Senior Sales Engineer - New Logo/Enterprise

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 Overview
The New Business Senior Field Sales Engineer drives Sophos’ growth by engaging and winning customers who have not previously adopted our technology. This role is specifically targeted at net‑new logo acquisition and competitive displacement. Alongside strong technical skills around the enterprise security stack, the role requires effective technical storytelling, and commercial appreciation in order to establish trust from first contact.
You will work alongside the New Business sales team to develop new opportunities, build compelling technical value propositions, and guide prospects through a structured evaluation journey. This position is ideal for someone who thrives in greenfield environments and can quickly build credibility with unfamiliar stakeholders.

What You Will Do

Technical Leadership in New Logo Acquisition

• Lead technical engagement for net‑new prospects from first conversation through to technical win, focusing on competitive differentiation and value‑led positioning.


• Rapidly assess a prospect’s environment, risks, and security maturity to recommend impactful solutions.


• Take ownership of those solutions including internal stakeholder management to bring appropriate levels of resource into opportunities in order to be successful.

Discovery, Qualification & Solution Design

• Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes.


• Uncover explicit and latent requirements using advanced questioning and active listening techniques.


• Translate discovery insights into tailored architectures and solution recommendations aligned to customer needs, timelines, and strategic goals.


• Position technical outcomes in terms of operational efficiency, risk reduction, and total cost of ownership benefits.

Demonstrations & Proof of Concept Ownership

• Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities.


• Build and lead PoCs with clear success criteria, technical validation milestones, and structured paths to closure.

Presentation, Communication & Technical Storytelling

• Communicate complex technical concepts clearly to both technical and non‑technical audiences.


• Create and deliver engaging presentations that demonstrate Sophos’ value and differentiation.


• Tailor messaging to senior stakeholders, influencers, and hands‑on practitioners.


• Represent Sophos at events, webinars, and field activities with confidence and clarity.

Relationship Building & Trust Creation

• Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner.


• Offer unbiased, advisory‑led recommendations grounded in discovery outcomes and market understanding.

Cross‑Functional Collaboration

• Work closely with account executives, product specialists, and product teams to shape competitive strategy.


• Support demand‑generation campaigns and activities focused on new business acquisition.

Market Expansion & Competitive Displacement

• Maintain up‑to‑date knowledge of competitor technologies and articulate Sophos’ differentiators with authority.


• Provide insights from customer engagements to influence product direction and go‑to‑market strategy.

Other

• Engage with customers across the UK and Ireland.


• Travel expected to be approximately 25%–50%.

What You Will Bring

Technical & Sales Expertise

• Proven technical pre‑sales experience in cybersecurity or a closely related field.


• Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud.


• The Sophos XDR / MDR solution is at the centre of the Sophos enterprise strategy and therefore seen as a mandatory, core competency.

Discovery Excellence

• Exceptional discovery capabilities, including identifying explicit and hidden customer needs.


• Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria.


• Capability to convert discovery findings into solution designs and persuasive technical narratives.

Presentation & Communication Mastery

• Strong verbal and written communication skills across technical and executive audiences.


• Confident in building and delivering engaging demonstrations, workshops, and technical evaluations.


• Skilled in simplifying complex concepts and presenting them with clarity, impact, and relevance.


• Ability to tailor messaging for different stakeholders — from CISOs to analysts and architects.

New Business Mindset

• Comfortable building influence, understanding, and trust from scratch within greenfield accounts.


• Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process.

Trusted Advisor Qualities

• Deep understanding of cybersecurity trends and common customer challenges.


• Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust.

Collaboration & Independence

• Capable of working independently in the field while collaborating effectively across the sales ecosystem.


• Able to manage multiple concurrent workstreams — PoCs, demos, meetings — with strong organisation and prioritisation.

Relevant Knowledge Areas:
Mandatory

• MDR / XDR


• Endpoint Security / EDR


• Cloud (AWS, Azure, GCP)


• Microsoft Security Stack


• Incident Response

Beneficial

• Network Security


• Email Security


• Identity & Access Management


• Pen‑testing / Red Teaming

This listing is from ats_lever. View original listing ↗