Mid-Market Sales Engineer, DACH

About The Role

Abnormal AI is seeking a Mid-Market Sales Engineer, DACH to join our growing Mid-Market Sales Engineering team in DACH. As a Mid-Market Sales Engineer, DACH, you will be our customers’ technical contact, crafting strategic business cases to win customers over and help them conquer their most intractable email security challenges.

In partnership with Mid-Market Account Executives, you will be responsible for conducting in-person and remote product demos, articulating the technical value of Abnormal AI products, and driving successful outcomes for Proof of Value (POV) programs.

The ideal candidate for the role will have the following skill set:

• Ability to tie technology to business outcomes and drive value
• Ability to influence your audience in both virtual and in person formats
• High emotional intelligence; ability to read the room, engage people, be empathetic, listen and respond effectively
• Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
• Strong discovery skills; able to uncover customer pain points, requirements, and objectives

What you will do

• Serve as the technical sales lead throughout the pre-sales cycle, including owning Proof of Value (POV) results and driving their success, co-leading customer relationships with Mid-Market Account Executives, and delivering technical demos
• Provide technical pre-sales support for Mid-Market Account Executives
• Assist Mid-Market Account Executives in developing and implementing sales objectives and account-based penetration strategies
• Conduct technical and competitive landscape research to effectively address customer questions
• Serve as a technical resource for pre-sales and platform diligence, including supporting prospect security reviews, and answering technical questionnaires as required
• Educate prospects and partners on Abnormal AI products, platform, and offerings
• Obsessively drive customer satisfaction

Must Haves

• 2+ years experience in sales engineering or related technical field
• Excellent technical presentation and communication skills, both verbal and written
• Ability to see and present “the big picture”, uncover business challenges, and architect solutions that address customer needs
• Ability to work independently in a high-velocity, dynamic environment
• Positive attitude, strong customer focus, and sense of ownership over customer outcomes
• Technical background in messaging and Internet security principles (a plus)
• Understanding of internet protocols (HTTP, SMTP, DNS, etc.) (a plus)
• Security+, SSCP, CISSP, CEH or other relevant security certifications (a plus)

Key skills/competency

• Sales Engineering
• Technical Presentations
• Proof of Value (POV)
• Email Security
• Customer Relationship Management
• Business Outcomes Alignment
• Discovery Skills
• Internet Protocols (HTTP, SMTP, DNS)
• Cybersecurity
• Communication