Sales Engineer, Enterprise (SoCal)

About the Role

Abnormal AI is seeking an Enterprise Sales Engineer to join our growing Sales Engineering team. As an Enterprise Sales Engineer, you will serve as our customer’s primary technical contact, crafting strategic, value-based business cases to win complex Enterprise opportunities and help organizations conquer their most intractable email security challenges.

In partnership with Enterprise Account Executives, you will be responsible for conducting in-person and remote product demonstrations, articulating the technical and business value of Abnormal Security’s platform, and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.

The ideal candidate for this role will be located in the SoCal area and possess the following skill set:

• Ability to tie technology to measurable business outcomes and drive Enterprise-level value
• Ability to influence senior-level audiences in both virtual and in-person settings
• High EQ; ability to read the room, engage stakeholders, demonstrate empathy, listen actively, and respond thoughtfully
• Ability to create value-driven presentations and tell compelling stories (PowerPoint, Google Slides)
• Strong discovery skills to uncover customer pain points, requirements, and strategic objectives

What You Will Do

• Serve as the technical sales lead throughout the Enterprise pre-sales cycle, including owning Proof of Value (POV) outcomes and driving their success
• Co-lead customer relationships alongside Enterprise Account Executives and deliver technical product demonstrations
• Provide technical pre-sales support for Enterprise Account Executives
• Partner with Enterprise Account Executives on the development and execution of sales objectives and account-based penetration strategies
• Conduct technical and competitive landscape research to effectively address customer questions and objections
• Serve as a technical resource for Enterprise pre-sales security and platform diligence
• Educate sales executives and partners on Abnormal AI’s products, platform, and security posture
• Obsessively drive customer satisfaction and successful Enterprise outcomes

Must Have

• 5+ years of Sales Engineering experience or relevant industry experience
• Strong technical presentation and communication skills, both verbal and written
• Ability to see and present the “big picture,” uncover complex business challenges, and architect solutions to solve customer needs
• Ability to work independently in a fast-paced, high-impact Enterprise sales environment
• Positive attitude, strong customer focus, and a high sense of ownership over customer results

Nice to Have

• BSCS, BSEE, or equivalent work experience
• CISSP, CEH, and/or other relevant security certifications
• Technical background in messaging and internet security principles
• Strong understanding of internet protocols (HTTP, SMTP, DNS, etc.)
• Knowledge of networking topology, TCP/IP protocols, and network components (firewalls, routers, etc.)

#LI-ML2