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Requirements and responsibilities
A Sales Engineer (SE) will partner with Sales in driving technical success throughout the pre-sales and early post-sales lifecycle. In this role, you will act as the technical authority during evaluations, helping prospective customers in Operational Technology (OT) and Industrial Control System (ICS) environments understand how our cybersecurity solutions address their operational and security challenges.As a mid-level SE, you will independently support sales opportunities, lead technical discovery, deliver product demonstrations, and design solutions for complex OT environments. You will collaborate closely with Account Executives, Product, and Engineering to ensure customer requirements are met while contributing to the evolution of our technical sales motion.RequirementsKey ResponsibilitiesPartner with Account Executives to support mid-market and enterprise sales opportunitiesLead technical discovery to understand customer OT/ICS environments, constraints, and security requirementsDesign and present solution architectures that align with customer needs and operational realitiesDeliver tailored product demonstrations and technical presentations to OT engineers, security teams, and executive stakeholdersSupport proof-of-concept (POC) and pilot deployments, including environment setup and success criteria definitionRespond to technical questions, RFPs, and security questionnaires during the sales processAct as a trusted technical advisor to prospects throughout the buying journeyAssist with technical aspects of deal strategy, including positioning, differentiation, and risk mitigationSupport handoff from sales to post-sales teams to ensure smooth implementation and customer onboardingProvide field feedback to Product and Engineering based on customer needs and objectionsContribute to sales tools, demo environments, and technical documentationShare best practices and lessons learned with the broader Solutions Engineering teamQualifications3–6 years of experience in a Solutions Engineer, Sales Engineer, Systems Engineer, or similar customer-facing technical roleHands-on experience with OT, ICS, or industrial environmentsStrong understanding of networking, security fundamentals, and Linux/Unix-based systemsExperience supporting enterprise or mid-market customers through technical evaluationsAbility to explain complex technical concepts to both technical and non-technical audiencesStrong presentation and communication skillsExperience in a SaaS or high-growth startup environmentWhat Success Looks LikeSales opportunities progress efficiently through technical stagesProspects clearly understand the value and architecture of the solutionPOCs and demos are well-executed with defined success criteriaStrong collaboration with Sales and post-sales teamsIncreasing independence in handling complex technical scenariosBenefitsCompensation & Ramp SupportCompetitive base salary 70 / 30 split between base and commissionOTE between $180,000- $200,000.00Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning401K matchUnlimited PTORemoteMedical, vision, dental insuranceClear performance milestones tied to expanded responsibilityThis is a career growth opportunity and an FLSA-exempt role. The position will require working more than 40 hours per week at times to meet business needs.
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