Senior Sales Engineer (New Logo/Enterprise) in London

Responsibilities

• Drive Sophos’ growth by engaging and winning customers who have not previously adopted our technology, focusing on net‑new logo acquisition and competitive displacement.
• Leverage strong technical skills around the enterprise security stack to establish trust from first contact through effective technical storytelling and commercial appreciation.
• Collaborate with the New Business sales team to develop new opportunities, build compelling technical value propositions, and guide prospects through a structured evaluation journey.
• 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 solutions, including internal stakeholder management, to bring appropriate resources into opportunities for success.
• Conduct structured, deep‑dive discovery sessions to identify and 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• Engage with customers across the UK and Ireland. Travel expected to be approximately 25%–50%.

Qualifications and Skills

• Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud.
• Capability to convert discovery findings into solution designs and persuasive technical narratives.
• Knowledge of cloud platforms (AWS, Azure, GCP).
• Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria.
• Experience with Email Security solutions.
• Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process.
• Strong verbal and written communication skills across technical and executive audiences.
• Mastery of presentation and communication, simplifying complex concepts with clarity and impact.
• Deep understanding of Network Security, including Sophos XDR/MDR as core competencies.
• Collaboration and independence in field work while working effectively across the sales ecosystem.
• Familiarity with Pen‑testing / Red Teaming.
• Identity & Access Management expertise.
• Exceptional discovery capabilities, identifying explicit and hidden customer needs.
• Comfortable building influence, understanding, and trust from scratch within greenfield accounts.
• Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust.
• Incident Response knowledge.
• New Business mindset.
• Proven technical pre‑sales experience in cybersecurity or a closely related field.
• Trusted Advisor qualities.
• Endpoint Security / EDR knowledge.
• Discovery excellence.
• Technical and sales expertise, managing multiple concurrent workstreams (PoCs, demos, meetings) with strong organization and prioritization.
• MDR / XDR understanding.
• Knowledge of the Microsoft Security Stack.
• Ability to tailor messaging for different stakeholders—from CISOs to analysts and architects.
• Confidence in building and delivering engaging demonstrations, workshops, and technical evaluations.

Benefits

• We encourage teams to get together in person periodically to help facilitate teamwork.
• Remote‑first working model & hybrid options.
• Flexible start and end times for many roles.
• Leadership development program.
• Access to LinkedIn Learning.
• Global internal coaching program (Coach Match).
• Periodic Sophos wellness days off for all Sophos to help employees relax and recharge.
• Global wellbeing program, offering a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses.
• Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues.
• Free annual subscription to the Calm app.
• Paid parental leave, caregiver leave & bereavement/compassion leave available.
• We host social experiences for our global teams, including a music festival (SOPH‑Fest), go‑karting, Sophmudder, and holiday parties.
• Annual global fitness challenge (SOPH‑Fit), a virtual global race around the world.
• Quarterly Sophos Values Awards to recognize and reward employees who embody the Sophos values.
• Health care benefits available worldwide.