Sr. Sales Engineer - Mid Atlantic
Why Carbon Black?At Carbon Black, you'll have the opportunity to make a huge impact while working alongside a global community of passionate people who are leading the way in cutting-edge technology. Our valued employees across the world have made Carbon Black a Top Place to Work, as named by the Boston Globe for three consecutive years.The Carbon Black Sales team is the first touch point for our prospects and the reliable ally for our customers. On the Sales team, you'll be working with by high caliber, smart people who are dedicated to finding the right solution for customer needs. From initially discovering needs to ensuring the overall health of our customers, you'll build your expertise by being exposed to a number of unique scenarios. Backed by an exceptional leadership team and an organization in hyper growth, you can expect to have tremendous success and earning potential.Why You MatterWe're seeking a Sales Engineer with significant security domain expertise, coupled with strong client facing skills. This is a pre-sales role focused on the Mid Atlantic region.What You'll DoPartner with Field Sales to pursue new business opportunities and support all aspects and phases of the Carbon Black sales processEvangelize and demonstrate Carbon Black's products to prospects, customers, and partners via presentations and product demosManage all aspects of prospect evaluation process including:Properly scope and define evaluation goals and "Win Drivers"Perform installation & training of Carbon Black productsEducate on operational and organizational aspects of implementation processWork independently and with Carbon Black Technical Support and Engineering to ensure issues are resolved in a timely mannerRespond to technical objections and create competitive differentiationRespond to RFI's and RFP'sDocument evaluation progress and results in SFDCObtain technical winLiaison 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 Support the positioning of Professional Services as a critical component to Carbon Black solutionsKey contributor to and follower of our proven sales methodologyBuild and maintain prospect and partner relationshipsEnsure a smooth and successful transition (externally and internally) from sales process to service deliveryAssist in developing and evolving best practices for Sales Engineering activitiesProvide product feature input to product managementApprise Sales Engineering management of overall health of prospects (technical, organizational, operational and sponsorship)Model Carbon Black core values: Accountability, Creativity/Resourcefulness, Energy/Passion, Leadership, Integrity/Honesty, Smart/Critical Thinking, TeamingWhat You'll Bring5+ years of enterprise Sales Engineering experience selling into the F1000Proven ability to influence cross-functional teams without formal authorityDemonstrated experience with endpoint and server security.Expert in XP, Win7, Win8.x, Windows POS endpoint operating systems.Expert in Mac and Centos/RHEL endpoint operating systems.Windows 2008/2012 application server and supporting technologies/products, including IIS and SQL database variants.Expert in CentOS/RHEL application server and supporting technologies/products, include NGINX, Postgres and SOLR.Proven technical track record with securing Windows, Linux, and Mac operating systems.Knowledge of enterprise IT infrastructures and configuration.Knowledge of IT security technologies and best practice.Strong security sales experience.Strong security VAR and MSSP partner relationships a plus.Industry certifications such as CISSP, CISM, CISA, CEH, or MCSE a plusKnowledge of software deployment and patch management tools.Knowledge of Incident Response process.Strong competency in Security Process/Workflow (eg Threat and Vulnerability Management).Understanding of Security Policy, Compliance and Audit.Strong written and verbal communication skillsHands-on software demonstration experienceStrong team player who's willing to work hard while having a lot of funSolid understanding of professional services to enable software productsExcellent technical and business skills, including project management knowledgeExcellent attitude and a self-starter who takes strong accountability for personal resultsBS/BA or equivalentWho We AreCarbon Black is the leading provider of next-generation endpoint security. Carbon Black's Next-Generation Antivirus (NGAV) solution, Cb Defense, leverages breakthrough prevention technology, "Streaming Prevention," to instantly see and stop cyberattacks before they execute. Cb Defense uniquely combines breakthrough prevention with market-leading detection and response into a single, lightweight agent delivered through the cloud. With more than 7 million endpoints under management, Carbon Black has more than 2,500 customers, including 30 of the Fortune 100. These customers use Carbon Black to replace legacy antivirus, lock down critical systems, hunt threats, and protect their endpoints from the most advanced cyberattacks, including non-malware attacks.Carbon Black is an Equal Opportunity Employer. Carbon Black is an inclusive employer that believes in workplace equality, supports diversity, creates a welcoming environment, and respects the unique qualities each individual brings to the company.