Sales Engineer, India

Description Although this role is remote, the ideal candidate will be inMumbai, India. Absolute Software is looking for aSales Engineer (SE)to provide technical sales support as a solution expert within our fast-growing India business. The SE is a highly technical sales professional who is responsible for working with Account Executives (AEs) and Channel Account Managers (CAMs) to drive significant revenue growth within the region. What We’re Looking For: TheSEmanages the technical sales process, primarily during the discovery and validation stages of the sales process. The SE is a technical evangelist for our software platform, representing the company with potential customers, partners, and at events. You are skilled at performing detailed discovery that uncovers the customers’ current state and negative consequences, understanding their desired future state and positive business outcomes, and positioning technical solutions that provide real business value. You can tailor demonstrations to align with the pain discovered. You can build Proof of Value (PoV) plans that validate the solution is strongly aligned with the customer needs and delivers quantifiable business value. You can work with the customer to lead the PoV and then partner with your AE and CAM to deliver a strong PoV summary document and wrap-up presentation. You can smoothly handle objections while remaining focused on the important differentiators. Finally, you can effectively build technical champions inside accounts and operate independently of, but in partnership with your AE and CAM. You will be expected to quickly come up to speed on our Absolute Secure Endpoint (Visibility, Control, Resilience) and Secure Access product offerings (Absolute VPN, Absolute ZTNA and Absolute Insights for Network). Your deep product knowledge, as well as in-depth knowledge of security, networking, and operating systems will help you to effectively position our products, while also helping to solve difficult technical problems for potential customers during pre-sales presentations, demonstrations, and evaluations. Responsibilities: Partner with your AE and CAM to establish and execute sales strategy for your territory and key partners Deliver tailored technical sales presentations and demonstrations to prospective customers and partners Plan and execute Proof of Value (PoV, evaluation) activities. This includes scoping the PoV to align with the business pain, defining relevant success criteria and metrics, designing the PoV environment, installing and configuring Absolute Secure Access and Secure Endpoint products, providing technical support to prospective customers, and executing the PoV in accordance with the agreed-upon success criteria Working with your leadership, communicating feature requests and product ideas, backed by data from your sales engagements, into product management. Assist your leadership in working with product management to develop priorities for the company's product roadmap Partnering with your AE and CAM, document the ongoing sales cycles and PoVs in Collaborate and education technical peers within Channel partners help uncover new sales opportunities Protect the security and privacy of Absolute and its customers Skills and experience: Experience with complex technical sales cycles, including deep discovery as well as scoping, executing, and presenting complex Proof of Value (evaluations) Ability to communicate technical concepts to all levels of people, from IT, Network and Security managers to Line of Business owners to CIO and CISOs Understanding of data-in-transit security, including TLS, IPsec, VPNs, PKI, and certificate management Understanding of network services and systems including routing and local and wide area network design Familiar with popular firewall vendors and basic rule design Understanding of authentication methods and protocols including SAML and RADIUS Understanding of AV, EDR, Incident Response, Forensics, or other endpoint or network security tools Familiar with popular firewall vendors and basic rule design Strong understanding of Windows (Desktop and Server), macOS, and Linux operating systems, including network stacks Can troubleshoot complex network environments to support evaluations on customers’ premise or with the Absolute cloud hosted products Fluent verbal and written communication in English Nice to have: Experience with selling methodologies such as Command of the Message and MEDDPICC Experience selling SASE, SSE, VPN, EDR, Incident Response or other endpoint or network security tools Experience with programming or scripting languages such as PowerShell, Python, or Bash Experience with Cloud IaaS vendors including networking and security service operation Security (CISSP, GIAC, CompTIA Security+, etc) or networking (CCNA, CompTIA Network+, etc) certifications Experience in IT or Security operations