Sales Engineer Director - UK and Ireland

XM Cyber is a continuous threat and exposure management solution that drives the most efficient remediation options for clients by understanding, continuously, all the ways that critical assets can be attacked. The technology turns the existing silo based cyber security model on its head and removes the big disconnect that exists within end user organisations where Security and IT teams have stopped working together as lists of CVEs and other exposures get longer and longer! We are a SaaS based pre-IPO cyber security vendor that has the backing of the largest retailer in Europe, thereby avoiding the challenges that many vendors have with Seed/PE/VC investments – we have a long-term vision for the industry, our company and allow our teams to think strategically.

You will be an inspirational and experienced Sales Engineer with a strong track record of selling enterprise cyber security solutions to Global 5000 companies. This is a strategic opportunity to be part of the team that takes XM Cyber on the scale-up phase of growth and shapes the future success of the company. You will evangelise the XM Cyber solutions and value proposition at senior levels of G5000 companies up to and including CISO. This role involves working hand-in-hand with an experienced team of world class professionals who all believe in the vision and future success of XM Cyber. You will apply strong domain experience in the enterprise security space, coupled with a strong enterprise pre-sales methodology to underpin the success of your assigned region and fuel the growth of XM Cyber. This position will require travel throughout the United Kingdom and Ireland.

Responsibilities

• Provide technical account management, project management, and conduct hands-on product demonstrations and technical discussions with prospects, customers and partners.
• Collaborate with the regional sales director and select partners with preparations for customer and prospect meetings, presentations, scoping and competitive positioning.
• Introduce and present XM Cyber capabilities, use cases, and technology via presentations, white board sessions, and product demonstrations.
• Qualify opportunities by understanding the customers' business need, operational pain points and technology ecosystem.
• Lead and manage pilot and proof-of-value (POV) execution in complex environments aligned to defined client requirements. Post-execution, a report and stakeholder presentation would be delivered outlining the findings and successful use cases, client value proposition and next steps.
• Represent XM Cyber as a key technical spokesperson and figurehead, evangelising to the market and partner community, engaging in regular speaking events and participating in roundtables with CISO and senior security management personas.
• Develop and evolve solution propositions that fit the needs of large enterprises to build custom propositions that resonate with the clients you are working with.
• Work with the regional sales director to articulate value propositions, differentiation, and solution architecture.
• Work closely with existing customers to help them maximise value from the investments and look for additional use cases to increase value and environment coverage.
• Collaborate closely with the R&D and marketing teams to develop impactful new use cases, translating them into compelling value propositions and product capability.

Requirements

• 10+ years of proven success as a Sales Engineer within high-growth SaaS environments.
• 5–10+ years of deep cybersecurity expertise in a pre-sales capacity, specifically focused on navigating the rigorous procurement and technical requirements of Fortune 500 enterprises and major government organisations.
• Experience in security operations centre processes and solutions.
• Experience in vulnerability management processes and solutions.
• Knowledge of advanced security operations architecture.
• An understanding of red teaming, penetration testing tools/techniques and threat hunting.
• Exceptional presentation skills (oral and written) for communication of complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and an architecture that aligns with the client’s ecosystem.
• Ability to understand a technology in detail, to then flexibly use the knowledge to bring to life impactful tailored demos and presentations.
• Knowledge of some of the following technology domains: EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, ITSM, CMDB, Firewalls and PAM.
• Knowledge of cloud architecture and controls within AWS, Azure and GCP.
• Broad knowledge of the security controls an organisation can deploy to mitigate risk.
• A passion for ongoing industry education, including recent breaches and techniques used to exploit clients.
• Knowledge of industry frameworks such as MITRE, NIST, OODA and Cyber Kill Chain.

Additional qualifications

• Ability to travel regularly within this region, as needed.
• Language Skills: English (additional languages are an advantage).
• Experience in risk assessment, risk management and risk consulting.
• Experience in security incident and event management.
• Comfort working within a channel environment with major system integrators, MSSPs and VARs.
• Knowledge of information security standards (ISO 17799 & 27001, NIST, COBIT, PCI, etc.).
• CISSP/TOGAF or other relevant certifications are desirable.