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Salary: USD 149,800 - 193,200 / annual
Menlo Security is seeking a Senior Sales Engineer to serve as a customer-focused technical leader for prospective and current customers across the West and California territory. You will partner closely with Regional Sales Managers and channel partners to scope, recommend, and demonstrate security-focused solutions on the region's largest and most strategically important opportunities. You will also serve as a technical mentor to less experienced Sales Engineers and partner engineers, acting as a trusted technical authority for account teams, partners, and customers on complex or high-visibility deals.
Key responsibilities include:
- Serve as the senior technical authority on complex, strategic sales opportunities, articulating benefits to technical and executive audiences and architecting solutions that meet customer needs and budget.
- Lead proof of concept engagements on the territory's largest and most complex opportunities, including deployment, configuration, user training, and serving as the interface between Sales and technical staff.
- Mentor and upskill junior Sales Engineers and channel partner engineers, sharing technical methodology and deal strategy.
- Use AI-assisted tools to prepare for customer engagements (account research, competitive positioning) and to draft technical documentation, RFP responses, and communications.
- Partner with Regional Sales Managers and channel partners to build technical strategy on top accounts and drive partner-led opportunities.
- Act as the escalation point for technically challenging or high-visibility customer engagements across the territory.
- Provide reporting and feedback on customer accounts and field activity to Sales, Product Management, and Engineering.
Key outcomes owned include technical wins on strategic and enterprise sales opportunities from discovery through proof of concept to close, and technical mentorship and enablement of junior Sales Engineers and channel partner engineers across the region.
Success metrics include technical win rate on supported opportunities (weighted toward strategic and enterprise deals), proof of concept conversion rate, average POC cycle time on complex opportunities, number of Sales Engineers and partner engineers mentored per quarter, and quality of field feedback delivered to Product Management and Engineering.
REQUIREMENTS:
Required:
- Bachelor's or Master's degree in Computer Science or related discipline, or equivalent experience
- Based in New York, with travel throughout the Northeast territory as needed
- 7+ years of pre-sales experience in computer networking or security space, including experience leading technical strategy on complex or enterprise-scale deals
- Strong knowledge and hands-on experience across core areas: web proxy technologies, network security (firewalls, IDS/IPS, HTTP/SSL proxies), network engineering fundamentals (OSI model, IPv4/6, routing, switching, DNS, VLANs and subnetting), and email security and mail flow
- Excellent written and oral communication skills, with ability to articulate business value and technical advantages to executive-level audiences
- Experience mentoring or informally leading other technical sales professionals
- Strong sense of accountability and ownership, proactive get-it-done attitude, and passion for continuous learning
Preferred / Nice to Have:
- Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals
- Network forensics experience, including packet capture and analysis
- Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling
- Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI)
- Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques
- Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses
- Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of everyday workflow
- Self-directed, with ability to prioritize and execute project tasks methodically and set clear expectations with stakeholders and team members
