Job Title:

Sales Engineer

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry.  Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. 

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. 

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. 

We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview:

As a Security Sales Engineer (SE), you will play a critical role in partnership with your sales
account manager(s) to create a solution architecture and proposals that meets or exceeds
the customer’s requirements. You will lead and engage throughout the sales lifecycle from
discovering the customer’s needs, writing proposals, solution demonstration, architecting
solutions, building the customers trust and leading the proof of concept to gain the technical
win. Your sales focus will be aligned to commercial and enterprise customers. You will also
work in collaboration with your direct SE Manager and Regional sales directors to contribute
to sales strategy and team initiatives that create a pipeline, customer excellence and best
practices on technical wins.

Role Overview:

● Own the solution sales activities within the sales process to gain the technical winand the customers’ trust
● Participate in solution led sales calls and prospect visits, qualifying the customer’srequirements
● Gather requirements, develop use cases, and fully understand the client's businessneeds and constraints
● Provide exemplary technical expertise on customer product and solution demonstrations
● Create unsolicited solution proposals and ensure it meets or exceed the customer’s requirements and is fit for the intended purpose
● Ownership of the technical or solution response to RFIs/RFPs and orchestration of the virtual teams to help deliver a comprehensive consultative response
● Present a solution proposal to the customer, demonstrate how we solve the customer’s requirements and how this aligns with the customers’ outcomes and differentiate from the competition
● When required, lead the proof of concept from engagement, ownership of all activities and orchestration, through to completion
● Play a pro-active "Technical Account Management" role within your target accounts including building a trusted relationship, monitoring/managing customer issues in partnership with support, expand the existing footprint and drive competitive
displacements
● A mentor for SEs and a team player, sharing best practices, providing feedback to product
● Technical account lead for Customer Executive Briefing events
● Support customer beta activities and early adopter programs
● Participate in the Global Presales Enablement program, through the delivery of formal classroom training
● Adhere to corporate guidelines and compliance

About You:

● Native Japanese with intermediate level of English language skills, spoken and written.
● You come with 10+ years of proven cybersecurity experience

● You are a technical specialist in one of these Technologies: SSE Solutions & architectures; Cloud and Virtualization security; Data protection and privacy.
Network, Web Proxy and SDWAN; Workload and Container security
● You love presenting and showcasing innovative technologies, solutions and approaches with the market.  You will instinctively understand customer context and capability, and be able to adapt to use cases and improvement opportunities relevant
to a our customers
● Solutions need to be properly specified and sized – you will be attentive to technical detail to ensure customer bills of material meet their use case requirements.
● This is a great opportunity to work at a software vendor and SaaS provider. If you currently work with Skyhigh or other SSE solutions at your organization and want to experience the work at a vendor, then please reach out.
● You are ambitious and have an appetite to learn.  This role is an excellent opportunity to expand your skillset and exposure to cybersecurity at scale.
 

職務概要

• セールスプロセスにおけるソリューション販売活動を主導し、技術面での勝利と顧客からの信頼を獲得する。

• ソリューション主導のセールスコールや顧客訪問に参加し、顧客の要件を明確にする。

• 顧客のビジネスニーズや制約を完全に理解するため、要件を収集し、ユースケースを作成する。

• 顧客向けの製品・ソリューションデモンストレーションで、模範的な技術的専門知識を提供する。

• 提案依頼されていないソリューション提案書を作成し、それが顧客の要件を満たす、あるいは上回るものであること、そして意図された目的に適合していることを確認する。

• RFI/RFPに対する技術的またはソリューションの回答を主導し、包括的でコンサルティング的な回答を提供するためにバーチャルチームを組織する。

• ソリューション提案を顧客に提示し、顧客の要件をどのように解決するか、それが顧客の成果とどのように連携し、競合他社とどう差別化できるかを説明する。

• 必要に応じて、概念実証（PoC）の開始から、活動の主導と調整、完了までをリードする。

• 担当アカウント内で、積極的な「テクニカルアカウントマネジメント」の役割を果たす。これには、信頼関係の構築、サポート部門と連携した顧客問題の監視/管理、既存の導入範囲の拡大、競合製品からの置き換え推進などが含まれる。

• プリセールスエンジニア（SE）のメンターとして、ベストプラクティスの共有や製品へのフィードバック提供など、チームプレーヤーの役割を担う。

• 顧客向けエグゼクティブ・ブリーフィングイベントの技術アカウントリードを務める。

• 顧客のベータ版テスト活動やアーリーアダプタープログラムを支援する。

• 正式なクラスルームトレーニングの実施を通じて、グローバルプリセールス・イネーブルメント・プログラムに参加する。

• 企業のガイドラインとコンプライアンスを遵守する。

求める人物像

• 日本語を母国語とし、英語での会話および筆記が中級レベルであること。

• 10年以上のサイバーセキュリティ分野での実務経験があること。

• 以下のいずれかの技術分野における技術スペシャリストであること：SSEソリューションとアーキテクチャ、クラウド・仮想化セキュリティ、データ保護とプライバシー、ネットワーク、Webプロキシ、SD-WAN、ワークロード・コンテナセキュリティ。

• 革新的なテクノロジー、ソリューション、アプローチを市場で発表し、紹介することに情熱を持っている方。顧客の状況や能力を直感的に理解し、当社の顧客に関連するユースケースや改善機会に適応させることができる方。

• ソリューションは適切に仕様化され、規模を決定する必要があります。顧客のユースケース要件を満たすように、技術的な詳細に注意を払うことができる方。

• ソフトウェアベンダーやSaaSプロバイダーで働く絶好の機会です。現在、所属する組織でSkyhighまたはその他のSSEソリューションに携わっており、ベンダーでの仕事を経験したい方は、ぜひご連絡ください。

• 学習意欲が高く、向上心がある方。このポジションは、大規模なサイバーセキュリティ分野でのスキルセットと経験を広げる素晴らしい機会がございます。

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.