Due to our growth and our recent acquisition of Imperva, Thales are looking for a customer-centric Sales Engineer (SE) to join the Eastern Europe, CIS, and Greece&Cyprus Field Sales Team, to be based in Greece.
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 EE/CIS/Greece&Cyprus 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 across the whole region up to 75%
Experience with automation, scripting and/or using RegEx - an advantage
On top of local language, English fluency is required.
Russian language skills would be an advantage.
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