Mid-Market Sales Engineer (Charlotte)

Charlotte, VT - USA

Monthly Salary: Not Disclosed

Posted on: 23 hours ago

Vacancies: 1 Vacancy

Job Summary

About the Role

Abnormal AI is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As an Mid-Market Sales Engineer you will serve as our customers primary technical contact acting as a trusted technical advisor to security email and identity teams crafting strategic value-based business cases to win complex business opportunities and help organizations conquer their most intractable email and identity-driven security challenges.

In partnership with Mid-Market Account Executives you will be responsible for conducting in-person and remote product demonstrations leading architecture-level technical discussions articulating the technical and business value of Abnormal Securitys platform and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.

The ideal candidate for this role will be located in the Charlottearea and possess the following skill set:

Ability to tie technology to measurable risk reduction and business outcomes at Enterprise scale
Ability to influence senior security IT and executive stakeholders in both virtual and in-person settings
High EQ; ability to read the room engage stakeholders demonstrate empathy listen actively and respond thoughtfully
Ability to create value-driven presentations and tell compelling stories (PowerPoint Google Slides)
Strong discovery skills to uncover customer pain points requirements and strategic objectives

What You Will Do

Serve as the technical authority and primary technical decision partner in enterprise sales cycles from discovery through close including full ownership of Proof of Value (POV) success criteria and outcomes
Lead architecture-level conversations with security email and identity teams
Run technical discovery that uncovers risk not just requirements
Conduct technical and competitive landscape research to effectively address customer questions and objections
Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering
Articulate why legacy secure email gateways fail against social engineering and identity-based attacks
Educate sales executives and partners on Abnormal Securitys products platform and security posture
Obsessively drive customer satisfaction and successful business outcomes

Must Have

3 years of Sales Engineering experience OR relevant industry experience
Resides in the greater Charlotte area.
Demonstrated ability to lead technical discovery and architecture discussions with security infrastructure identity and compliance teams
Strong technical presentation and communication skills both verbal and written
Ability to see and present the big picture uncover complex business challenges and architect solutions to solve customer needs
Ability to work independently in a fast-paced high-impact sales environment
Positive attitude strong customer focus and a high sense of ownership over customer results
Solid technical understanding of SaaS security models including multi-tenant cloud environments
Working knowledge of DNS TCP/IP TLS and enterprise networking concepts as they relate to email and SaaS security

Nice to Have

Experience with enterprise email security platforms (Proofpoint Mimecast Cisco Barracuda etc.)
Technical background in messaging and internet security principles
Hands-on experience with Microsoft Exchange Online / Microsoft 365 or Google Workspace
Strong understanding of SMTP mail flow MX records and mail routing
Working knowledge of email authentication (SPF DKIM DMARC) and common failure modes
Strong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google Identity
Ability to explain identity-driven and modern social engineering attacks and controls at an architectural level
Experience integrating SaaS platforms via OAuth and REST APIs
Familiarity with SIEM platforms (Splunk Sentinel) and SOC workflows
Experience working with or alongside SOC incident response teams including creating incident response workflows
Security certifications (CISSP CEH or equivalent) for credibility with enterprise buyers

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Required Experience:

About the RoleAbnormal AI is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As an Mid-Market Sales Engineer you will serve as our customers primary technical contact acting as a trusted technical advisor to security email and identity teams crafting strategic value-...