Pre-Sales Engineer / Sales Engineer, Nordics (Application Security)

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Title: PreSales Engineer / Sales Engineer, Nordics (Application Security)
Location: Remote Sweden

The Opportunity
Due to our growth and our recent acquisition of Imperva, Thales are looking for a customer-centric Sales Engineer (SE) to join the Nordics Field Sales Team, to be based in Sweden.

You will be supporting an award-winning Enterprise Field Sales Team who consistently hit their commission accelerators so we are looking for an exceptionally talented, motivated Application Security Sales Engineer to bring their 'A game' and join a successful Team.

Imperva within Thales is a pioneer and leader of a new category of business security solutions for critical applications and high-value data in the data center. Thousands of the world’s leading businesses, government organizations, and service providers rely on Thales’ solutions to protect against data breaches, meet compliance mandates, and manage data risk.

The Sales Engineer (SE) will work alongside the Regional Sales Managers, as part of the Nordics Field Sales Team and oversee the sales support of Thales entire Application Security portfolio to existing and prospective customers within the assigned geographic region.  The SE is an integral part of the sales organization and assists the sales team with pre-sales technical knowledge, presentations, demonstrations, workshops, and POVs. They work closely with sales managers, prospects and partners as subject-matter experts to demonstrate how proposed solutions meet and exceed customer requirements. 

Working in a tiered sales ecosystem, the Sales Engineer is also responsible for interacting with and maintaining the partner’s and distributor’s SE’s knowledge, relationships and supporting them in the selling of Thales solutions.

Responsibilities:

• Participate in sales conference calls and prospect visits, provide product demonstrations in person and remotely, and working with prospects at both a technical and business level to show how Thales’ Application Security solutions deliver value to them.

• Possess demonstrable skills in customer-centric selling and a proven track record using it to help drive revenue.

• Participate as a technical resource at trade shows and conferences, when needed.

• Work independently and as a vital member of a sales team.

• Work with the sales team to strategize on sales approaches to develop business. 

• Ensure successful on-site product evaluations when necessary. 

• Manage the Regional Strategic Account customer base on their technical needs.

• Plan, manage and execute customer product pilots.

• Directly support the sales process with partner SEs and partner generated opportunities

• Manage the Regional Strategic Partner Engineering community and help address technical needs.

• Understand and keep up to date on competitive advantages vs Thales’ main competitors, and have the ability to articulate them in favor of the partner’s opportunities, as well as during training sessions.

• Aid in the creation, evaluation and answering of RFI/RFPs considering competitive information and key advantages of Thales’ solutions

• Collaborate with Thales’ Partner’s team to drive partner official certification activities and metrics

• Engage with technical support and escalations inside Thales when necessary to expedite critical incidents and support key customers or partners with the intent of reaching a faster resolution.

• Jointly design, agree and execute commercial strategy with Account Executives or other colleagues assigned to the same region.

• Create content and execute activities to drive demand, such as Webinars, articles, posts, etc.

• Participate with field-based feedback in shaping the products SWOT analysis for the region, as well as managing Requests For Enhancement and engage with Product Management and Product Development when needed.

Qualifications:

• BS degree in Computer Science or related field

• 8+ years of experience in network security, development, pre-sales engineering, or real world use of web application solutions; preferably with 5+ of these as a sales engineer and experience working in a start-up and vendor environment

• Must have excellent listening, presentation, demonstration, written, and oral communication skills

• Must be practiced in value based or consultative sales methodologies (ie.. Customer Centric Selling, Command of the Message, MEDDIC, SPIN, Value Selling, etc…)

• Possess a solid understanding of web applications, security, and auditing environments

• Knowledge in application development (ASP, .NET, PHP, JSP, NodeJS, Python)

• Knowledge in scripting (Python, Bash)

• Knowledge about APIs, REST, SOAP

• Knowledge in DNS protocol and service – an advantage

• Experience with Linux

• Deep knowledge of TCP/IP, HTTP, Load balancers, proxies and firewalls

• Knowledge of advanced internet route selection and/or tunneling protocols (BGP, GRE, etc) - an advantage

• Knowledge in SSL, TLS, cryptography and certificates

• Knowledge about containers, Kubernetes and service mesh – a significant advantage

• Experience working with public cloud solutions such as Amazon Web Services (AWS), Microsoft Azure, and/or Google Cloud Platform (GCP)

• Cloud Certifications from ISC2(CCSP), AWS, Azure, or GCP – a significant advantage

• Compliance standards knowledge (PCI, SOX, HIPAA) – an advantage

• Able to effectively present technical material to small and large groups

• Experience with Network or Application Firewalls and/or IDS/IPS - an advantage

• Excellent time management, multi-tasking, and prioritization skills.

• Excellent written, oral communication and strong interpersonal, organizational and presentation skills

• Ability to travel up to 75%

• Experience with automation, scripting and/or using RegEx - an advantage

• English fluency is required & Swedish speaking will be value addition.

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