Senior Sales Engineer - Focus Enterprise

The Opportunity The Senior Field Sales Engineer drives Sophos’ growth by technically engaging with our existing enterprise customer base to broaden our presence in accounts as well as winning customers who have not previously adopted any of our technologies. This role requires skills and experience in the technical management of existing customers, building a trust relationship focused on driving the business benefits to be gained from the adoption of the Sophos solution set, together with the ability to drive new logo business. You will have a demonstrably strong background in supporting the sale of security technologies including XDR/MDR, network security, and endpoint solutions. Alongside strong technical skills around the enterprise security stack, the role requires effective technical storytelling, and commercial appreciation in order to quickly establish trust from first contact. You will work alongside nominated members of the sales team and members of our reseller partner network to develop the existing client base and drive new-logo opportunities. Key to your success in this role will be your ability to become a trusted business partner for your nominated sellers and other internal Sophos stakeholders e.g. Customer Success Managers, Product Managers, drive compelling technical value propositions into your customers and prospects. What You'll Do Lead technical engagement for existing and net‑new prospects from first conversation through to technical win, focusing on competitive differentiation and value‑led positioning. Rapidly assess a prospect’s environment, risks, and security maturity to recommend impactful solutions that connect with their business objectives Take ownership of those solutions including internal stakeholder management to bring appropriate levels of resource into opportunities and liaise with internal stakeholders such as Customer Success Managers Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes. Uncover explicit and latent requirements using advanced questioning and active listening techniques. Translate discovery insights into tailored architectures and solution recommendations aligned to customer needs, timelines, and strategic goals. Position technical outcomes in terms of operational efficiency, risk reduction, and total cost of ownership benefits. Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities. Build and lead PoCs with clear success criteria, technical validation milestones, and structured paths to closure. Communicate complex technical concepts clearly to both technical and non‑technical audiences. Create and deliver engaging presentations that demonstrate Sophos’ value and differentiation. Tailor messaging to senior stakeholders, influencers, and hands‑on practitioners. Represent Sophos at events, webinars, and field activities with confidence and clarity. Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner. Offer unbiased, advisory‑led recommendations grounded in discovery outcomes and market understanding. Work closely with account executives, product specialists, and product teams to shape competitive strategy. Support demand‑generation campaigns and activities focused on new business acquisition. Maintain up‑to‑date knowledge of competitor technologies and articulate Sophos’ differentiators with authority. Provide insights from customer engagements to influence product direction and go‑to‑market strategy. Engage with customers across the UK and Ireland. Travel expected to be approximately 25%–50%. What You'll Bring Proven technical pre‑sales experience in cybersecurity or a closely related field. Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud. Exceptional discovery capabilities, including identifying explicit and hidden customer needs. Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria. Capability to convert discovery findings into solution designs and persuasive technical narratives. Strong verbal and written communication skills across technical and executive audiences. Confident in building and delivering engaging demonstrations, workshops, and technical evaluations. Skilled in simplifying complex concepts and presenting them with clarity, impact, and relevance. Ability to tailor messaging for different stakeholders — from CISOs to analysts and architects. Comfortable building influence, understanding, and trust from scratch within greenfield accounts. Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process. Deep understanding of cybersecurity trends and common customer challenges. Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust. Capable of working independently in the field while collaborating effectively across the sales ecosystem. Able to manage multiple concurrent workstreams — PoCs, demos, meetings — with strong organisation and prioritisation. Relevant Knowledge Areas MDR / XDR Network Security Endpoint Security / EDR Cloud (AWS, Azure, GCP) Microsoft Security Stack What does remote mean at Sophos? Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results. Our Commitment To You Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed. We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations. If you require a reasonable accommodation during any stage of the recruitment process, please let your recruiter know. 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