Sales Engineer

About the role.

A Phosphorus Sales Engineer (SE) partners with the sales team and system architects to understand the needs of our current and prospective customers, strategize to guide winning sales cycles, provide compelling presentations to engage new logo business and expansion opportunities with existing customers.

What you’ll do.

• Execute the solution validation portion of the Phosphorus sales cycle to achieve the Technical Win in the shortest period of time with the least resources.

• Persuasively articulate the business value of complex technology via product demonstrations, presentations, and proof of value initiatives.

• Use a consultative approach in the sales process to uncover customer needs and create value based solutions that meet customers’ positive business outcomes.

• Engage in effective technical discovery and uncover specific customer requirements that map to unique and comparative Phosphorus differentiators.

• Create a set of minimum required capabilities mapped to the positive business outcomes desired by the prospective customer.

• Demonstrate use cases specific to the customer’s pain points.

• Excels in executing POVs by qualifying requirements and anticipating hurdles.

• Troubleshoots technical issues quickly and effectively.

What you’re good at.

• 7+ years of work experience - cybersecurity experience required

• Strong knowledge and experience with IoT or OT technologies preferred

• Proven track record of partnering with sales on sales strategy and overachieving sales objectives

• Proven track record of technical selling into territory accounts

• Proven track record of building partner and integrator relationships

• A demonstrated strong work ethic focused on achieving goals

• Excellent communication skills

• Individually driven with ability to effectively manage work time

• Quickly learns new technology as demonstrated by deep technical expertise in several areas

• Articulates complex concepts persuasively and confidently

• Drives for results and conveys a sense of urgency to overcome obstacles

• Gains the trust and respect our of customers

• Open to coaching and adopting best practices

• Shows a positive attitude in the face of adversity

• Adjusts to multiple demands, ambiguity, and rapid change

Who you are.

• Mission-Driven – Passionate about making real change and moving the needle in Cybersecurity.

• Intellectually Agile – able to think deeply and qualitatively about business problems, breaking down issues and presenting solutions.

• Entrepreneurial – brings a high level of self-directed energy and an unrelenting drive to succeed and win.

• Leader – able to lead by ‘doing’ with an unparalleled work ethic; able to coach and mentor those around her/him.

• Strong Communicator – can articulate with an ability to communicate in a direct and clear manner and with empathy.

• Technologically Savvy – deep knowledge of how to showcase leading-edge technologies in complex customer network configurations to efficiently manage and communicate business performance.

• Collaborative – excellent relationship building skills with an ability to prioritize, negotiate, and work with a variety of internal and external stakeholders.

About us: 

Phosphorus Cybersecurity® is the leading xTended Security of Things™ platform designed to secure the rapidly growing and often unmonitored Things across the enterprise xIoT landscape. Our Enterprise xIoT Security Platform delivers Attack Surface Management, Hardening & Remediation, and Detection & Response to bring enterprise xIoT security to every cyber-physical Thing in your enterprise environment. With unrivaled xIoT discovery and posture assessment, Phosphorus automates the remediation of the biggest IoT, OT, and Network device vulnerabilities—including unknown and inaccurate asset inventory, out-of-date firmware, default credentials, risky configurations, and out-of-date certificates. 

Follow Phosphorus on LinkedIn, Twitter, and YouTube. Learn more: www.phosphorus.io.