Sales Engineer

Location: Remote - United States, Central and East Coast Preferred

Bi-Lingual Spanish and English Preferred

BlueVoyant is seeking a highly experienced Sales Engineer with deep experience selling managed security service offerings to enterprise organizations. In this role you will be working within the sales engineering organization supporting BlueVoyant and channel partners' sales teams.

Your thorough understanding of cyber security operations, security Information and event management (SIEM), endpoint detection and response (EDR), and broad IT risk management products and services, coupled with your excellent communication skills will enable you to effectively articulate the value of BlueVoyant solutions to both technical and non-technical audiences. Expertise in discovering customer requirements, aligning enterprise solutions to address those challenges and demonstrating product capabilities is essential to success in this role. The right candidate has strong collaboration skills and experience working with both executive C-suite personas and technical customer contacts.

This is a high-visibility, high-impact position within the BlueVoyant sales engineering team and will report to the Manager of Sales Engineering.

BlueVoyant provides our clients with both consultative (fixed price/deliverable) and ongoing (managed) cyber security related services that include a combination of commercial and proprietary tools, so the ability to communicate both the value of our services as well as the underlying technology and overall competitive landscape is essential.

About BlueVoyant

At BlueVoyant, we recognize that effective cyber security requires active prevention and defense across both your organization and supply chain. Our proprietary data, analytics and technology, coupled with deep expertise, works as a force multiplier to secure your full ecosystem. Accuracy! Actionability! Timeliness! Scalability!

Led by CEO, Jim Rosenthal, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200 and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry leading analytics and technologies.

Founded in 2017 by Fortune 500 executives, including Executive Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, San Francisco, London, Budapest and Latin America.

• Actively participate in the sales process and work closely with the direct and channel sales teams to build pipeline and actively close business as a team.
• Discover and understand customer requirements and align our solutions to those requirements as a technical resource to the sales team
• Present BlueVoyant business functions, value and competitive differences as part of the sales motion
• Provide service and product demonstrations to prospective customers in person or virtual as needed
• Lead RFP responses in coordination with Product and Engineering teams
• 30% - 50% Travel may be required
• Be the technical point of contact for channel partners within the region
• Responsible for providing feedback from prospects and customers to refine services and products.
• Maintain a deep technical skillset through self-study and provided trainings.

Requirements & Qualifications:

• In-depth technical knowledge of security technologies to include Next-Generation Anti-virus, Endpoint Detection and Response (EDR), Security Orchestration, Automation, and Response (SOAR), Security Information and Event Management (SIEM), firewalls, and other core security products. Microsoft security platform experience preferred.
• In-depth technical knowledge of Active Directory, Windows OS, Mac OS, Virtualization, SQL Server, networking protocols, certificates, virtual and physical client/servers.
• In-Depth knowledge of log management strategy with the ability to evaluate log ingest and management versus security and threat intelligence value.
• In-depth knowledge and hands-on experience with Microsoft Azure Sentinel, Microsoft 365 Defender, and Azure Defender suite of security solutions (i.e. Defender for Endpoint, Defender for Identity, Defender for Office365, MSFT Cloud App Security), Azure Active Directory, Azure Security Center, Azure Log Analytics, and M365 suite of solutions.
• Experience delivering product and service demonstrations that lead to closing new business.
• Ability to fully scope the client environment and provide a detailed scope of requirements.
• Knowledge of trends in the security space.
• Knowledge of sales process from initiation to close
• Demonstrated and proven sales results for sophisticated solutions
• Persuasive and goal-oriented with experience meeting and exceeding target KPIs and quotas
• Excellent verbal and written communication skills; able to demonstrate patience and enthusiasm while communicating with prospects
• Ability to work independently or as an active member of a team
• Ability to work accurately under stress and pressure to meet competing deadlines
• Tenacity to handle rejection and continue on with a positive attitude
• Thrives in a dynamic and fast-paced environment with a passion for cybersecurity technologies and services.

All employees must be authorized to work in the United States. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.

Disclaimer: Please note that pursuant to contractual requirements and applicable law, in order for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status. Furthermore, individuals may be subject to additional background checks and fingerprinting.

BlueVoyant Candidate Privacy Notice

To understand how we secure and manage your personal data upon submitting a job application, please see our Candidate Privacy Notice, which can be found here - Candidate Privacy Notice

Role Summary

The Solutions Engineer II(SE) is a technical role that is part of a highly technical sales team, which supports sales and promotes customer satisfaction. Primarily providing pre-sales technical support for the implementation of products/applications/solutions. This includes presentations, product demonstrations, assessment of potential application of F5 solutions, and the development of account plans.

Company Overview

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Act as a trusted advisor providing technical expertise through Sales presentations, Solution designs, Solution demonstrations, and Proof of Concepts/Value
• Develop and Maintain a high level of technical knowledge of F5 product set, the relevant industry, and Sales aptitude
• Design differentiating solutions and articulate technical and business value of F5 Solutions against competitors.
• Design technical solutions that can solve customer business problems or create new service offerings
• Participate in the development and support of content (presentations, WP’s, use cases…) for customers and partners
• Maintain knowledge of competitive landscape and share with peer group
• Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
• Own or assist on Change Request (CR) and Customer Special Request (CSR) cases on behalf of customer
• Perform other related duties as assigned

Customer support activities include:

• Can articulate the F5 Sales Strategy, Messaging, and positioning F5 value proposition for customer business objectives
• Develop and maintain trusted advisor relationships with customer technology staff and management
• Consistently provide world-class customer service during pre-sales and post-sales activities
• Can deliver sales pitch/whiteboards at CxO level through to detailed technical staff
• Actively use Salesforce.com for each opportunity and named account
• Partner with sales team to develop and manage Technical Account Plan and/or Territory Account Plans
• Understand and effectively utilize F5 organizational resources
• Actively utilize SE tools: CSR, Idea, Hive, Mainstreet, and others
• Identify and qualify technical opportunities
• Influence Sales strategy
• Determine viability of opportunity and map out account political structure

GSI and Channel support activities include:

• Support F5’s GSI and channel partner sales initiatives
• Provide GSI partners sustainable training on F5 solutions and competitive differentiation
• Provide GSI partners technical expertise and oversight as required
• Proactively provide consultative support
• Work in collaboration with Channel and Sales management to establish partners and to qualify partner’s ability to sell F5 solutions

Post sales activities include:

• Understand and follow escalation process
• Partner with the F5 Technical Support and customers/partners to resolve issues

Qualifications:

• 8+ years related industry experience
• 4+ years pre-sales experience
• Expert F5 solution knowledge and relevant experience
• Consistent contributor at regional or Theater level
• BS/BA or equivalent work experience

Knowledge, Skills and Abilities:

• Expert written and oral communication skills
• Expert presentation skills
• Network Design background

• The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.
• #LI-KT1 F5, Inc. is an equal opportunity employer and strongly supports diversity in the workplace.
• The annual base pay for this position is: $153,526.00 - $230,288.00
• F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.
• You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice.
• Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).
• Equal Employment Opportunity It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.

Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. We safeguard data across devices, apps, networks and clouds through our unified, cloud-native security platform — a solution that's as fluid and flexible as the modern digital world. By giving organizations and individuals greater control over their data, we enable them to unleash its value and thrive. Lookout is trusted by enterprises of all sizes, government agencies and millions of consumers to protect sensitive data, enabling them to live, work and connect — freely and safely. To learn more about the Lookout Cloud Security Platform, visit www.lookout.com and follow Lookout on our blog, LinkedIn and Twitter.

Lookout is looking for a talented and experienced sales professional to join our enterprise sale team. The Enterprise Account Executive will be responsible for sourcing and growing our business with large enterprise customers in the Great Lakes region. We expect this position to be a critical member of the team working hand in hand with sales engineering, inside sales and Lookout's partners.

• Work well in a matrixed environment, building a “virtual” team to drive success of your territory
• Focus on identifying, engaging, closing and growing the top accounts in your territory in close collaboration with channel partners.
• Consistently build new opportunities while serving and developing cross sell growth within existing accounts.
• You have excellent relationship development and management skills that translate into identifying decision-makers and influencers
• Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term
• Provide accurate and timely forecasts to sales management

Requirements

• Minimum 8+ years experience selling enterprise security products and services. Mobile software, SaaS and or Lookout (SSE) related security sales is a strong plus.
• Strong track record of driving sales in a high-touch model and collaborating effectively with channel partners in the cyber security and/or aligned security technologies industry.
• Mastery of and ability to cultivate existing and new relationships
• Experience developing sales strategies, preparing proposals and quotes and presenting software products
• Broad-based technological awareness in the telecommunications or security industry, complemented by knowledge of mobile software concepts, with specific skills in the area of enterprise mobile security
• Excellent communication skills, both written and oral
• Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
• Creative innovator who is a proactive team player, with a proven track record working in matrixed environments
• Excellent business acumen
• Good relationship building and consultative skills
• Ability to prioritize in a dynamic, changing environment
• Ability to Travel
• Valid Driver's License required

The US salary range for this full-time position is available below. We offer base + commission + equity + benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the on-target earnings (OTE) and does not include equity or benefits.

Sales - US

$250,000 — $300,000 USD