Sales Engineer - Channel (m/f/d)
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
As Sales Engineer with focus on Regional Channel Partners (Zip Code 4/5) you are responsible for all technical aspects of managing a number defined key partners by determining technical requirements, matching them to Sophos solutions, making product trials and evaluations successful and generating business. You will present in front of, as well as train larger audiences.
Ideally the candidate should be located in Zip Code 4/5 or close to this territory.
What You Will Do:
- Support sales to increase the company revenue using technical sales skills to convince prospects to purchase Sophos solutions by explaining complex topics to prospects
- Assist technical staff from partner and customers in design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines
- Conduct demos, product- and company presentations - also to larger audiences - to help increasing the company revenue; support partners, sales or other audience
- Query prospects to qualify sales opportunities and conduct analysis with technical staff to determine requirements and specifications of solutions
- Support other departments by collecting and aggregating partner feedback and feeding e.g. into Product Management
- Address partner questions and requirements and assist and manage frequent technical evaluations by working with these partners
- First working experience as a Sales Engineer
- Strong technical expertise in Enterprise architecture components (network design, virtualization, directory services, firewalls, APIs,etc)
- Strong technical expertise in Firewall and network products
- Technical expertise in Endpoint products and MDR/SOC Services
- Knowledge of MSP business models including technical expertise with RMM/PSA platforms and multi-tenant Management
- Understanding the principles of public Cloud infrastructure Technologies
- Experience in working and supporting channel partners
- Strong presentation skills – ability to prepare and deliver an effective technical presentation to a technical or non-technical management audience unassisted
- Ability to link product features to business Benefits and requirements
- Ability to perform needs assessment, understanding technical needs/fit, pain points and competitive threats
- Very good German and English communication skills, both written and verbal – Level C1
- A full driving license is required.
- Willingness to travel within Germany, occasionally international for conferences and training.
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