Senior Sales Engineer- Public Sector

<h3>Description</h3> <p>XM Cyber is a pre-ipo cyber security vendor that continuously and safely helps the world’s most secure organisations understand cyber-attack paths that attackers can exploit. Until now it has not been possible to provide a continuous adversarial view of the enterprise allowing organisations to understand how they can be attacked, what they can do about it, and to fuse this visibility into a range of operational security processes. Clients view XM Cyber as a strategic component of cyber security de-risking and accelerating business initiatives.</p><p>You will be an inspirational and experienced Sales Engineer with a strong track record of selling enterprise cyber security solutions to Global 5000 companies. This is a strategic opportunity to be part of the team that takes XM Cyber on the scale-up phase of growth and shapes the future success of the company.</p><p>You will evangelise the XM Cyber solutions and value proposition at senior levels of G5000 companies up to and including CISO. This role involves working hand-in-hand with an experienced team of world class professionals who all believe in the vision and future success of XM Cyber.</p><p>You will apply strong domain experience in the enterprise security space, coupled with a strong enterprise pre-sales methodology to underpin the success of your assigned region and fuel the growth of XM Cyber.</p><p><strong>Responsibilities</strong></p><ul><li>Assist the regional sales director and select partners with preparations for customer and prospect meetings, presentations, scoping and competitive positioning</li><li>Provide technical account management, project management, and conduct handson product demonstrations and technical discussions with prospects, customers and channel partners</li><li>Lead and manage pilot and proof-of-value (POV) execution in complex environments aligned to defined client requirements. Post execution a report and stakeholder presentation would be delivered outlining the findings, successful use cases. value proof, client value proposition and next steps.</li><li>Represent XM Cyber as a key technical spokesperson and figurehead evangelising to the market and partner community engaging in regular speaking events and participating in roundtables with CISO and senior security management personas</li><li>Develop and evolve solution propositions that fit the needs of large enterprises to build custom propositions that resonate with the clients you are working with</li><li>Introduce and present XM Cyber capabilities, use cases, and technology via presentations, white board sessions, and product demonstrations.</li><li>Qualify opportunities by understanding the customers business need, operational pain points and technology ecosystem</li><li>Work with the regional sales director to articulate value propositions, differentiation, and solution architecture</li><li>Work closely with existing customers to help them maximise value from the investments and look for additional use cases to increase value and environment coverage</li><li>Work closely with marketing and R&amp;D teams to bring to life new impactful use cases in the form of value propositions and product capability</li></ul> <h3>Requirements</h3> <ul><li>10+ years’ experience working as a pre-sales engineer within the cyber security domain aligned with G5000 and major government organisations</li><li>Experience in security operations center processes and solutions</li><li>Experience in vulnerability management processes and solutions</li><li>Knowledge of advanced security operations architecture</li><li>An understanding of red teaming, penetration testing tools/techniques and threat hunting</li><li>Exceptional presentation skills (oral and written) for communication of complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and an architecture that aligns to the client’s ecosystem</li><li>Ability to understand a technology in detail to then flexibly use the knowledge to bring to life impactful tailored demos and presentations</li><li>Knowledge of some of the following technology domains: EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, ITSM, CMDB, Firewalls and PAM</li><li>Knowledge of cloud architecture and controls within AWS, Azure and GCP</li><li>Broad knowledge of the security controls an organisation can deploy to mitigate risk • A passion for ongoing industry education including recent breaches and techniques used to exploit clients</li><li>Knowledge of industry frameworks such as MITRE, NIST, OODA and Cyber Kill Chain</li></ul><p><strong>Additional Qualifications</strong></p><ul><li><strong></strong>Experience in risk assessment, risk management and risk consulting</li><li>Experience in security incident &amp; event management</li><li>Comfort working within a channel environment with major system integrators, MSSP’s and VAR’s</li><li>Knowledge of information security standards (ISO 17