Senior Sales Engineer

6 days ago

Geelong, Victoria, Australia Mimecast Services Limited Full time

At Mimecast, we don't just offer a job; we present a thrilling opportunity to be at the forefront of shaping the future of cyber resilience. Your expertise, dedication, and passion will make an impactful difference, not just for our clients but for the cybersecurity landscape. We look forward to welcoming you to our dynamic team

About the job

As a Senior Sales Engineer reporting into the ANZ Sales Engineering Manager, you will be a seasoned presales engineer with proven sales and technical skills. You will successfully sell into large and complex organizations. As an individual contributor working in a highly collaborative team, you will be comfortable owning detailed technical requirements analysis, senior stakeholder management, have solid commercial/sales acumen and excellent customer facing skills.

The role is based in Melbourne with a potential for interstate travel.

What You'll Do

The successful candidate will be an enthusiastic, proactive, and energetic senior trusted advisor for senior management in our customer's organisations. Working closely with our sales team, the candidate will build and maintain strong relationships during the sales cycle, be a passionate contributor to sales success, and navigate both complex technology requirements and practical business outcomes at a tactical and strategic level. The candidate will be a confident and experienced communicator who will represent Mimecast with professionalism, and will be responsible for opportunity strategy, solution positioning and exceptional customer presentations.

Duties

  1. Lead and own the technical engagement during the sales cycle.
  2. Work closely with sales counterparts to conduct thorough "needs analysis" and ensure effective technical discovery.
  3. Create and deliver excellent presentations, demonstrations, and documentation to support sales into senior level buyers.
  4. Manage the customer stakeholders of complex sales throughout the sales cycle.
  5. Coordinate internal resources to support the sales cycle.
  6. Mitigate technical risk associated with sales engagements to improve close ratios.
  7. Manage and coordinate RFP, RFIs and tender responses.
  8. Manage Proof of Value to align to customer's success criteria.
  9. Manage technical handover of customers to delivery teams to ensure high levels of customer satisfaction.
  10. Provide input into the qualification and sales strategies as a partner to the sales team.
  11. Validate and help iterate the Mimecast offering through in-market conversations.
  12. Trusted advisor delivering local marketing and communications initiatives such as webinars.

What You'll Bring

  1. 10 years or more years' experience in customer facing presales/technical consulting.
  2. 5 years' experience in cyber security ideally in SaaS.
  3. Seasoned at navigating complex buying structures and large enterprise organisations.
  4. Strong understanding of the cyber security landscape and challenges.
  5. Expert at bridging the gap between technical solutions and business outcomes, ensuring alignment with customer goals.
  6. Excellent presentation, communications and interpersonal skills.
  7. Formal sales training (e.g. Sandler, Challenger) preferred.

What We Bring

We're fast thinking. We go big to reach our cyberattack-disrupting goals. And we do what we need to protect the world of business from getting important (and potentially compromising) data stolen. We never leave anyone behind. We deliver quickly – and outstandingly. We're big on honesty because it makes us better. We're empowered by our mission. And if cybercriminals have a good day, we work twice as hard to make the rest of their days a nightmare. That's The Mimecast Way.

And the Mimecast way is also a hybrid-working way. We empower our people to balance their time between home and the office in a way that works best for them, their team, and our stakeholders.

Become a Mimecaster and put corporate data under your protection. Fill our teams with respect. And bring cybercrime-obstructing energy to your work. Be passionate. Be powerful. Be alive with purpose.

DEI Statement

Cybersecurity is a community effort. That's why we're committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they're a cybercriminal, of course.

We're proud to be an Equal Opportunity and Affirmative Action Employer, and we'd encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won't affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.


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