Sales Engineer - Channel

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

Menlo Security Channel Sales Engineer is a channel-focused, highly technical sales professional who provides support and guidance to channel partners, while collaborating with Channel Account Managers and channel organizations to recommend and develop appropriate security-focused solution offerings. The SE acts in a consultative fashion and is looked to as an expert in the IT security field by the channel team, channel partners and customers.

Responsibilities

• Articulate the benefits of Menlo Security products and services for both technical and non-technical audiences. Research technical requirements of a channel-led opportunity to scope and architect a solution that meets the customer’s needs.

• Understand the customer's business drivers and map them to Menlo Security products and services that meet both their needs and budget.

• Support Proof of Concept (POC) engagements on channel-led opportunities. This includes deployment, configuration and troubleshooting of Menlo Security products and services, training of individuals on the use of Menlo Security products and services, acting as an interface between channel partners and Menlo Security's technical staff to lead the POC engagements to success.

• Provide reporting and feedback on channel partners and field activities to Sales, Product Management and Engineering.

• Work closely with channel partners to enable partner self-sufficiency and drive channel-led opportunities.

• Work closely with channel partners to grow and expand the implementation and integration of Menlo Security products and services.

• Support channel-led marketing campaigns and events.

Requirements

• Bachelor's or master's degree in computer science or related discipline or equivalent experience.

• 5+ year experience in sales engineering role.

• Excellent knowledge and experience in deployment, configuration and troubleshooting of a wide variety of IT security technologies and solutions, especially the following fucus areas:

  • Web Technologies and Security (HTTP(S), Proxy, TLS Inspection, URL Filtering, Anti-Virus, Sandbox)

  • Email Technologies and Security (SMTP(S), SPF/DKIM/DMARC, Anti-Spam, Anti-Virus, Sandbox)

  • Network Technologies and Security (OSI Model, TCP/IP, IPv4/IPv6, DNS, Routing, Switching, Subnetting, VLAN, Tap, Load Balancing, Firewall, IPS/IDS, VPN)

  • Other Technologies and Security (DLP, CASB, SIEM, EDR/NDR/XDR, SOAR)

  • Malware Analysis (Static and Dynamic)

  • Digital Forensics and Incident Response (Host-based and Network-based)

  • Enterprise Architecture (Active Directory, ADFS, SCCM, LDAP, RADIUS, TACACS+, SAML, MFA, PKI)

  • Virtualization Technologies (VMware, Citrix, Hyper-V, KVM)

  • Cloud Computing Services (GCP, AWS, Azure)

• Excellent knowledge and experience in maintaining sales engagement processes and progress in SFDC.

• Excellent knowledge and experience in managing technical responses to RFIs/RFPs.

• Fluent reading, writing and speaking skills in Japanese and English.

• Overnight travel throughout Japan and other countries (mainly USA) is required.

Additional Qualifications

• Strong leadership skills with the ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stakeholders and team members.

• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Menlo Security products and services.

• Understand and be conversant about Menlo Security competitors, their solutions, strengths, weaknesses, opportunities and threats.

• Familiarity with various hacking and exploitation tools and methodologies, common malware families, and evasion techniques.

• Hold cybersecurity certifications such as ISC2, GIAC, IPA.

• Hold English certifications of Eiken Grade Pre-1+, TOEIC 800+ or equivalent.

  Please note that this role requires the candidate to be based in Tokyo, and relocation sponsorship is not available.

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Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.