Mid-Market Sales Engineer (Southwest)
17 days ago
Los Angeles
Abnormal AI is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As an Mid-Market Sales Engineer you will serve as our customers primary technical contact acting as a trusted technical advisor to security email and identity teams crafting strategic value-based business cases to win complex business opportunities and help organizations conquer their most intractable email and identity-driven security challenges. In partnership with Mid-Market Account Executives you will be responsible for conducting in-person and remote product demonstrations leading architecture-level technical discussions articulating the technical and business value of Abnormal Securitys platform and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs. The ideal candidate for this role will be located in the Southwest area and possess the following skill set: • Ability to tie technology to measurable risk reduction and business outcomes at Enterprise scale, • Ability to influence senior security IT and executive stakeholders in both virtual and in-person settings, • High EQ; ability to read the room engage stakeholders demonstrate empathy listen actively and respond thoughtfully, • Ability to create value-driven presentations and tell compelling stories (PowerPoint Google Slides)Strong discovery skills to uncover customer pain points requirements and strategic objectives, • Serve as the technical authority and primary technical decision partner in enterprise sales cycles from discovery through close including full ownership of Proof of Value (POV) success criteria and outcomes, • Lead architecture-level conversations with security email and identity teams, • Run technical discovery that uncovers risk not just requirements, • Conduct technical and competitive landscape research to effectively address customer questions and objections, • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering, • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks, • Educate sales executives and partners on Abnormal Securitys products platform and security posture, • Obsessively drive customer satisfaction and successful business outcomes, • 3 years of Sales Engineering experience OR relevant industry experience, • Demonstrated ability to lead technical discovery and architecture discussions with security infrastructure identity and compliance teams, • Strong technical presentation and communication skills both verbal and written, • Ability to see and present the big picture uncover complex business challenges and architect solutions to solve customer needs, • Ability to work independently in a fast-paced high-impact sales environment, • Positive attitude strong customer focus and a high sense of ownership over customer results, • Solid technical understanding of SaaS security models including multi-tenant cloud environments, • Working knowledge of DNS TCP/IP TLS and enterprise networking concepts as they relate to email and SaaS security, • Experience with enterprise email security platforms (Proofpoint Mimecast Cisco Barracuda etc.), • Technical background in messaging and internet security principles, • Hands-on experience with Microsoft Exchange Online / Microsoft 365 or Google Workspace, • Strong understanding of SMTP mail flow MX records and mail routing, • Working knowledge of email authentication (SPF DKIM DMARC) and common failure modes, • Strong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google Identity, • Ability to explain identity-driven and modern social engineering attacks and controls at an architectural level, • Experience integrating SaaS platforms via OAuth and REST APIs, • Familiarity with SIEM platforms (Splunk Sentinel) and SOC workflows, • Experience working with or alongside SOC incident response teams including creating incident response workflows, • Security certifications (CISSP CEH or equivalent) for credibility with enterprise buyers #LI-MC2 Required Experience: IC Key Skills Microsoft Access,SQL,Analysis Skills,Microsoft Powerpoint,Securities Law,Data Mining,Investment Banking,Market Research,Microsoft Excel,Visual Basic,Bloomberg,Data Analysis Skills Employment Type : Full Time Experience: years Vacancy: 1