Solutions Engineer

The Solutions Engineer, “Pre-sales Consultant”, or “Sales Engineer”, is a technical role that is part of the sales team. It is an exciting opportunity for experienced professionals with both strong technical, collaboration and presentation skills willing to participate in a key role in sales activities and business development.

A solutions engineer is a product and market expert for one or several product lines of the Fortra portfolio. You will work with leading companies worldwide providing guidance during the sales process by identifying customers technical and business requirements and demonstrating product capabilities prior to designing a solution proposal that is the best for the customer. You will also participate in marketing activities such as webinars, tradeshows and content generation.

As a Solutions Engineer for Offensive Security, you’ll be managing pre-sales activities for different solutions from the portfolio. Your focus will be our Offensive Security (Core Impact, Cobalt Strike, Outflank)  solutions. In this role you will have global responsibility.  You will also have the opportunity to learn other exciting security solutions from Fortra portfolio including, but not limited to Data Classification, DRM, Fortra VM, or GoAnywhere MFT.

WHAT YOU'LL DO

Sales activities:

• In close cooperation with sales representatives, work together on any activities with prospective customers


• Understand the customer needs and articulate a solution that best addresses those needs.


• Develop, present and deliver high-impact demonstrations


• Own the customer’s evaluation process of the offered products and solutions, by executing trials and proof of concepts.


• Identify technical and functional objections from the prospective customer during the sales process, be creative finding solutions, and work together with the appropriate team for remediation.


• Build and present proposals to customers, articulating the benefits of our company as the best solution that addresses their need to all levels, including “C” level executives.


• Provide estimates of professional services efforts and build a project plan, if required, to guarantee a successful deployment at the customer.


• Understand the competition and become a differentiator during the sales process.


• Know the company portfolio to identify and generate cross-selling opportunities.

Partnership Activities:

• Work together with partners in activities like visits, demos, proposals, events etc.


• Help in the partner recruiting process, participate in calls with potential partners.


• Participate in partner enablement activities like tech training and functional enablement.


• Deliver technical presentations and response to technical questions during sales calls.

Industry Events:

• Represent the Company at Trade Shows, User Group events, Conferences, and Virtual events.


• Provide presentations at events where applicable.

Product / Technical Marketing:

• Participate in online webinars on specific topics.


• Assist in the outbound launch of new products and releases activities.


• Serve as the market expert of our solutions, from how customers use them, how the competition positions against them to how we sell and service them in the field.

As Solutions Engineer you are expected to:

• Work under low supervision


• Have a working knowledge of most of Fortra’s solution portfolio.


• Be a technical expert on the product(s) you work with


• Keep learning the sales processes, improving you market knowledge, and developing your soft skills.

QUALIFICATIONS

• Four-year Degree in a technical field, ideally Computer Science or IT is preferred.


• Minimum of 4 years of experience in IT, technical presales, technical consultancy, development, or technical support activities.


• Minimum of 2 years of experience in cyber security, in one or more of these areas: offensive security / vulnerability management / penetration testing / red teaming / MDR / EDR


• Excellent oral presentation skills, public relations skills, and the ability to educate and train in a technical environment.


• Perfect English is required. Any other European language is a plus.


• Willingness to travel occasionally.

WHAT SETS YOU APART

• Hands-on Strong Technical knowledge, experience in blue/red team exercises or delivering any type of security related professional services to customers.


• Certifications including Certified Ethical Hacker (CEH), Certified Red Team Operator (CRTO), CISSP, etc.


• Experience with related solutions, both from Fortra, or 3^rd party solutions such as Pentera, Qualys, Rapid7, Tenable, Metasploit, or others.


• Experience of working with Breach and Attack Simulation(BAS) solutions


• Experience in Threat Management and Modeling