Customer Solutions Engineer helping CoLab’s AI platform transform aerospace and defense engineering workflows. Delivering demos, deploying AI capabilities, leading change management, and expanding adoption across customer accounts.
About the role
- Senior Sales Engineer helping Sophos sell AI-driven cybersecurity solutions across Ontario and Quebec. Advising mid-market customers and channel partners through technical evaluations, demonstrations, and consultative sales engagements.
Responsibilities
- Serve as the primary technical resource supporting Mid-Market sales opportunities across Ontario and Quebec
- Partner with Account Executives and Channel Account Managers to develop and execute territory growth strategies
- Build relationships with customer technical stakeholders, security practitioners, and business decision-makers
- Conduct technical discovery sessions to understand customer environments, requirements, challenges, and business objectives
- Deliver product demonstrations, technical presentations, workshops, and proof-of-concept engagements
- Act as a subject matter expert across the Sophos cybersecurity portfolio and advisory services
- Articulate technical and business value propositions, competitive differentiation, and security outcomes
- Support customer retention, expansion, and cross-sell opportunities through technical reviews, health checks, threat profile discussions, and strategic security conversations
- Partner with Customer Success and Renewals teams to increase product adoption and identify growth opportunities
- Collaborate with channel partners to generate pipeline, support joint customer engagements, and deliver partner enablement activities
- Represent Sophos at industry events, customer briefings, partner events, webinars, and regional marketing initiatives
- Maintain accurate opportunity and activity updates within Salesforce to support sales forecasting
- Provide field feedback to Product Management, Marketing, and Leadership on customer requirements, competitive intelligence, and market trends
- Mentor junior team members and contribute to Sales Engineering enablement initiatives
- Lead consultative cybersecurity discussions and translate complex technical concepts into measurable business outcomes
- Position cybersecurity systems, managed services, and professional/advisory services within broader cyber risk reduction strategies
Requirements
- 5-8+ years of experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a similar customer-facing technical role
- Fluency in both English and French, written and verbal
- Experience supporting Mid-Market and commercial customer segments
- Strong understanding of cybersecurity technologies, security operations, and industry best practices
- Demonstrated expertise in one or more cybersecurity areas, including MDR, XDR, Endpoint Security, Firewall and Network Security, Cloud Security, Incident Response, Email Security, Vulnerability Management, Security Awareness, and Professional or Advisory Security Services
- Ability to conduct impactful executive presentations, technical workshops, and product demonstrations
- Strong consultative selling, discovery, and customer engagement skills
- Experience supporting indirect sales motions through channel partners and resellers
- Excellent communication, organization, and collaboration skills
- Ability to work independently while thriving in a team-selling environment
- Relevant industry certifications such as CISSP, Security+, CySA+, CEH, Microsoft Security, AWS Security, Azure Security, or equivalent (preferred)
- Experience using Salesforce and related sales productivity tools (preferred)
- Familiarity with managed services, MDR, SOC operations, incident response services, or professional security consulting engagements (preferred)
- Established relationships within the Ontario and Quebec cybersecurity or partner ecosystem (preferred)
- Experience presenting to executive-level, security, IT operations, and risk management audiences (preferred)
- Demonstrated ability to leverage AI-powered productivity tools and technologies
- Familiarity with crafting effective AI prompts and leveraging generative AI platforms
- Experience evaluating, deploying, or utilizing locally hosted, self-hosted, or private AI models
- Ability to articulate the business and cybersecurity implications of AI adoption
- Passion for emerging technologies and a continuous learning mindset
Benefits
- Target sales commissions
- Comprehensive benefits package
- Remote-first working model
- Employee-led diversity and inclusion networks
- Annual charity and fundraising initiatives
- Volunteer days
- Global employee sustainability initiatives
- Global fitness and trivia competitions
- Global wellbeing days
- Monthly wellbeing webinars and training
- Recruitment and selection process adjustments upon request
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