresentation skills and written communication skills for emails, RFPs, and reports.Organized, creative, and adaptable in approach and solution design.Compensation and BenefitsA reasonable estimate of the OTE for this role, at the time of posting, is $250,000–$270,000.Cato provides the pay range for open roles to help align with candidate needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.Cato provides a market-aligned salary and comprehensive benefits plan. Benefits for this role include health, vision, and dental insurance; 401(k); stock options; Health Savings and Flexible Spending Accounts; flexible time off; paid parental leave; and disability benefits.As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender#LI-AC1