Sales Engineer

Job Title: Sales Engineer
Location: Santa Barbara, CA or Remote

Job Summary:

As a Sales Engineer, you’ll be one of the technical faces of the commercial sales organization, responsible for articulating the value of our cybersecurity platform to critical infrastructure customers. You’ll partner with Sales, Product, and Engineering to design secure solutions that solve complex OT/IT security challenges and lead customers through evaluations, pilots, and proof-of-values (POV). Successful candidates have experience owning technical pre-sales cycles for prospects and partners from initial contact through product demonstration to POV to close. Ideal candidates are technically proficient in cybersecurity, networking, advanced analytics, technical writing, and demonstrate stellar listening, creative problem solving and customer relationship skills. They also have experience working with Critical Infrastructure such as State, City, water, power and other.

Responsibilities:

• Partner with Account Executives and others to lead technical discovery, solution design, and product demonstrations for prospects and customers in sectors like energy, utilities and transportation. 
• Understand the customer’s requirements and articulate how MixMode meets their needs, budget and timeline.
• Demonstrate the MixMode platform while providing technical and best guidance to both technical and non-technical audiences. Understand MixMode’s differentiators. Research the technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs.
• Provide technically accurate, sales and marketing appropriate , written and verbal responses to prospect Requests for Proposal (RFP) and Requests for Information (RFI).
• Conduct Proof of Value (POV) engagements for sales opportunities, including scoping, mutually agreed upon deliverables, desired outcome agreement with the prospect, as well as  installation and configuration of the MixMode Platform. Candidates must be able to lead POV review calls before, during, and after POV engagements, and  provide technical content for executive reviews upon completion.
• Accurately and professionally address prospect technical questions and objections from the POV/sales opportunity process. 
• Prepare and deliver prospect and customer presentations, including demonstrations of MixMode, to address customer requirements and in support of marketing or partner activities on an as-needed basis.
• Work with the MixMode Support, Engineering and Product teams to resolve outstanding issues, communicate feature requests as well as prospect and partner meeting trends to help ensure alignment.
• Support the implementation and growth of existing MixMode customers, as needed, by providing technical and use-case demonstrations and support.
• Maintain MixMode demo environment to ensure current exploits & tactics can be demonstrated to customers.

Qualifications: 

• BS in engineering, computer science or technical field, or equivalent combination of education and experience.
• 5+ years of experience in sales engineering (in cybersecurity and networking technology or advanced analytics domains preferred).
• Experience working with OT/ICS environments or securing critical infrastructure
• Excellent written and verbal communication skills.
• Able to articulate technical knowledge to business and technical contacts alike.
• Creativity, positivity & the ability to think critically and problem solve.
• Experience working with virtualized environments (VMWare, Hyper-V, etc.).
• Experience working with networking technologies such as SPAN, TAP, routing, switching, firewalls, and proxies.
• Experience working with public cloud environments (AWS, Azure, GPC etc.). 
• Familiarity with various cybersecurity tools (such as SIEM, NDR, NTA, UEBA) and exploitation  methodologies, common malware families, and Antivirus evasion techniques.
• Experience with modeling and demonstrating cybersecurity exploits in a lab environment for demonstration purposes.
• Working knowledge of industry frameworks (MITRE, Cyber Killchain etc.)
• Scripting and programming experience (Bash, Python, PowerShell, Ansible, Terraform)
• Incident Response experience is a plus.

Preferences:

• Success being part of an exciting high-growth company — where growth often eclipses the structure that supports it.
• Experience working with channel partners and understanding of a channel-centric go to market approach.
• Experience working for vendors in the enterprise cybersecurity security space.
• Can-Do Attitude

Pursuant to California law, we must display the pay range for this job. Since we are willing to hire within a broad spectrum of qualifications, we also reflect a broad pay range.  The range that we are targeting for this position is $220,000 - $320,000 OTE per year, though we can adjust based on individual qualifications. Individual salary is determined by qualifications, role, level, and location.