Sales Engineer

Remote
Full Time
220 - Sales Federal
Experienced
RedSeal, a pioneer in preemptive exposure management and winner of the SC Award for Best CTEM Solution, helps organizations see, understand, and secure their hybrid digital environments across IT (on-prem, cloud, and remote workers), OT, and IoT. By dynamically modeling the entire environment, RedSeal uncovers hidden assets, misconfigurations, and lateral attack paths, prioritizes exposures based on business-critical impact with Risk Radius™, and continuously validates compliance with internal policies and industry standards. Trusted by hundreds of Fortune 1000 companies and more than 75 U.S. government agencies, including all five branches of the U.S. military, RedSeal strengthens resilience, streamlines operations, and reduces business risk. Learn more at www.redseal.net.

Overview
As a Sales Engineer, you will establish and maintain positive and constructive relationships with customers as you communicate to understand their hybrid environment, security architecture, and operations, and help them define their exposure management objectives while mapping them to RedSeal capabilities.  This role requires hands-on leadership to resolution of technical/integration problems effectively escalating critical issues of both technical and operational natures.  You will provide standard and customized training on the RedSeal platform while providing accurate, complete and timely written documentation for all project phases.  You must have demonstrated ability to communicate effectively with customer representatives at all levels of the organization, from highly technical to senior management.  


Performance Objectives
A RedSeal Sales Engineer performs a wide variety of technical sales activities including:
  • Partnering with Sales Directors to plan and execute technical sales strategies for each account, including briefings, demonstrations, proposals, Proofs of Concept (PoCs), and technical issue resolution.
  • Establishing and proactively maintaining value-added relationships with customers and partners.
  • Conducting technical discovery to identify customer requirements, use cases, success criteria, and potential obstacles to a successful evaluation.
  • Assessing the customer's IT, OT, IoT, cloud, and hybrid environments, including their security architecture, existing technologies, and operational processes.
  • Understanding the customer's cybersecurity and exposure management objectives and mapping them to RedSeal capabilities and measurable business outcomes.
  • Delivering standard and tailored demonstrations that illustrate attack paths, exploitable exposures, segmentation gaps, security control effectiveness, and risk-based prioritization.
  • Planning, executing, and documenting PoCs in accordance with RedSeal’s PoC methodology, including defining success criteria, validating technical requirements, and coordinating the transition to Professional Services.
  • Defining practical integration strategies that align RedSeal with the customer's existing technology ecosystem, supported data sources, security tools, and operational workflows.
  • Providing technical guidance on RedSeal's integration capabilities, data requirements, interoperability, and deployment considerations.
  • Translating technical findings into actionable business risk insights for technical and executive stakeholders.
  • Leading hands-on troubleshooting and resolution of technical and integration challenges.
  • Effectively escalating critical technical and operational issues.
  • Providing standard and customized training on the RedSeal platform.
  • Responding to technical sections of RFIs, RFPs, and security questionnaires.
  • Identifying opportunities for additional use cases, integrations, and expansion of RedSeal's value within customer environments.
  • Providing ongoing technical engagement with existing customers to support platform adoption, identify additional use cases, and help customers maximize the value of their RedSeal investment.
  • Collaborating with Professional Services, Support, and account teams on post-sales technical initiatives, including integration enhancements, complex technical challenges, and expansion opportunities.
  • Collaborating with Product Management and Engineering to communicate customer requirements, product feedback, technical limitations, and opportunities for improvement.
  • Contributing to internal technical enablement through knowledge sharing, demonstration development, best practices, and reusable technical resources.
  • Maintaining awareness of competing technologies and effectively communicating RedSeal's technical differentiation and value.
  • Effectively communicating project status, technical findings, risks, and issues to customers and RedSeal stakeholders.

A successful RedSeal Sales Engineer is an effective team player who collaborates across the organization and with external partners, including:
  • Sales Directors, to align technical activities with account strategies, qualify opportunities, and effectively position RedSeal within customer environments.
  • Professional Services, to coordinate technical requirements, architecture and deployment considerations, and ensure a smooth transition from technical evaluation to implementation.
  • Support Team, to troubleshoot, escalate, and resolve product issues encountered during customer engagements.
  • Product Management, to communicate customer requirements, product feedback, technical limitations, and opportunities for product enhancements.
  • Engineering, to collaborate on complex technical challenges, integration requirements, product capabilities, and issue resolution.
  • Marketing, to align technical messaging, demonstrations, collateral, and competitive positioning with RedSeal's exposure management strategy.
  • Partners and Resellers, to support joint technical engagements, solution positioning, integrations, and partner enablement.

Through your work with customers and partners, you will identify new techniques, best practices, methodologies, and exposure management use cases, as well as opportunities to improve the RedSeal platform. Sharing this knowledge through internal and external training materials, technical documentation, demonstrations, webinars, and other enablement resources is an important part of this role.

Required Qualifications/Skills
  • 4+ years of cybersecurity presales or consulting experience, with a focus on exposure management, vulnerability management, attack surface management, or network security.
  • Bachelor’s degree in CS, CIS, EE, or MIS, or equivalent experience.
  • Excellent verbal and written communication skills.
  • Comfortable delivering technical presentations, tailored demos, and interactive training.
  • Demonstrated ability to communicate effectively with customers and partners at all levels of the organization, from practitioners to executives.
  • Ability to identify, understand, and communicate complex exposure and risk issues across hybrid environments.
  • Effective project management and leadership skills, working with multiple teams within the customer environment.
  • Ability to identify, escalate, and resolve issues that impact customer success.
  • Ability to effectively track and communicate project status and results.
  • Ability to identify and communicate techniques, methodologies, and usability enhancements to improve RedSeal.
  • Demonstrated ability to be proactive and persistent in driving a PoC from start to finish, while working with Product Management to resolve issues.
  • Working knowledge of Salesforce or a comparable CRM.
Required Technical Skills
  • Strong knowledge of network security design, architecture, segmentation, and implementation.
  • Strong troubleshooting and analytical skills in complex network and security environments.
  • Understanding of Layer 2, 3, and 4 networking concepts and technologies, including:
    • IPv4 subnetting, NAT, and IPv6
    • TCP/IP protocols, including ICMP, UDP, and TCP
    • STP, VLANs, and network segmentation
  • Detailed understanding of routing, firewall, and load balancing technologies, with configuration-level experience across multiple vendors.
  • Understanding of cybersecurity exposure management concepts, including vulnerability management, attack path analysis, attack surface management, security control validation, and risk-based prioritization.
  • Knowledge of enterprise security technologies, including vulnerability scanners, endpoint security, asset discovery, SIEM, CMDB, and related security management platforms.
  • Experience integrating enterprise technologies using REST APIs, data exchange formats (JSON, XML), and scripting or automation tools such as Python, JavaScript, or PowerShell, including the ability to develop and troubleshoot integration workflows.

Preferred Technical Skills
  • Experience working with large-scale enterprise network environments (500+ network devices), including complex, multi-vendor infrastructures.
  • Experience across enterprise, data center, cloud, hybrid, and OT/industrial network environments.
  • Knowledge of advanced networking technologies, including GRE, IPsec, BGP, OSPF, EIGRP, MPLS, MPLS-VPN, and VPLS.
  • Familiarity with modern network architectures, including SD-WAN, hybrid connectivity, and cloud networking.
  • Experience with public cloud networking and security platforms, including AWS, Microsoft Azure, and Google Cloud.
  • Knowledge of network management, monitoring, and configuration management technologies.
  • Awareness of current cybersecurity threats, attacker techniques, and frameworks such as MITRE ATT&CK.
  • Familiarity with security and compliance frameworks, including PCI DSS, NIST, CIS Controls, DISA STIGs, and NERC CIP.
  • Experience conducting technical discovery, delivering demonstrations, supporting technical evaluations, and executing Proofs of Concept (PoCs).
  • Understanding of OT and industrial control system (ICS) environments, including the Purdue Model and IT/OT segmentation.
  • Understanding of the safety and availability constraints of OT environments, including passive, non-disruptive data collection, is a plus.
  • Experience selling large-scale platform solutions, including the challenges of solution selling for continuous customer success, is a plus.
  • Relevant industry certifications such as CCIE, CCNP, JNCIE, CCSE/CCSA, CISSP, CISA, CISM, or cloud networking and security certifications are desirable.

Additional Job Details
  • Remote work from home position
  • Up to 20% travel


 
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