Senior Sales Engineer - Western Europe

The Sales Engineer (SE) at Obrela is dedicated to helping customers improve their security posture by leveraging Obrela’s world class cybersecurity solutions and services. The SE collaborates closely with customers and channel partners to understand their unique needs and promote Obrela’s comprehensive cybersecurity portfolio. By offering tailored recommendations and subject matter expertise, the SE ensures that customers achieve the best possible security outcomes.

Working alongside the Head of Presales, Sales team, and Regional Sales SVP/VP/Director, the SE plays a crucial role in developing leads, qualifying opportunities, and supporting multiple bids, all aimed at delivering exceptional value and fostering strong, rewarding relationships with customers.

Role Responsibilities

• Collaborates with Sales Team, Customers, and Partners: Engages with the sales team, customers, and partners to understand and gather customer requirements, identify appropriate Obrela solutions and services, and effectively communicate the value proposition of the proposed solutions and services.
• Supports the Sales Cycle: Delivers technical briefings, presentations, demonstrations, technical white papers, responses to RFI/RFPs, Proof of Concepts (PoCs), and other presales activities to support the sales cycle.
• Develops Sales Opportunities: Proactively seeks out new sales opportunities by building and nurturing new and existing technical relationships.
• Engages in Security Architecture: Participates in security architecture discussions with customers and partners to design tailored solutions, offering strategic advice and recommendations.
• Provides Compliance and Regulatory Guidance: Assists customers in understanding and meeting compliance and regulatory requirements related to cybersecurity, ensuring that proposed solutions align with industry standards and legal obligations. This includes advising on best practices and helping customers navigate complex regulatory landscapes to maintain compliance.
• Presents Technical and Business Perspectives: Presents Obrela services from both technical and business perspectives, managing technical expectations with senior stakeholders and team members from customers and partners, and serving as a trusted advisor to ensure alignment with their goals.
• Qualifies Sales Opportunities: Works with the sales team to qualify sales opportunities, including RFI/RFPs providing expert analysis and recommendations.
• Supports the Bidding Process: Assists in the bidding process by qualifying opportunities, designing solutions, responding to RFI/RFPs, writing proposals, and coordinating with the service delivery team, ensuring that customers receive well-informed and technically validated proposals.
• Ensures Smooth Transitions: Ensures a smooth and successful transition from the sales process to service delivery, both externally and internally, maintaining a trusted advisor role to ensure customer satisfaction.
• Collaborates Across Teams: Works closely with various teams within Obrela to design customized solutions, produce presales materials (such as technical presentations, RFP templates, proposal templates, and case studies), prepare and deliver solution demos, receive product development updates, request pricing for third-party products, and build competitive intelligence and providing expert advice and insights.
• Continuous Learning and Training: Staying updated with the threat landscape and the latest cybersecurity trends, technologies and best practices. This would include participating in prescribed ongoing training programs and obtaining relevant certifications.

Role Requirements

• Minimum of 5 years’ experience in sales engineering/presales in technology, information security or managed service industry.
• Minimum of 3 years’ experience in sales engineering/presales in Managed Security Services, Managed Detection & Response, SIEM, XDR, EDR, NDR, Cloud Security, security controls and practices.
• Knowledgeable about the UK and European market, customers’ security requirements, adopted technologies, industry regulations and business drivers.
• Strong experience in assessing customer requirements, articulating the best-fit solution design and managing bids from opportunity qualification to contract award.
• Highly motivated, and target-oriented to follow through on commitments and deliver results with the right quality and in a timely fashion.
• Interpersonal skills with high energy to create and maintain strong relationships with customers and partners.
• Collaboration skills with the ability to proactively establish and maintain effective working team relationships with multiple Obrela teams.
• Strong analytical and problem-solving skills.
• Strong knowledge of MS Office tools, Sales tools (e.g., Salesforce), Collaboration tools.
• Bachelor’s Degree or higher (Computer Science, Information Security, or relevant field).
• Master’s degree in cyber security will be considered as a plus.
• One or more certifications such as CISSP, CISM, GIAC (any), CCSP, PCI, QSA, CEH, product certifications.
• Fluent written & verbal communication skills in English (German fluency will be an advantage).
• Minimum ability to travel 40% and frequently on short notice.

Benefits

• Dynamic and respectful environment – our people are the core of our business, we value each individual and support initiatives, promoting agility and work/life balance.
• Continuous coaching – work with passionate people and receive both theoretical as well as hands-on training.
• Professional development opportunities and certifications
• Career development. Expand your career internationally and work alongside knowledgeable people from diverse cultures and backgrounds.
• A competitive compensation package. We’re focused on rewarding efforts. Our salaries and benefits package will keep you motivated throughout your career.