The Role
Pre-sales technical lead supporting enterprise accounts in Southern California and Hawaii. Conduct demos, proof-of-value, onsite engagements, RFP responses, and enable channel partners. Drive adoption of Sophos MDR, XDR, firewall, endpoint, email, cloud and advisory services, influence product direction, and collaborate with sales to expand accounts and win new logos using Salesforce and Vivun.
Summary Generated by Built In
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.
The Enterprise Sales Engineer is a pre-sales engineering role that provides technical expertise in sales engagements. Sales Engineers provide subject-matter expertise covering the full Sophos portfolio including; MDR, XDR, Firewall, NDR, Email Security, Endpoint and Server Security, and Advisory Services in support of Sales in the assigned territories.
What You Will Do
- Work closely with sales team counterparts to create a strategy for success in your named accounts.
- Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts in your assigned region: Southern California and Hawaii (subject to change).
- Conduct pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of value to demonstrate business value derived from Sophos solutions.
- Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
- Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
- Expand Sophos solutions and services within the existing customer base by educating key contacts and assessing a customer’s security needs.
- Support additional Account Executives focused on Net New Logo acquisition initiatives
- Evangelize Sophos by conducting external training, engaging with social media, and speaking at events or industry groups.
- Effectively utilize Salesforce and Vivun to track SE Activity and opportunities through presales stages
- Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
- Utilize AI for efficiency, research, and wherever appropriate to enhance your deliverables to customers, prospects, and partners
- Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
- Enable Channel partners through onsite meetings, trainings, and events.
What You Will Bring
- 8+ years experience in pre-sales engineering, working with decision-makers in large organizations, and a proven track record of achieving and exceeding sales quotas.
- Knowledge and experience supporting Managed Detection and Response (MDR) services as well as Incident Response and Advisory Services.
- Deep technical cybersecurity understanding including protection methods for Networks, Cloud Workloads, Windows, Linux and Mac OS devices
- Deep understanding of how AI is applied to modern cybersecurity challenges, including practical implementation and use cases
- Well versed in enterprise sales cycles, buyer personas, and decision-making processes, and how to successfully navigate them.
- Excellent verbal communication skills for delivering high-quality, engaging product demos.
- Ability to be seen as a trusted advisor to senior executives in large organizations and to clearly articulate competitive advantages, both technical and business level.
- Proven ability to deliver outstanding customer experience with exceptional opportunity discovery and deal qualification skills.
- Strong understanding of the competitive landscape is an advantage
- Experience in selling with channel partners, and ability to thrive in a team selling environment
In the United States, the base salary for this role ranges from $120,400 to $200,200. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Skills Required
- 8+ years experience in pre-sales engineering with large organizations and proven quota attainment
- Knowledge and experience supporting Managed Detection and Response (MDR), Incident Response, and Advisory Services
- Deep technical cybersecurity understanding of protection methods for networks, cloud workloads, Windows, Linux and Mac OS devices
- Deep understanding of how AI and machine learning are applied to cybersecurity challenges and practical implementations
- Well versed in enterprise sales cycles, buyer personas, and decision-making processes
- Excellent verbal communication skills for delivering high-quality, engaging product demonstrations
- Ability to act as a trusted advisor to senior executives and articulate technical and business benefits
- Proven ability to deliver outstanding customer experience, opportunity discovery and deal qualification skills
- Experience selling with channel partners and thriving in team-selling environments
- Proficient use of Salesforce and Vivun to track presales activity and opportunities
- Legal authorization to work in the job jurisdiction without employer sponsorship
- Strong understanding of competitive cybersecurity landscape
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
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The Company
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
