Senior Sales Engineer - New Logo/Enterprise

The New Business Senior Field Sales Engineer at Sophos drives growth by engaging and winning new customers, focusing on net‑new logo acquisition and competitive displacement. The role requires strong technical skills, effective storytelling, and commercial understanding to establish trust from first contact.

Location: UK and Ireland

Responsibilities

• Lead technical engagement for net‑new prospects from first conversation through to technical win, focusing on competitive differentiation and value‑led positioning.
• Rapidly assess a prospect’s environment, risks, and security maturity to recommend impactful solutions.
• Take ownership of those solutions including internal stakeholder management to bring appropriate levels of resource into opportunities in order to be successful.
• Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes.
• Uncover explicit and latent requirements using advanced questioning and active listening techniques.
• Translate discovery insights into tailored architectures and solution recommendations aligned to customer needs, timelines, and strategic goals.
• Position technical outcomes in terms of operational efficiency, risk reduction, and total cost of ownership benefits.
• Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities.
• Build and lead PoCs with clear success criteria, technical validation milestones, and structured paths to closure.
• Communicate complex technical concepts clearly to both technical and non‑technical audiences.
• Create and deliver engaging presentations that demonstrate Sophos’ value and differentiation.
• Tailor messaging to senior stakeholders, influencers, and hands‑on practitioners.
• Represent Sophos at events, webinars, and field activities with confidence and clarity.
• Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner.
• Offer unbiased, advisory‑led recommendations grounded in discovery outcomes and market understanding.
• Work closely with account executives, product specialists, and product teams to shape competitive strategy.
• Support demand‑generation campaigns and activities focused on new business acquisition.
• Maintain up‑to‑date knowledge of competitor technologies and articulate Sophos’ differentiators with authority.
• Provide insights from customer engagements to influence product direction and go‑to‑market strategy.
• Engage with customers across the UK and Ireland.
• Travel expected to be approximately 25%–50%.

Requirements

• Proven technical pre‑sales experience in cybersecurity or a closely related field.
• Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud.
• The Sophos XDR / MDR solution is at the centre of the Sophos enterprise strategy and therefore seen as a mandatory, core competency.
• Exceptional discovery capabilities, including identifying explicit and hidden customer needs.
• Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria.
• Capability to convert discovery findings into solution designs and persuasive technical narratives.
• Strong verbal and written communication skills across technical and executive audiences.
• Confident in building and delivering engaging demonstrations, workshops, and technical evaluations.
• Skilled in simplifying complex concepts and presenting them with clarity, impact, and relevance.
• Ability to tailor messaging for different stakeholders — from CISOs to analysts and architects.
• Comfortable building influence, understanding, and trust from scratch within greenfield accounts.
• Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process.
• Deep understanding of cybersecurity trends and common customer challenges.
• Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust.
• Capable of working independently in the field while collaborating effectively across the sales ecosystem.
• Able to manage multiple concurrent workstreams — PoCs, demos, meetings — with strong organisation and prioritisation.
• Mandatory knowledge areas include MDR / XDR, Endpoint Security / EDR, Cloud (AWS, Azure, GCP), Microsoft Security Stack, Incident Response.
• Beneficial knowledge areas include Network Security, Email Security, Identity & Access Management, Pen‑testing / Red Teaming.

Benefits

• Remote-first working model, with some roles possibly requiring a hybrid approach.
• Innovative and fun work environment with a focus on diversity and inclusion.
• Employee-led diversity and inclusion networks.
• Annual charity and fundraising initiatives, volunteer days, and community support.
• Global employee sustainability initiatives.
• Global fitness and trivia competitions.
• Global wellbeing days.
• Monthly wellbeing webinars and training.
• Commitment to diversity, equality, and inclusion.
• Support for adjustments in recruitment process.
• Data protection and privacy policies.