Presales Engineer - Cybersecurity

This is the key role; you will work closely with our channel partners and end customers in the defined territory. You will manage, direct, and drive the team of Partner Technical Engineers. You will be the technical expert for the region. You will be responsible for the enablement of Channel Partners & Internal team.  Required Experience, Skills and Expertise:  Engineering Graduate or Masters in IT, Computer Science Minimum of 3 years of Sales Engineer (Presales) experience in the Cybersecurity (Preferably in Firewall & Endpoint Security EDR-XDR) industry including hands on experience on Next-Gen Firewalls & Endpoint Protection Solutions, EDR/XDR and ad advantage if have any experience in MDR.Strong presentation, whiteboarding, product articulation & demonstration skills Ability to represent and articulate the solution to prospects & customers at both a technical (CTO/CIO) & business (CMO) level. Thorough understanding of the channel enablement, management, Sales Engineering (Pre-Sales) process and Sales Processes is must Understand the value of best practices and apply best practices and other tools to drive business results. Able to get things done without direct line authority; able to exercise personal influence, resolve conflict, and bring about required behaviours Knowledge of the following technologies and protocols is must: Firewall, Endpoint security, Email Security, Cloud security, LAN, WAN, VPN, Routing & Switching Cloud & Virtualization Platform (AWS, Azure, Google, VMWare) Knowledge of common OS (Windows, macOS, Linux) and Network topologies Authentication (Active Directory, LDAP, Radius, 2FA, MFA) Proven understanding of DNS, SMTP, HTTP, HTTPS, POP3, IMAP, TCP/IP Familiarity with various hacking and exploitation tools and methodologies, common malware families, and Anti-Virus / IDS / IPS evasion techniques.  Roles and Responsibilities:  Presales assistance in qualifying the sales leads from technical standpoint Drive the opportunities with end customers directly or along with channel partner  Provide day to day Presales support to Partners including on-site partner visits, and customer Proof-of-Concept (POC) Develop technical skills of Partner Engineers on Sophos flagship product line Sophos Firewall, Endpoint/Server, Cloud security etc. Manage and motivate a team of Partner Technical Engineers and grow them as a “Trusted Cyber Security Advisor” Plan and execute Partner Enablement activities such as Training, Technical Workshops, Webinars, White-boarding sessions etc Deliver agreed set of activities (workshops, trainings, webinars and any other activities agreed upon) Customer Support during Sales Cycle (On-site Product implementation, technical issues and Engineering Team interaction to overcome challenges) Work with partners to create technical and marketing case studies with reference customers in various verticals Answer RFP documents required by partners and customers Frequent 1:1 meeting with Key Partners and End Customers to develop relationship Serve as the main technical lead to educate the partner engineers, sales managers, partners, customers on issues ranging from product features, technology, functionalities and new offerings Work closely together with the partner in order to maximize the primary business focus and serves as a team leader responsible for the quality and success of the Partner Engineer Conduct frequent Technical Knowledge sharing sessions for internal teams and partners to highlight products, and solutions Perform post-sales support for highly potential customers or partners Prioritize customer requirements and present business case to the regional Sophos Technical Manager for feature request Work closely with regional marketing team to plan technical events such as roadshows, partner events, customer workshops Do quarterly SWOT analysis for focused partners to measure success of Partner Enablement activities Support Partner Engineers in complex evaluations, problem solving and challenging customer environments Discuss competitor products in the marketplace and positions Sophos as the best alternative