VMware Carbon Black is a leader in cloud-native endpoint protection dedicated to keeping the world safe from cyber-attacks. The VMware Carbon Black Cloud consolidates endpoint protection and IT operations into an endpoint protection platform (EPP) that prevents advanced threats, provides actionable insight and enables businesses of all sizes to simplify operations. By analyzing billions of security events per day across the globe, VMware Carbon Black has key insights into attackers’ behaviors, enabling customers to detect, respond to and stop emerging attacks.
More than 6,000 global customers, including approximately one third of the Fortune 100, trust VMware Carbon Black to protect their organizations from cyber-attacks. The company’s partner ecosystem features more than 500 MSSPs, VARs, distributors and technology integrations, as well as many of the world’s leading IR firms, who use VMware Carbon Black’s technology in more than 500 breach investigations per year.
Job Role and Responsibilities:
Our Sales Engineers are essential to the Carbon Black sales process and play a key role in obtaining the technical win. By providing continual support to Field Sales, our Sales Engineers are vital to building and maintaining relationships with prospects and partners. Throughout all stages of the sales process, you will be called upon to share your technical acumen around security industry best practices and the mechanics of our product security platform.
As a Senior Sales Engineer, you will contribute to our proven sales methodology and develop impactful best practices for all Sales Engineering activities. Applying your strong technical, project management, and business skills, you'll manage all aspects of the prospect evaluation process, and ensure a smooth and successful transition (externally and internally) from sales process to service delivery.
Partner with Field Sales to pursue new business opportunities and support all aspects and phases of the Carbon Black sales process.
Properly scope and define evaluation goals and “Win Drivers” and propose solutions that meet the prospect’s needs.
Evangelize and demonstrate Carbon Black’s products via presentations and product demos.
Respond to technical objections and create competitive differentiation
Lead prospects through successful evaluation of Carbon Black products and services.
Educate on operational and organizational aspects of solution.
Respond to RFI’s and RFP’s
Document evaluation progress and results in SFDC
Liaison between the field sales engineering team and the Carbon Black support, product management, and engineering teams, ensuring prompt and smooth escalation of issues, feature requests, and coordinating headquarters requests of the SE team
Apprise Sales Engineering management of overall health of prospects (technical, organizational, operational and sponsorship)
5+ yrs enterprise Sales Engineering experience selling into F500
Hands-on software demonstration experience with Endpoint Security solutions / prior Security Sales Engineering experience
An understanding of the rapid evolution occurring in the endpoint security marketplace.
Expert in Windows, Linux and Mac operating systems (and relevant supporting technologies)
Experience with incident response process, cyber threat hunting, IT security technologies and best practices, end point detection and response solutions. SIEM solutions and anti-virus solutions
Malware analysis is a plus
Strong security VAR and MSSP partner relationships a plus.
Industry certifications such as GIAC, CISSP, CISM, CISA, CEH, or MCSE a plus
BS/BA is desired
This job requisition is not eligible for employment-based immigration sponsorship by VMware.
Category : Sales
Subcategory: Systems Engineering
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Work From Home: Yes
Posted Date: 2020-01-06
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